31/01/2012 14:20:31
topic: Signs telling me to quit? konstansis Posts 1	Hi, I work in B2B FX sales in London and I have been doing it for about 10 months now and I still am not able to book meetings. The sales process goes call>qualify>create interest>book meeting>go out on meeting>close. I?m in a junior sales position so my only job is to qualify but my colleague has booked 2 meetings already and he has been here a few months. Why can?t i do this yet? Its so frustrating because alld ay i get ?Oh we get calls about this all the time, we?re fine thanks? and i don?t know what to do. No one will even give me a chance to explain myself. What?s most annoying is that after literally tens of thousands of calls I have yet to book a meeting. I have yet to learn how to overcome objections. I honestly don?t know what to say or do. I just go blank in the mind. Surely by now I should have learned just through doing it so many times. If i practiced guitar thousands and thousands of times I'd be amazing at it now, so why not sales? Should I just quit this business? edited by konstansis on 31/01/2012
	25/01/2012 14:55:57
topic: Business Development Manager is wanted! Joberate Posts 3	Santia Consulting is hiring: Business Development Manager - Health & Safety - London We are currently looking for a Business Development Manager to manage and develop key customer relationships within our Health & Safety Division via a formal contact plan, to ensure all clients are won and developed profitably. As a Business Development Manager your remit will be to increase the profile and turnover of Santia by selling the full range of Health & Safety consultancy services Santia provide. This is very much a consultative sell, working with the client to establish their exact health & safety service requirements and proposing a detailed solution. The Key responsibilities will include but not be limited to the following: - To have a clear understanding of the Health & Safety sector with a view to selling our suite of services to new and existing clients. - To recognise cross selling opportunities across the entire proposition and product range to ensure maximum penetration across Santia?s services and products, driving breakthrough growth within this division. - Generate new business, meeting or exceeding quarterly and annual sales targets. - To keep up to date with legal and technical developments within the Health & Safety industry and other areas within the post holder?s scope of professional expertise and knowledge. - Generate leads and appointments, exceeding quarterly and annual sales targets, in addition to any provided via tele-marketing. Manage and contribute to campaigns held within the division as well as effectively managing client accounts - Compile pricing, PQQ information and presenting as required through tender process complying with company procedures. Attend and contribute to monthly sales meetings with prepared monthly sales reports and collating sales forecasts - Maintain established business relationships with clients through development of business opportunities and effective management of client portfolios - The successful candidate will be tasked with understanding where opportunities lie regionally and nationally for business growth, securing the business access to previously unexploited sectors. We are looking for the successful individual to have: - The ideal individual will have worked within the Health & Safety industry with good knowledge of Health and Safety requirements. - Degree educated or relevant experience - Understanding of the Health & Safety industry - Exposure to Health & Safety environments - Experience of selling a Health & Safety related product or service - IT literate with working experience of Microsoft applications - Proactive and driven individual who will exceed new business targets. - Proven track record in sales - Proven account management skills - History of over achievement in new business sales - Excellent presentation skills Santia Consulting Limited is an equal opportunities employer welcoming applications from all sectors of the community. Apply here: link
	24/01/2012 13:08:46
topic: Newscorp is looking for a National Account Manager Joberate Posts 3	News Corporation is a diversified global media company with operations in eight industry segments: filmed entertainment; television; cable network programming; direct broadcast satellite television; magazines and inserts; newspapers and information services; book publishing; and other. The activities of News Corporation are conducted principally in the United States, Continental Europe, the United Kingdom, Australia, Asia and Latin America. Company`s Sales Team is looking for a National Account Manager within a large division ? the role will manage a Grocer and High Street Retailer account portfolio. The main focus of the role will be to exceed customer expectations through an integrated team approach, resulting in the achievement of company goals. In addition, to contribute to the achievement of our Purpose (To share our passion for Entertainment), and to consistently demonstrate our values (Passion, collaboration, people first and achievement). KEY RESPONSIBILITIES ? Implement agreed sales strategy ? Develop and implement customer specific activity plans, including annual promotional program ? Demonstrate detailed understanding of customer objectives (mid / long term) ? Plan and review trade execution ? Manage and oversee all account administration activities, including order processing, claims etc ? Prepare and manage functional budget ? Deliver all relevant financial and reporting requirements, including budgets, forecasts, monthly reports ? Actively contribute as a key team member within specialist area, as well as through effective participation across all functional areas ? Participate in ad hoc projects as required KNOWLEDGE & SKILLS Essential ? Good solid account management experience ? Strongly commercial ? A strong relationship builder, at all levels of the business, with the ability to handle relationships internally and externally with diplomacy and tact ? Solution-oriented and innovative - able to work in a relatively unstructured environment, operating with a high degree of autonomy yet remaining accountable for required deliverables and outcomes ? Pro-active self-starter ? Flexible ? A proven track record in negotiating commercial contract terms ? Excellent written and verbal communication and presentation skills ? Computer literate Desirable ? Experience working in the FMCG or fast paced industry with multiple product lines Personal Characteristics ? Ability to work effectively and collaboratively as part of a team ? Ability to manage multiple tasks at any given time ? Self motivated and enthusiastic - highly action-oriented and proactive ? A proven track record in being strategic ? Highly organised, with great attention to detail ? Ability to work with constant change and short deadlines ? Possess self-awareness ? Achievement focused Apply here: link
