Construction Sales Tips: Mind The Gap - Selling With Silence

By Leigh Simpson on 30-Nov-2018 11:45:00

One of the first things  that you’re taught in sales is that you have two ears and one mouth and to use them in that order.

However, you shouldn't use your mouth at all at crucial points in your sales conversations

Learn how silence can unlock a sales opportunity and when to use it.

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Construction Marketing Strategy: Chasing Growth - Are You Insane?

By Leigh Simpson on 16-Nov-2018 11:45:00

Growth.  It’s compelling, alluring and addictive.  It’s also tough.

It’s getting harder to generate more leads, win more customers, up-sell, cross-sell, increase market share and make more profit using the tactics that were so successful just a few short years ago.

It was Einstein who famously said, “insanity is doing the same thing over and over again and expecting different results”.

So, is your reluctance to alter your approach, tactics and mindset in your quest for increased growth madness?

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Rescue Your Sales Team: Saving Time To Maximise Productivity

By Abby Buchan-Howard on 18-Oct-2018 10:07:32

Did you know that you could be losing business because your sales team are wasting their time on tasks that don’t involve selling?

Scary right?

Over half of a sales person’s time is spent not selling to your customers. Your building products company could be losing business as a result.

Read on to find out more about Insynth’s examination of how sales team’s time is being misplaced.

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Insynth Subscriber Offer: Exclusive Discount For Sales Specification Training!

By Abby Buchan-Howard on 14-Sep-2018 11:22:47

Insynth have teamed up Competitive Advantage to offer an extended early-bird discount to our blog subscribers for their one-day course on “Creative Demand Through Specification”!

Read on to find out more about this training and how you can get an exclusive discount...

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Live @ #INBOUND18: Funny To Money: The Science Of Selling With Humour

By Abby Buchan-Howard on 05-Sep-2018 19:28:16

Hosted by Andrew Tarvin, a humour engineer from New York, Funny To Money educated the Inbound 2018 audience about how using humour in your marketing can the key to succeeding in both your sales and marketing efforts.

Funny To Money, although geared towards sales, was full of information that marketers could employ in their content strategies to attract new customers to their company. 

Humour is important to a marketers because making people laugh makes people want to sit up and pay attention to your message. Including your brand message in your humour marketing is an effective way to draw people into your company while having fun along the way.  

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Live @ #Inbound18 - Problem Centric Selling

By Leigh Simpson on 05-Sep-2018 17:00:52

Why No One Gives a Shit About You or Your Company

Bringing insights from his new book Gap Selling, Keenan, CEO of The Sales Guy talks at Inbound 2018 about why the only thing that drives sales is the creation of value.

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Supercharge Your Sales Enablement Strategy

By Charlotte McCormac on 15-Aug-2018 08:30:00

One of the core principles of construction inbound marketing is aligning your marketing and sales teams so that you can provide holistic services that close leads and delight your clients. 

When your sales and marketing teams are aligned, your brand message will be amplified and your services will be more consistent, helpful and customer-centric. 

This is why marketeers in smaller building product companies wear many hats when driving growth for their clients.  One of these hats is the sales services hat.

But you don't have to be a sales guru to provide value to your prospects...

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Why Micromanagement Is The Best Strategy For Sales

By Leigh Simpson on 05-Jun-2018 15:50:25

One of the biggest challenges of sales management is figuring out how involved you need to be with your team.  Too much and you can be accused of interfering and getting in the way.  Too light a touch and activity can start to stray away from your carefully constructed sales strategy.

So how do you get the right balance, and where should you and your team focus your time and energy to make the biggest improvements to your sales performance?

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Your Easy Formula For Sales Success 

By Leigh Simpson on 01-Jun-2018 17:34:33

 

If you want to hit your sales targets this month, this quarter, this year and beyond, you will need to consistently produce the right results. 

The problem is that many business owners and entrepreneurs can find it difficult to understand their sales pipeline and know where to focus their efforts and resources to really build the sales engine that will produce repeatable results week after week, month after month. 

This simple formula for sales success will show you where to focus your efforts and help you grow your business with more consistency and a scientific approach to performance improvement.

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Marketing vs. Sales: The Big Differences and How They Work Together

By Leigh Simpson on 20-Apr-2018 12:48:07

Business guru and well-known provocateur, Tom Peters once addressed a crowd of over 400 sales and marketing executives saying: “I hate sports analogies. They’re just a bunch of male macho…” Yet, in the world of sales and marketing, sports analogies are de rigueur and tossed around like a rugby ball during at Twickenham.

To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theatre. Salespeople are the performers in a West End musical, whereas marketing folks are the set designers, producers, and choreographers.

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How Millennials Are Changing Specification & Purchasing

By Leigh Simpson on 17-Apr-2018 08:45:00

Our regular website audits and reviews are consistently highlighting missed opportunities and common shortcomings of building product websites.

The way that specifiers and buyers search and select products is evolving quickly and construction marketing professionals need to adapt or risk losing market share and sales to smarter operators.

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How Short-Term Targets Help You Achieve Long-Term Goals

By Leigh Simpson on 14-Mar-2018 10:04:19

I was recently walking on the Cornish Coastal Path; it's a beautiful, windswept trail with plenty of challenging climbs and descents.  On one particularly steep ascent, I remembered a tip I read many moons ago in a mountain biking magazine.

The tip was about tackling long arduous climbs: it described how if you only focus on the top, your mind will begin to doubt that you can get there, and you are more likely to fail.  However, if you look just a few yards ahead, far enough to avoid any obstacles, you will grind out the climb almost without fail.

The trick is to focus on the task ahead, only occasionally glancing up to make sure that you are on track to achieve your ultimate goal.  I applied this trick and tackled every climb comfortably.

The experience brought to mind how setting short-term goals can be the perfect way to crush longer-term targets, and this is why.

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