By Jessica Lorimer & Robert Cutler
The podcast currently has 39 episodes available.
On today’s episode of MGMP, Jess flies solo and talks about a really key topic at the moment around sales management resentment of junior staff. But importantly, she is on hand with all the tips and tricks of how to overcome this!
There are challenges at the moment with regards to development of staff internally, and it is causing problems culturally at all levels of an organisation. Equally, in the world of Covid-19 and post-furlough re-integration into a company, people are looking for more than just a bottom line salary.
Key talking points from today:
Key Resources Mentioned in this Episode:
To book a 30 minute free consultation click here to, book into Rob’s diary.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Today we’re delighted to be joined by the CEO of PDC and one of Matchroom groups most important people, Matthew Porter. Matthew oversaw the commercialisation of PDC, the world darts organisation, in addition to being the youngest football league CEO of all time, and now manages the day to day operations of and expansion of Matchroom Sports across boxing, darts, snooker and much more.
We talked about a range of topics from getting the right staff, training & retaining, how to commercialise and drive sales revenue for both businesses and consumers, and why it is important to deliver value to a client.
Key talking points from today:
Key Resources Mentioned in this Episode:
To book a 30 minute free consultation click here to, book into Rob’s diary.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Guest profile Connect with Matthew - https://matchroom.com/about/directors/matthew-porter/ Connect with PDC - https://www.pdc.tv/ Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Welcome back to the Marginal Gains, Maximum Profit podcast where today we’re talking about how 2022 has proven it more vital than ever before to train your staff through onboarding. Right now recruiting new staff, particularly in sales, is a global challenge and when you find the right person it is vital to ensure you begin the process of both retaining them - and ensuring they make revenue - from Day 1.
With onboarding we don’t mean a fancy pen and a LinkedIn post, we’re talking about fundamental training that will not only sharpen their skills, bring them into your company tone and voice, but actually help your entire sales team.
Key talking points from today:
Key Resources Mentioned in this Episode:
To book a 30 minute free consultation click here to, book into Rob’s diary.
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Today I am delighted to welcome a business connection of mine, Bradley Hatchett from NetworkMyClub onto the podcast. As sales people, we have a usually very poor opinion of networking. Windowless, stuffy hotel conference rooms with a poor breakfast and an armful of useless business cards - that is what I think of anyway. However, with Bradley he is seeking to change the perspective of networking not just for attendees but for venues and hosts.
On this episode, we talk about the pitfalls of bad networking, the value of relationship building, lead generation through networking events and where training sales people to network properly is a fantastic way to generate quality leads, referrals and ultimately sales.
Key talking points from today:
Key Resources Mentioned in this Episode:
To discuss our networking best practice, book into Rob’s diary.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Guest profile Connect with Bradley - https://uk.linkedin.com/in/bradleyhatchettConnect with NetworkMyClub - https://www.networkmyclub.co.uk/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
You might be opening this thinking well, of course a sales training provider would say now is the best time to train staff! However, there are genuine facts that show the summer is absolutely the right time to invest in training your team.
Are you seeing the summer ‘slump’ where sales staff are demotivated, not engaged and vacant? Is there time that could be dedicated to projects that have no time during busier phases of the year? What quick win training could generate revenue? How are your plans for Q3 and Q4 lead conversion?
If you’re unsure of the answers to any of these questions as a Sales Director or Manager, click the listen now button to find out where opportunities will lie. Your revenue figures on December 31 will thank you!
On today’s episode:
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
To receive a copy of the case study, Click here
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Summer time, and the living is easy? Or should it be more Summer Time and Sales are easy? We think the latter, and on today’s episode of Marginal Gains, Maximum Profit, Rob is on hand to discuss the all important tips and tricks for Sales Directors to gain the most out of their team during this season.
Learn why not all decision makers are on vacation, how companies do have budgets and will make decisions on spending money, and importantly how to balance your team being out of office with making sure the right sales work gets done.
For all our listeners in the sports environment, we know how busy the summer is for you but there are valuable lessons in this episode to help continue to guide and motivate through this time.