	22/12/2011 07:17:16
topic: How to work around Support and Customer Service Akhtam Posts 1	Hello everybody! My name is Akhtam. My company has new online project and I try to sell it abroad: USA, Europe, Australia. Our company is situated in Russia. Usually we have phone numbers of the companies, we make calls them and talk to support or Customer Service. They ask us to send them email to info@... or support@..., but there are no replies. How to find personal contacts of necessary people: phone number and email address? Is it normal in USA, Europe, Australia to make personal calls with a proposals? How to work around Customer Service and Support? There is different culture in Russia and I'll be very grateful for your reply! Thank you very much beforehand! edited by Akhtam on 22/12/2011
	02/12/2011 13:41:17
topic: How To Maximize Your ROI At An Exhibition NeilWarren Posts 660	Hello Peter (and Brian?) - Thanks so much for finding us in here and getting stuck in Gents, but I should point out that the times they are a-changing (still), and you'll find that as we wind down this version of our "Forum", it's going to be merged back into the main site, which is now itself all about "discussions" and people and now with a BIG focus of actually making contact with each other, and being able to see, at a click / glance, that we're not just spamming (or selling AT) each other - but rather offering to help out with genuine problems and solutions. That has been fed by the LinkedIn Group, where people are so much more real and accessible than "realbrian" or Peter-1234 or whatever, e.g. here... http://www.linkedin.com/groups/How-Maximize-Your-ROI-Exhibition-1328087.S.81581559 ...(and, surprise surprise - who do I now spy with my little eye!!? ;-) Anyway, that's what then fed our moves to re-skin the main site last April, and add in the "Log in with LinkedIn" gizmo, so that "Connect & Collaborate" is double underlined and reinforced, like here... http://www.modernselling.com/news-and-events/sales-editorial-comment/connect-collaborate-books-change-your-life-selling-sales-management-20114023.aspx ...if you scroll through a few of my friends / colleagues / contacts / prospects / customers on there, and click some LinkedIn name links. Also being discussed next Wednesday lunchtime... http://www.modernselling.com/news-and-events/webinar-corner/boss-tale-workshop-webinar-discussion-series-neil-warren-jeremy-spiller-20114049.aspx ...if you'd like to "put a voice to a face and a name and some typed words"! Best regards to both - Neil
	29/11/2011 15:59:37
topic: OTE = Off Target Earnings? Kevin-11258 Posts 1	Some interesting observations Neil and especially like the Bob Swartz comments you highlighted. In tough times good sales people simply get even better at what they already do well and a bit like good share traders they see a downturn as an opportunity to become even more focused than their scatter gun counter parts. If forecasts are changing the brightest ?pull sellers? also renegotiate their OTE knowing they?re going to blow their numbers anyway.
	25/11/2011 10:51:20
topic: How To Maximize Your ROI At An Exhibition realbrian Posts 9	And promoting yourself on web also helps, so use our web advertising options to let them know you?re there. ______________________________ company name badges
	22/11/2011 11:47:40
topic: How To Maximize Your ROI At An Exhibition Peter-11253 Posts 2	The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. The following tips might make the difference and help you realise the true potential of exhibiting. Think about why you are exhibiting. Is it to sell more products, improve brand awareness, meet existing customers, collect leads for future appointments, find distributors or something else? What are your objectives for the show? Think about how you are going to measure success or ROI? Are you judging success by the number of leads, sales, visitors, conversions, or the amount of brochures you give out? Set daily targets for each person manning the stand and measure their performance. Communicate your objectives to the team and most importantly, measure. Give staff incentives to encourage activity and accuracy. Do your research about the show Can the organiser back the visitor numbers up? Is the exhibition ABC audited? www.abc.org.uk Is the audience made up of your typical customer? Speak to other exhibitors before you book. Keep It Simple Stupid (KISS) Keep your exhibition stand graphics simple. "Who you are and what you do" is often missed! Make your space work for you with plenty of room to meet clients, discuss projects or demonstrate products. Speak to expert Exhibition contractors. If you are looking for a reliable exhibition contractor who may already be building at your show then make sure you use an ESSA member - www.essa.uk.com Pre-exhibition planning Once you have agreed your objectives make sure you explain them to the people that are manning the exhibition stand and make sure that everybody knows who is responsible for what! Invite your customers and prospects before the show using social media, your web site and direct mail. Tell them something "interesting" and give them a reason or incentive for visiting. Remember, most visitors have gone to a great deal of expense and trouble to attend. Data capture Whether you use bar code readers or a simple pad and pen, make notes on what your customers were interested in so that you can send them the correct information or speak to them in more detail after the show. There is nothing worse for a customer, who has spent half an hour on the stand explaining his requirement, than receiving a telephone call a week later asking him what he was interested in. Training Before the show discuss what questions your customers are likely to ask and make sure you have the answers or know where to get them. Train your staff on products, availability, distributors, prices, trade discounts, delivery costs, production times, service agreements, returns policy and don't forget it your customers might want to know who else has bought your product or service. For more tips on exhibiting go to http://www.accessdisplays.co.uk/tips-on-exhibiting.htm Happy Exhibiting! Peter Bowen C.E.O. Access Displays Ltd
	21/11/2011 12:34:01
topic: Twitter and sales realbrian Posts 9	thank you very much Neil ! This is some info. I was not aware about that. Now I'll be following these tips given on the article.
