Marginal Gains Maximum Profit

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

As 2021 draws to a close, join Jess & Rob as they navigate the key topic of negotiation - a skill that has even more value in this incredibly competitive marketplace. Deep-dive into the importance of a sale & negotiation being a mutually beneficial situation, how key your business USPs are and why boundaries need to be part of your sales playbook. Along the way, hear about Black Friday (and why sales don't work in B2B) and even a recount of a victory at Cluedo…

On today's episode:

• Black Friday and why it doesn't work for B2Bs [03.33]
• We're thinking about deals, and that means we're talking about negotiation and a good deal for everyone [6.38]
• A walkthrough of the common issues facing sales teams at the moment in the market [7.51]
• Winning is winning. Or is it? [09.49]
• Normalising negotiation and its importance [11.00]
• Is it confidence of the sales person, or education of the client that lacks the most? [13.29]
• Your clients are much more picky - they are the ones getting the 'footfall' not you [15.28]
• How are your team negotiating with clients? [16.39]
• The difference between profit & revenue in negotiating a good deal[20.00]
• Client case study on increasing revenue from a renewal [23.16]
• The cost of renewing at a lower rate overall -refocus your sales teams view [25.19]
• Let's talk about the cost of added value [28.49]
• The Selling To Corporate ® 'Negotiation Skills Workshop' is now live for purchase with a few spots left in January! [30.00]

Key Resources Mentioned in this Episode:

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/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: https://bit.ly/STCTop5BDQuestions

To book your free market insights call with Rob, [email protected]

How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The 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 to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

On today's episode, we dive into an issue that is very close to Jess' heart - not saying "How Are You" on client calls. You might be thinking - heck that is rude! But actually it isn't. Over the course of this brief but impactful episode, you will learn about why it is a dangerous closed question and how it can entirely derail all of your effort to secure the call with that client in the first place. Keep your clients on track with solid agendas, leading to happy stakeholders and happy sales executives!

On today's episode:

• This is an absolutely key - if controversial - topic about the importance of keeping your calls on track [02.39]
• Not in the usual territory as a British sales executive - let's get more direct [03.19]
• How are you does not make rapport [05.00]
• The dangers of 20 mins of your 30 mins call becoming about their life, covid, dog, home life… [06.38]
• It shows unpreparedness [08.18]
• Set that agenda. Be professional. Set expectations. [10.00]
• Building real rapport and discussing real topics [10.46]
• It is a closed question - and here is why [16.00]
• Are your sales executives building rapport and demonstrating credibility? [19.09]
• Doing the basics well makes you memorable [20.42]
• Don't be fluffy [21.54]
• Clear communication is difficult, and sales people have a bad reputation - but the stereotype is justified [23.48]
• Want your sales executives to do the basics better? Contact Rob! [24.04]

Key Resources Mentioned in this Episode:

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/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: https://bit.ly/STCTop5BDQuestions

To book your free market insights call with Rob, [email protected]

How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The 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 to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Today, Jess & Rob dive into one of the best (and possibly most forgotten!) forms of Lead Generation - Cold Email Marketing! Yes, the once pariah of communication is now being recognised as the preferred method your clients would want to be approached by. So ditch LinkedIn, open Outlook and give this podcast a listen to understand the who/what/when/why in 2021 about cold email marketing.

On today's episode:

• The results of Rob's poll on what forms of initial & follow up communication key decision makers want now [04.39]
• Why Jess LOVES cold email marketing and how it gets you in front of your clients [05.48]
• A lead is someone who is GENUINELY interested in you and your service. Qualification, people [10.00]
• Email gives you scope to tell a better sales story [12.58]
• How LinkedIn notifications are going unread by you AND your clients [15.00]
• How cold email marketing secures your database [16.28]
• How cold email marketing has a higher barrier to entry so you are already more likely to get a response [22.18]
• The LinkedIn messaging market is saturated [24.26]
• Rob's real life example of how cold email marketing is turning into calls and proposals [25.44]
• Not marketing but sales [27.00]
• If you want to understand how to make cold email marketing work for your team, reach out [31.25]

So if you want to understand how your team can capitalise on cold email marketing to generate revenue - send Rob and email and book a call today: [email protected]

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

Book and exploratory chat with Rob - [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

On today's episode, Jess & Rob get serious and direct about a key challenge facing a lot of organisations - especially sports - at the moment. Concentration on fulfilment and not focusing on proactive business development.

Navigating the key challenges of this topic, encouraging Sales Directors to take a lead on making a real commercial strategy and thrown in for good measure - Rob's own experiences of being in a fulfilment led football sales team.