On today’s episode:
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
To receive a copy of the case study, Click here
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Today, we look at how a sales closing process has maximised revenue for one of our clients. On the MGMP podcast we talk of the challenges our clients face, and how we can help you overcome these key sales industry challenges. However, in this episode we talk through a case study of how we worked with a digital marketing business in the sports space to build a closing process that has already converted into revenue.
Around 3 months ago, we delivered the Selling To Corporate “Closing Process Workshop” for this client, and within just weeks they had already converted sales processes that had been in their pipeline for up to 6 months. This is the wonderful testimonial our client gave us:
“Selling to Corporate provided an insightful and interactive workshop to Samba
Digital's sales team, taking into account the international presence and the
challenges it brings working on partnerships with numerous cultures in multiple
territories. Actionable steps were provided and discussed to refresh and shake up the
sales lifecycle process. Jess and Rob provide a fantastic external voice that we have
committed to once again for a future workshop“ - Business Development Director
We believe that this workshop can make a key difference to your sales team's culture, forecasting and of course most importantly revenue. That’s why we’re delighted to continue offering the Closing Process Workshop for a handful more sessions. Click here to book a free consultation call with Rob now about when we can deliver this to your team!
On today’s episode:
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
To receive a copy of the case study, Click here
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
Often, especially when sales teams have been so focused on dealing with incoming enquiries, tracking of leads and opportunities has been lost and forgotten. Expensive CRM systems lay dormant, as a smaller sales team just “gets the job done”. Whilst that may have worked for the past 9-12 months with a buoyant, post pandemic spend market, as we hurtle through 2022 and rising cost of living and interest rates it is much more challenging now to rebuild a system that will allow your team to develop leads.
Without tracking you won’t be able to understand what methods are working from a platform perspective, from a messaging perspective nor if your team are identifying the correct stakeholders.
Join Jess and Rob as they talk about the challenges, pitfalls but most importantly how and why you need to do something about this as a sales director or commercial director heading into the 2nd half of 2022.
Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more. Click here to book a free consultation call with Rob now!
On today’s episode:
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
On our sales podcast today, Jess and Rob are talking about how a reliance on inbound sales enquiries has severely damaged lead generation across sales teams. Following the Covid-19 pandemic, consumers were ready to spend and enjoy experiences again, which saw a big uplift in incoming enquiries across the sports, leisure and entertainment sectors. However, this was a short sighted - let’s deal with taking orders - approach, which now as we hurtle through 2022 and toward a potential recession, has left sales pipelines dry.
Not only that, the significant changes in staffing and the great resignation, along with a lack of training and development, means that most sales teams do not have the correct skill set to be able to generate new leads effectively.
If your sales team are not trained now, the remainder of 2022 and 2023 are going to be incredibly tough.
Listen in as Jess and Rob chat about the challenges in the marketplace and offer ideas and suggestions for how to resolve this in your team. Furthermore, Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more. Click here to book a free consultation call with Rob now!
On today’s episode:
Key Resources Mentioned in this Episode:
To discuss our sales closing process workshop, book into Rob’s diary.
Check out the Future of Sales In Sport - Whitepaper.
Want a copy of the case study we discussed? Drop Rob and email here.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
As we accelerate through Q2, the business market is busier than ever however some key concerns from B2B and B2C sellers still exist. Whether that be asking for budgets, talking pricing, negotiating away from discounts or just simply generating real proposals (not just speculative ones!) the issues are mounting up for sales teams. What may have been a single issue to resolve 12 months ago, it is now likely your team have four or five that need resolving quickly in order to maximise your revenue for Q3 and Q4.
Selling to Corporate ® can work with you to diagnose the issues, help advise on a rectification pattern, quality workshops and much more. Click here to book a free consultation call with Rob now!
Don’t forget, if you missed out on April’s event - there will be another one later in the year. Reach out to make sure you don’t miss out again!
On today’s episode:
Key Resources Mentioned in this Episode:
To book a free diagnostic consultation click here to book into Rob’s diary.
Listen to the MGMP episode on sales call diagnostics.
Check out the Future of Sales In Sport - Whitepaper.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects.
How to leave a review: https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content DisclaimerThe information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
Disclaimer: Some of these links are for products and services offered by the podcast creator.
The podcast currently has 39 episodes available.