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Sales Rev March / April 2010 Welcome to the March/April edition of Sales Rev!Keep up to date at: |  |
Secrets of Winning Sales Organisations
Miller Heiman has just released its annual thought leadership on Winning Sales Organisations. The executive summary investigates what top-performing sales organisations are doing to increase deal size, number of accounts and revenue and how they:
- Focus on activities that are more likely to generate results
- Differetiate themselves with customers
- Making selling an organisation priority
Take the opportunity now to learn from the most successfull sales organisations on what you can do to improve your sales performance and email me rob@sellingstrategies.com.au for your own personal copy of the research.
How Strong is your Sales Message?
Corporate Visions Inc recently ran a survey of sales and marketing professionals involved in B2B complex sales situations. Below is an interesting take out.
Results: When asked to rate their company’s message on a scale of 1-‐5 in terms of its uniqueness in the marketplace, 62% of respondents rated their company’s message as average to poor. Only 38% believe their company hasa differentiated story.
Conclusions: Companies know they need to avoid parity in their value propositions. Yet, most struggle with messages that sound the same as everyone else, which gives buyers the confidence to beat you up on price. To be successful, marketers and salespeople need to work together to find your company’s unique point of view. That place where you can shed light on a new problem that you are best able to solve. Then your messages, tools and training need to be aligned so that your uniqueness is communicated consistently across the buying cycle, and delivered by sales people in a way that decision makers see the need to change, and view your solution as critical to helpingthem get there. Bottom line – Get your sales and marketing teams aligned!
Vanzella Graphic Design - SSi Partner Profile
This editions partner profile is the award winning and acclaimed design studio Vanzella Graphic Design. Vanzella is headed by graphic design guru Paul Vanzella who is also known as one of the founders of internet art success story Red Bubble (http://www.redbubble.com). Vanzella has provided the brand identity, design and artwork for many organisations both large and small and I have worked with Paul and his team for the past eight years in various capacities.
If you have a need for branding and design for marketing materials, logo design, product launches be it for print or online check out http://www.vanzella.com.au or call 03 8412 9555.
Get Information by Giving it Away - Nicholas Boothman Tip
It’s easy to get free information from a stranger. This doesn't mean trying to learn someone’s credit card number. What it means is learning the other person’s name, interests, personal situation and more. Most people are more than eager to give away this information if it’s requested in the proper way. In fact, people will tend to follow your lead in offering information. That’s why you say your name first. And the more you give, the more they will, too.
If you say, “Hi, I'm Carlos,” you’re likely to get “Hi, I'm Paul.” If you start with “Hi, I'm Carlos García,” you'll probably get “Hi, I'm Paul Tanaka.” And if you start with “Hi, I'm Carlos García, I'm a friend of Gail’s,” Paul will probably respond in a similar way: “Hi, I'm Paul Tanaka, and I work with Gail’s husband.”
When you add information tags to your name, people tend to respond to them because you've offered them the opportunity. If they don't respond, you've at least set up the situation. They know what you want, so give them a little encouragement. A raised eyebrow or a straight-out “And you?” will spur them on.
Selling Strategies From The Top
My new ebook “Selling Strategies From The Top” is being well received. It contains some great content from some of the best in the business on sales, sales management and sales leadership.
Download your own copy at http://sellingstrategies.com.au/documents/d6e620f2-9faa-4742-8556-70095426ec24/selling-strategies-ebook-rob-hartnett.pdf
Are You Leveraging Your Teams Strengths?
Our Extended DISC profiling tools and methodologies are going from strength to strength as companies become more aware of soft skills and learning about the strengths of their employees and ensuring their job roles fit to these strengths.
If you would like to know more about our Extended DISC profiling tools such as Work Pairs analysis, Team Analysis, Personal Profiling contact leisa@sellingstrategies.com.au or call 03 9887 6867.
Rob Hartnett Events
Small Business Event Geelong April 21st
I will be presenting with the Hon. Joe Helper Victorian Minister for Small Business & Agriculture at Geelong on “Connecting Small Business to Opportunities” on April 21st from 9.00am-1.00pm. RSVP to lou.brazier1@gmail.com
Strategic Selling
The acclaimed two day workshop Strategic Selling is on in Melbourne on April 22nd and 23rd. Experience the sales program used by some of the world’s best companies. RSVP and pricing details to leisa@sellingstrategies.com.au
Miller Heiman Australia & New Zealand Client Summit
The Miller Heiman client summit will be held in Sydney on Thursday May 27th. Special guest will be Miller Heiman global CEO Sam Reese. Sam is an acclaimed author and speaker as well as the CEO of the world’s number one sales performance company. I will be leading a panel session during the day which will feature client presentations. Register with Shane Coppin scoppin@millerheiman.com
Queensland
We are looking at some dates for Brisbane and the Sunshine Coast in July in conjunction with Terri Cooper’s Events.
Upcoming Events
For upcoming events please check out the Selling Strategies Facebook Page at http://www.facebook.com/sellingstrategies
New Office Numbers
Office Phone03 9887 6967
Office Fax03 9886 7460