Navigant Associates
@NavigantAssoc
#SalesManagement consultant providing world class #SalesTraining #SalesCoaching for Manufacturers selling through Channel Strategy
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Need a 9% revenue bump from your channel partners - 32% of Manufacturers said their Channel Account Managers EXCEL at partnership planning - Of that, 20% more of their channel partners achieve their annual goals - And overall they had 9% greater revenue across the whole channel
"How to Win Friends and Influence People" is one of the greatest books on my shelf. You don't need to be in #sales to appreciate these principles. Here's a quick summary if you don't have time for the complete book. buff.ly/2Jd1wdz
It's Q4. How do you feel about your "must win" deals? Are you feeling good about making your 2020 target yet? Join my workshop in Dallas and learn the strategies used by World Class sales teams when pursuing complex deals. buff.ly/2ARuv40
It's budget season. Don't let R&D, manufacturing, and expansion dominate the 2020 budget. Improving sales process and skills often has greater ROI. Find the low hanging fruit in your sales team with this 3-minute survey. #strategy #crm #salesoperations buff.ly/2kULkH8
Do you sell to buyers like you sold to their parents?? I routinely hear manufacturers point to tariffs and global competition as their biggest issues. Have you considered changes in how buyers buy? Are you selling the same old products the same old way? buff.ly/2LwlhPO
We're all masters of excuses, data, and market expertise when we explain why we lose a deal. Could you use the same analytical skills to "prevent" a loss? The data's likely there already. buff.ly/2HUSeEy
If you're at this conversation, you missed the opportunity to demonstrate value. #MotivationMonday #ValueSelling
Have you attended a Miller Heiman workshop in the past? SPIN Selling by Huthwaite or PSS by Achieve Global? Resources for these programs are now available at one site. Now is the time to brush up on skills as you look at finishing the year strong. buff.ly/34rviGu
All boats rise on high tide, right? Is the tide about to go out? When the economy turns, it's usually the sales team that get's exposed. Is your team ready for a looming recession? #sales #salesoperations buff.ly/2LDBmVs
Is it that time to work on your STRAP, strategic, or long ranger, multi-year plan? Don't let products and operations be the focus of growth. Download the latest research to position your sales team for the future. buff.ly/2SwLNvy
Are you uncovering all those who "influence" a purchase decision? It's not enough to call on procurement and engineering alone. Research shows there's an avg of 6.4 people involved in influencing complex purchase decisions. How many are hearing your story? buff.ly/2GyngRF
In Strategic Selling workshops we talk about Selling Time and competition for your time. The discussion always leads to the volume of emails in their In Box. Here's a good blog reminding us of email etiquette. #sales #strategicselling #email #etiquette buff.ly/2Odry7s
2020 Strategic Plan? Don't let product dev & mfg dominate the future road map. Modern #sales teams must evolve with the changes in customer expectations, sales tech & product evolution. 3-minute survey to see how your team compares to #worldclass sellers. buff.ly/2ZeLbwY
Outdated sales tactics = wasted energy, resources, & time from quality opportunities. Too many good ones on the list to pick a favorite. Great post by @hubspot team and @dantyre #sales #strategicselling buff.ly/2GPG2Tl
If you've attended one of my workshops, you know the conversation of getting customer appointments is a hot topic. Do you have a VBR? Are you providing perspective? If you were the prospect, would you call yourself back? Credit to Mark Hunter buff.ly/2FMia3f
I didn't sell anything today. I'm not a lousy salesman, I didn't miss steps in the sale process, it wasn't because of bad leads or too many reports to complete. Buyers buy when they're in trouble or growth. If I can't show them the perspective that helps them see that, then...
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