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5 Worst Trade Show Blunders

Bungalo

I ran into 5 firms that flushed 100% of their investment down the tubes through the following actions by their sales reps: 1. Sales rep openly mentions, “I would quit my job and work somewhere else if I could.” Sales rep says, “the economy has hurt us so bad, we don’t have the resources to care about our customers.” Last week, I spent two full days walking the floor in Orlando at the International Builder Show (NAHB). The investment that firms make in booth space, set up, and staffing, make these shows extremely expensive to participate in.

Your Piece of the Pie

Bungalo

Without this, you will not be able to make the investments your firm needs to build process, grow your marketing system, and build out your sales force for the long-term. For anyone who reads Inc. Magazine, you were probably quite happy to see the “residential construction” market as one of the four “Fast Growth, Big Profits” categories. Filed under: strategy.

Googled: referrals weak connections

Bungalo

Filed under: other stuff , sales. Tags: other stuff sales Researching an article on networking for NARI Remodeler’s Journal, I was wondering: Do referrals come from weak connections? So I Googled “referrals weak connections&# and came upon this terrific post by Peppers and Rogers Group: Harnessing the power of your weak ties. And we’ll all know one another. Hmmmm.

Googled: referrals weak connections

Bungalo

Filed under: other stuff , sales. Tags: other stuff sales Researching an article on networking for NARI Remodeler’s Journal, I was wondering: Do referrals come from weak connections? So I Googled “referrals weak connections&# and came upon this terrific post by Peppers and Rogers Group: Harnessing the power of your weak ties. And we’ll all know one another. Hmmmm.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Track this marketing metric

Bungalo

At Bungalo Group, our goal is for both partners to spend 8 hours a week on marketing — not sales — marketing. There’s plenty to do – a quarterly newsletter, articles for industry publications, maintaining the blog, improving our sales tools, etc. Our presentation at the NARI MN meeting last night went pretty well. Where are you spending it? And time.

Keeping customers engaged takes communication

Bungalo

Posted in good idea, sales Tagged: communication, sales. Tags: good idea sales communication In a recent blog post — Take your Time — Quickly — Remodeling blogger Greg Antonioli talks about how you need to be accurate with estimates, and at the same time, you need to move quickly so buyers don’t lose interest/enthusiasm for their project.

The Doing-Not-Doing Matrix

Bungalo

Something is important if it has a significant impact on the top or bottom line — does it improve profitability, drive sales and repeat business, increase referrals, reduce costs? I was recently invited to a talk by Phil Styrlund about adding value to B2B relationships, sponsored by Vistage. Almost as an aside, Phil mentioned this matrix, which I quickly scribbled on my napkin.

Fool me once, shame on you; fool me twice, shame on me

Bungalo

Have systems in place to produce immediate data for sales, gross margins, and overhead costs. I just received an email blast with the title “Double Dip Predicted for Home Remodeling.” ” “If I could have reached through the screen and had a word or two with the publisher, I would have been able to flush out the “real” reason why they sent this email. (to to get eyeballs reading it).” ” As the recession neared a few years back, the speculation was overwhelming on what we were headed for. 3 Things to Stop Doing this Time Around.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

I want to grow revenue in 2010. Should I hire a sales rep?

Bungalo

You have existing sales reps that sell, so why not hire an additional one to go out and beat the street for you? Have you ever interviewed a sales person who says, “I have a HUGE customer base, and I am sure I can do x amount of sales in my first year.” As owners and sales managers, we hyperventilate as we start to add the figures up, and plan for more revenue and bigger profits. In the home improvement industry, commissioned sales people are common. For maximum revenue: balance your sales and marketing portfolio. What is the True Cost of this Rep?

Nothing Left to Cut – Now what?

