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.

On today's episode, Jess and Rob delve into a very hot topic of the moment - Skills Assessments. A Skills Assessment is a brilliant way to understand the current state of your sales department, particularly during a time post furlough period for many people. By undertaking remote assessments of the team, you can understand the opportunities to progress and develop your staff to hit the highest revenue targets possible.

Key points from today's episode include:

• Why re-engagement in 2021 needs to be better, and how a skills assessment can help - [4.03]
• Why a skills assessment allows you to understand what and who you need to recruit [08.34]
• You need to be assessing your people in July & August so they are prepared for the September - November rush of sales [13.26]
• How working from home, remote business and furlough have helped your sales people to develop different skills - and how to leverage those by understanding them [18.02]
• Using the data to understand your existing team, and also understand the future moves around the virtual chess board [22.39]
• Don't be the last one to the party - bring in the sales trainers now once you know what you need - not at the end of the year when you have missed the 2021 opportunities [26.31]
• You have a sales forecast and a sales strategy. Why no sales recruitment and training strategy too? Use data to make that a reality. [31.08]
• If you want to learn more, contact Rob! [35.22]

So if you are ready to draw down the data, strengths, weaknesses and a whole host more about your sales team, to develop them for 2021 and 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

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 and Rob take a look at how to make the most of your sales team during the Summer. There is often a viewpoint that summer is just a holiday season for your salespeople. However, if you want to make September - and Q3/Q4 count - it is an absolutely pivotal time to invest in your admin and process pushing. Jess and Rob also recount tales of September training sessions, and why it is more important to undertake training during the summer months!

Key Points In This Episode Include:

• Why is summer such an underutilised part of the year?
• Get your team on the front foot for Q3 and Q4
• Making high quality decisions about what type of work your team are doing - maximise efficiency of sales consultants when their attention spans are lower!
• Sporadic team holidays, task decisions and lack of attention
• There is real strategy to learning and development during summer months
• Why our Interns had better training than our Graduates
• How to make your top billers NOT resent offering L&D support to your newbies
• Offering high quality training - remote training options - to ensure your team make the most of the investment
• How to make your team NOT resent sales trainers and instead thrive
• Sales Trainers like Car Mechanics - plug in the diagnostics and let us tell you what is wrong
• Skills assessments for your team, new staff & returners from Furlough
• How quality training and leadership leads to better forecasting
• Summer is a good time to force processes through - and get honest answers and feedback
• Salespeople are people pleasers

So if you are ready to help your team make the most of the summer months, generating real revenue for the remainder of 2021 and 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

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.

Episode 7 talks about one of Jess' favourite topics - Sales Personalities! Take a deep dive into the different mindsets of the average salespeople in your team. Learn how to direct, manage and recruit the right people, utilise the different personality types to your advantage and ultimately have a winning team!

Key points within this episode include:

• Welcome to the podcast, we're talking about personality types!
• Assumptions of sales people

• Wanda The Worrier!

• Graduates and training, keep asking questions but the right ones!
• Key alarm bells about the worrier personality
• Introducing the business to your new staff to improve relationships, inclusivity and synergy!
• Price sensitivity and negotiations
• Worry about closing the sale rather than it being a good sale
• Have you put this person into the right role? Look at their skills before throwing them into a job

• Olga The Overthinker!

• They're a solid sales person, but not a top biller
• Actually a big asset for Learning, Development and Training
• Procrastination is a key feature of their personality
• Very solid managers and often overlooked
• Amazing billers do not just make good managers, look beyond that to their personality and round skills
• Overthinkers can often fail induction periods, they spend too long thinking about the time and thinking of being fired rather than just doing the doing!
• Often end up in a cycle of paranoia

• Direct Dan!

• This is the classic salesperson
• Strong seller and will do anything to close the deal
• Often overlook slower processes to close the easier ones
• Incredible forecasters
• Lack empathy
• Get bored easily and can be poached
• Tunnel vision!
• Get all of the key information. Just not the fluff.
• They need refinement not re-education

• Keen Bean Kieran!