	17/11/2011 17:57:08
topic: Twitter and sales NeilJFletcher Posts 8	Hi Brian (I'm guessing), I think we can agree to agree! However, there are a lot of articles out there (here's one http://askaaronlee.com/what-to-tweet-for-small-business-owners/ ) which recommend that no more than 10% of your tweets should be directly about your business. I've also seen (but am struggling to find) some additional information showing how percentages of different types of tweets should vary at varying stages of your campaign. I'll continue looking and report back here if and when I can find what I'm looking for!
	17/11/2011 12:36:25
topic: What is usually hidden behind the price objection? realbrian Posts 9	I didn't get your question correctly mate. are you talking as customers perspectives or from you want it to know from selling point of view? name badges
	17/11/2011 12:29:31
topic: Twitter and sales realbrian Posts 9	Hi Neil. Agreed with your point mate. However you'll need to post interesting and useful posts & status for followers regarding your business. name badges
	16/11/2011 16:23:47
topic: Twitter and sales NeilJFletcher Posts 8	If you are just using Twitter to generate backlinks to your website, I agree that it is worthless as you will very rapidly put off the people you are trying to attract. However, I believe it is a useful tool to show the human side of your company and to generate interest in your targetted market.
	15/11/2011 06:11:21
topic: Difference between a BDM and an AM? realbrian Posts 9	An AM is for maintaining business relationship with a particular customer considered to be of strategic value . Account Manager has to deal with customer retention. A Business Development Manager defines his cadre with the name he develop and implement business strategies to highlight his company. staff name badges
	15/11/2011 06:06:08
topic: How much time during the week do you devote to pro realbrian Posts 9	6 days a week that's the way to maintain success rate
	12/11/2011 14:43:26
topic: Twitter and sales realbrian Posts 9	According to me no matter how good back links you have got for your website, they all are worthless because all you need is targeted people for that particular business. In similar way, Twitter is going to provide you with good clicks on your tweets, but interested people are all that matters. What do you think mates ?
	07/11/2011 14:49:53
topic: I'm the best sales person ever. They're all idiots realbrian Posts 9	Nice comments. And a best place for all the businessmen
	07/11/2011 14:45:55
topic: Future of the UK Sales Profession realbrian Posts 9	I was going through your posts, Its really nice & interesting. I am also setting up business in here name badges
	26/10/2011 14:27:48
topic: Sales without Targets? NeilWarren Posts 660	Hello Richard We've got a community on the move here, I'm afraid, although thanks for finding us and getting stuck in. This Forum led to the establishment of a LinkedIn Group some years back now, because it is so much better when people don't have to build new online identities each time they want to engage. And that's also why you can now Log in with LinkedIn on the main site (see ModernSelling.com home button, top left). Anyway, yes, Systems Thinking we know and love, with this mega-discussion in the LinkedIn Group coming from Fiona Savage (a top pharma rep at the time), who brought it too us... http://www.linkedin.com/groups/Why-is-it-we-assumed-1328087.S.57843683 ...and that got us to the utter joke that is / was "Mr Targets" in the New Labour set-up, affecting all of our bloated and de-motivated Public Sector... http://vimeo.com/11896519 ...plus how that played out for Prof John Seddon, when he dealt with (big, corporate) Private Sector... http://vimeo.com/10278907 And my thinking now is that I will redirect this "Forum" to a new "Forum Page" back on the main site, so that I can continue to point people and ideas that chime, back at each other, so it would be lovely if you can join us over in LI or on the main site, whilst I get that sorted. Kind regards - Neil
	26/10/2011 13:53:55
topic: The Very Best Sales Tip - Ever? Richard IDM Posts 3	BillyBoy wrote: Fish where the fish are. if you dont try a new lake,..how do you know what the catch will be? Tired and Tested??
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