Bungalo

So if you don’t have a system in place for managing customer relationships as they move through the marketing and sales pipeline, you are losing revenue. Starving your marketing efforts now, may lead to anemic sales down the road, and leave you staring at the competition’s tail lights when the market improves. This article appeared in the NARI Minnesota Newsletter (Winter 09/10). Your pencil can’t get any sharper. You’ve done everything you can think of to minimize overhead and shrink job costs. Strategy first, then goals. Set goals. The devil is in the details.

You too could be a winner!

Bungalo

The 2009 NARI MN COTY binders are for sale at the NARI MN office. Just received an email from NARI about the COTY Awards. This little nugget from the email jumped out at me: Fact - In 2008 each category averaged 6 entrants. Though the competition is stiff, a 1 in 6 chance at winning are good odds! Entering makes sense for a few reasons: 1) Feels good — provides a much-needed morale boost for staff and owners. 2) Publicity — Award winning projects are “newsworthy&# and are more likely to capture the attention of editors. The Power of Corporate Awards (About.com).

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. Ultra-high sales performers are smart people.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg

We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Want to Build a Sales Engine? Does this problem sound familiar? I hear this time and time again, and it’s a mistake we made personally too. Specialization.

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More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Everyone in sales will buy into her story, her attempts to increase productivity, her failures, this makes her “result” all the more real.

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July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Based upon your Sales Plan where are you against your quota? Need more sales management resources?

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Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team.

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Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. It’s when a prospect first expresses interest that nurturing can help highlight hot leads, filter out the junk, and increase the rate at leads engage with sales.

7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communicationsread more.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Sales Prospecting Call Strategy B2B Sales Success

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. Instead, what passes for lead nurturing at this particular company is a monthly phone call from the same sales rep, delivered by voicemail, along the lines of the following: “Hi Howard.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. Sales folks can’t keep up with all of today’s promising new tools. TREND #1: Content Fatigue / Focus.

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5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. According to researchers at the University of Florida, 20% of all salespeople make 80% of all sales (also known as the 20/80 rule or the Pareto principle ), which makes securing a spot in that top 20% crucial to running a competitive and profitable business. First and foremost, ditch the the “sales pitch.”

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Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I am unsure what metrics to use to measure sales effectiveness. Sales Management Boot Camp maybe for you. For the New Sales Manager.

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5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Assuming you have sales stages to begin with, which will your SDRs be responsible for? Do the math.

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. But even with active buyers there are opportunities for B2B sales professionals to up their game.

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. Include New Year''s in your inside sales messaging, and make sure to follow up on those prospects who wanted to speak at the beginning of 2015. As we embark on the journey of B2B sales prospecting in 2015, it is important to keep in mind that timing does matter.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Balancing the mechanics of sales management with emotional leadership techniques requires the sales manager to take the next step up the ladder of professionalism.

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5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Sales Prospecting Perspectives

Messaging Personalized Messaging Social Selling Email Prospecting Sales Prospecting voicemail Prospecting B2B Inside Sales Sales Prospecting Tips With Halloween just around the corner, you must be prepared to be scared. However, you know what consistently scares me, year round?

The B2B Value Sale is Actually Three Distinct Sales

B2B Marketing Insider

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. A significant cause is sellers haven’t realigned messages, sales conversations, and sales […].

Successful Sales Coaching Best Practices

DiscoverOrg

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. Below are the interview answers provided by David Sill, an authority on B2B sales and the SVP of Customer Success at DiscoverOrg.

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Using video in sales emails has boosted open-to-reply rates by 8x ( Click-to-tweet! ). Blog Field Sales Inside Sales Sales Leadership

Tools 101

Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock , sales consultant and President at Partners in EXCELLENCE , where this post was originally published. I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Our marketing and sales funnels basically identify our workflows in marketing and sales activities.

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7 Inside Sales Lessons Learned on The Football Field

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks. Working in inside sales, we’re able to rediscover and uncover value from past experiences that help us prospect better. Sales, like football, is a “contact” sport.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. However the basics of any sales kickoff event should include the following planning ideas.

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To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.