On today's episode:

• Starting your entire strategy from scratch again is important - base it on 2020 [03.04]
• Why it is important to take proactive now before Christmas [03.54]
• Don't take your sales team hunger away to make those deals and be proactive [08.43]
• The cost of putting everyone in your sales team onto reactive selling means you will have no leads, no proactive, no cold new business being brought in [13.43]
• Why data driven analysis is absolutely key to making realistic commercial strategy [18.38]
• The challenges of recruitment during the great resignation [22.51]
• Use 2020 as your base for strategy for 2021, 2022 to be realistic about what you will achieve. Ignore 2019 and before - that world has gone [27.00]
• The market truly is shifting into a new age [31.22]

So if you need help with assessing the data, understanding how to set the right metrics or developing that commercial plan based on 2020 - send Rob and email and book a call today: [email protected]

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

Book and exploratory chat with Rob - [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Today marks Part 2 of Jess & Rob taking a look at the minefield of LinkedIn and alternatives to generating sales leads. In the current wild-west, LinkedIn has been handing out more bans than ever before - and with so much staff movement this will only be increasing.

Through Selling To Corporate, the MGMP team offer some fantastic alternatives to using the brilliant tool of LinkedIn to still generate high quality leads that leads to calls and ultimately revenue. Part 2 looks specifically at the three key alternatives including Executive Roundtables and Whitepapers.

On today's episode,

Key points from today's episode:

• Alternative lead generation tools to LinkedIn [0.46]
• Recognising the quality - and not - in marketing led incoming enquiries [05.00]
• Teach to ensure your sales team both know what to do and are engaged in the process [06.34]
• Innovative but quality and proven techniques [07.22]
• Executive Roundtables as a lead generation tool [10.06]
• Why they generate immediate leads and how to leverage that [16.15]
• A roundtable is NOT a virtual webinar/networking [19.31]
• Undersell, overdeliver [23.00]
• Importance of Whitepapers [27.16]
• How it creates a qualified lead to follow up [32.33]
• What is the easiest lead to convert? [34.17]
• You can't just sit on LinkedIn and hope for the best [40.58]
• Skills Assessments help you understand, invest and hire in the right ways [42.50]

So if you are ready to understand how to engage in alternative lead generation tools - send Rob and email and book a call today: [email protected]

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

Book and exploratory chat with Rob - [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Today marks Part 1 of Jess & Rob taking a look at the minefield of LinkedIn and alternatives to generating sales leads. In the current wild-west, LinkedIn has been handing out more bans than ever before - and with so much staff movement this will only be increasing.

Through Selling To Corporate, the MGMP team offer some fantastic alternatives to using the brilliant tool of LinkedIn to still generate high quality leads that leads to calls and ultimately revenue. Part 1 looks specifically at the problems currently facing sales teams on the platform.

On today's episode,

Key points from today's episode:

• Today we're talking about LinkedIn and its incessant use incorrectly [02.44]
• Rob got banned- for an hour! [03.43]
• How we have worked with LinkedIn experts to provide you with the best information [05.00]
• Automation and potential for full sales team bans [10.00]
• The demise of print marketing and the rise of cost in digital marketing- how this is directly impacting your sales team and their Lead Generation toolkit [11.45]
• Hitting peak & restrictions [15.00]
• What have influencers got to do with it? Molly Mae, The Beckhams & Co [16.08]
• Sales teams going rogue and the importance of brand representation [17.43]
• Is a poorly trained sales person costing you if and when they leave? Futureproof through consistency [18.19]
• You don't need premium LinkedIn, we have members making sales over £40k with standard [20.00]

So if you are ready to understand how to both use LinkedIn better, and engage in alternatives to generate more Leads - send Rob and email and book a call today: [email protected]

And don't forget to catch Part 2 later on in September!

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob - [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy! Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

On today's episode, Rob links up with A.J. Poole, the Director of Partnership Sales and Activation at the Pittsburgh Steelers. The Steelers are one of the modern era's most successful teams in the NFL, with 6 Superbowl wins, 8 AFC Conference Championships and a team that has hosted icons including Joe Greene, Hines Ward, Troy Polomalu and Santonio Holmes.

Sponsorship and Endorsements in American sports are key revenue generators, but when managing a team and fan base like the Steelers how do they make it work? What changes are being recognised in the market? And how do you keep a high performing team working to targets & exceeding them on a continual basis. Find out all this, and more, in today's episode.

Key points from today's episode:

• An overview of the pathway to Director level in an NFL team - even if the original plan was slightly different [03.02]
• Where is the sponsorship market going, and where do sales opportunities lie [07.02]
• How do you map and engage with a brand new sector of sale [10.52]
• The balance of the big money sale and a sustainable partnership and renewal opportunity [16.57]
• Stewarding a fanbase - i.e. the customer and keeping them happy whilst generating revenue [17.28]
• The importance of ROI when selling in an industry like this [19.22]
• Effective selling is RETENTION [23.33]
• Managing the healthy competition in the office as well as on the field [25.38]
• Sales Training and why it is important [28.30]
• Role plays - like Selling To Corporate deliver - are so important [32.52]
• We're always learning as sales people otherwise we plateau [37.06]
• Our shared colour scheme is pure coincidence! [42.28]

So if you are ready to invest in your sales team to make better sales, increase retention and work cohesively drop Rob and email and book a call today: [email protected].

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob - [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Guest Information:

A.J. Poole LinkedIn - https://www.linkedin.com/in/a-j-poole-6171b76/

Pittsburgh Steelers - https://www.steelers.com/

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

On today's episode, Jess & Rob look at a really important key topic - Finding The Right Stakeholders. All too often sales processes are slowed down by the wrong connections, good conversations but with the wrong people, and ultimately looking down the wrong wells for revenue.

Key points from today's episode:

• Furlough scheme winds down, sales teams cost more and need to cover that cost [1.24]
• Looking at the financials behind an underperforming sales team [3.28]
• What we need is the right leads in the first place [5.00]
• Rob's hitting 68% conversion rate of LinkedIn connections - the appetite is there when targeting the right people [6.25]
• Frustrations of 'Leaving Money On The Table' [7.52]
• Stakeholder mapping is absolutely key [9.00]
• The right discussion, with the right people is just so much easier [14.25]
• Consistency of communication [19.09]
• Sales people inherently have poor written communication skills [20.40]
• Looking at the quality of conversion rates, conversations and stats [24.08]
• Do more work in less time -the dream [26.15]
• To reward you need metrics [27.44]
• Recognising under and over performance [30.36]
• Metrics allow you to efficiently train your team [31.40]
• Don't just sit on incoming enquiries - you need to be doing cold BD now [35.11]

So if you are ready to help support your team to increase revenue by working smarter - not harder - hit the link to email Rob and book a call today: [email protected].

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob! [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Today Robert is flying solo and welcoming our very first special guest to MGMP. It is a great honour and pleasure to welcome Rebecca Sides to the podcast. Aftersales Director for Mercedes Benz Inchcape and widely recognised sales, business & automotive influencer .

Robert explores some of Rebecca's career history, looking into the most important sales traits, what she looks for when recruiting and how the right training & leadership leads to record breaking revenue.

Key points from today's episode:

• Rebecca's career highlights [01.31]
• Why having a company that recognises 'real life' and offers flexibility to their sales staff makes a great place to work [03.26]
• Why you are not born a salesperson but learn the ropes - even from a young age with negotiation! [07.05]
• It is important to talk - but not be aggressive or forceful in sales - there is a distinct difference [08.45]
• The important traits Rebecca looks for in new sales people when hiring [15.00]
• Why seeing the passion and success in the people we train at Selling To Corporate is absolutely key [17.01]
• What are Rebecca's key aspects of sales training [18.26]
• Objection handling and listening are absolutely essential for any sales person [23.10]
• Retention and leadership - how do you keep the best sales people? [24.35]
• Your focus to what makes you happy will help make you a better salesperson [33.30]
• What Mercedes would Rebecca have?! [35.26]

So if you are ready to take your career and your sales team to the next level, contact Rob on: [email protected].

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob! [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast

How To Connect With Our Guest:

Rebecca's LinkedIn: https://www.linkedin.com/in/rebecca-louise-sides-98904018/

Rebecca's Email: [email protected]

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

On today's episode, Jess & Rob talk about a very hot topic in the marketplace currently - LinkedIn Messaging spam. LinkedIn spam messaging from salespeople is not a new phenomenon, however the covid pandemic and switch in lead generation has led to some woeful business development attempts.

Jess & Rob talk about some of their own experiences - good and bad - along with their own tips and tricks to get your salespeople sending better quality messages that will lead to calls and sales.

Furthermore, listen in if you want to find out the TRUTH about using LinkedIn Sales Navigator correctly and profitably.

Key points from today's episode include:

• Why spam LinkedIn sales messages is today's key topic [01:39]
• It isn't a numbers game when you are just sending out awful content [02.57]
• People do share bad messages & it can negatively impact your company [05.00]
• Unarmed sales staff are mailing out passive aggressive content and it has to stop [07.27]
• Bad sales inputs lead to bad sales outputs! [10.10]
• You cannot execute a true sales follow up process [14.37]
• ROI from LinkedIn and using it correctly [17.44]
• People cannot close sales in 99% of examples [20.40]
• Companies do not train sales staff in how to use LinkedIn effectively, changing a profile picture is not the same as leading a sales process [22.10]
• A fantastic example of Jess using proper LinkedIn sales training to close a multi million pound deal with a C Suite level executive [23.48]
• Remember in a work from home or hybrid sales environment of 2021 and beyond as a Sales Director you cannot watch everything that is happening so a process is vital [30.35]
• LinkedIn Sales Navigator is a great tool however spending the same money on training in the first place is more valuable - here is why [35.52]

So if you are ready to have your sales team use LinkedIn in a way to make real revenue and high quality connections across 2021and beyond hit the link to email Rob and book a call today: [email protected].

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob! [email protected]

How to leave a review - http://bit.ly/howtoreviewmypodcast