• Bouncy grad who talks to everyone but doesn't actually do much
• Will be confident
• Just lack any refinement
• Will often ask the wrong questions or not ask the necessary questions at all
• Poor forecasters
• Don't fear rejection
• LinkedIn heavy user

• Contact Rob to discuss how to make the most of your team!

So if you are ready to revolutionise your lead generation process, and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: [email protected].

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 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.

In this episode, Jess and Rob look at one of the hottest topics within the sales arena right now. Is Cold Calling Dead? The question about cold calling, phones vs. emails, and what new tactics exist to generate leads comes up time and again but in 2021 it is more prevalent than ever.

So tune in, hear two experienced sales professionals chatting about the past, present and future of Business Development. From picking up a telephone, to using LinkedIn Sales Navigator and everything in between over the next 45 minutes!

Key points within this episode include:

• Challenging perceptions of Business Development and Cold Calling - [1.02]
• LinkedIn Spam Messages [05.14]
• Pressure calls in 2021 [07.15]
• Dips in activity of cold calling [8.14]
• Fear factor is a real issue [10.00]
• Always a reason people won't like cold calling, just do it! [12.27]
• No indicators from the written word about real buying intentions. [16.13]
• There IS a structure [18.40]
• What does a popular dating site tell us about cold calling!? [20.00]
• Stop living on scrips and develop your sales people [21.15]
• Stack the odds in your favour [24.00]
• Finding the right lead generation method [26.18]
• Would you hire a taxi driver without a licence? No. So why hire sales people without training them. [29.06]
• Management that leads [31.00]

If you'd like to create a genuine, revenue generating Business Development process in 2021, hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing [email protected].

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/

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

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 Jess and Rob look at a very important topic - Accountability. We're talking about both creating accountability for your salespeople in your team, and being accountable yourself as the manager, director or company owner.

Accountability is a key topic of discussion in any business but in recent months with the pandemic, increased home working and a lack of direct office time, it is a point of conversation that more and more people are talking to us about.

Key points within this episode include:

• Kicking off the podcast with accountability [2.04]
• No grey area between an outstanding salesperson and a plodder [3.58]
• Creating motivation - even in a lockdown scenario [6.26]
• Things we miss about working in a sales office [10.24]
• Don't forget the importance of KPIs and metrics to the job [14.39]
• How do we make people accountable [19.58]
• Investment in staff is more important than ever [22.47]
• Don't forget as the boss you are still accountable too [24.58]
• **** flows downwards [26.24]
• Celebrating wins together [29.11]

If you'd like to create genuine accountability, and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing [email protected].

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/

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

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.

After a very successful episode on hiring, in the fourth installment of MGMP; Jess and Robert look at on-boarding. Once you have your perfect sales person, how do you integrate them into your business and get them firing on all cylinders right away? How can you keep them motivated?

This episode is laden with top tips, tricks and advice. So if you are a Sales Director, Manager or involved in the hiring process you need to listen to this episode laden with onboarding, training and integration advice for your salespeople. A real do's and definitely do not's!

Key points within this episode include:

• If you get this wrong, it could be horrific - [1.19]
• What is ROI from onboarding? - [2.40]
• Monitoring is key to the onboarding process for you and them - [3.51]
• When you are so bought into your company, you cry when you leave! - [6.09]
• System learning is fundamental to a smooth landing - [7.16]
• Interview is them impressing you. Onboarding is your business impressing them. [8.44]
• Jess & Rob recount their own onboarding processes - [10.51]
• Candidate buyback - [13.10]
• Where the process stops and falls down in 99% of cases - [15.18]
• Realistic and clear outcomes are key to onboarding - [17.19]
• The purpose of a probation period - [18.10]
• Hiring the right people, setting the right expectations - [20.07]
• Dropping the ball on the one part of the sales process we can control - training and development [22.41]
• You are not too good to be trained, you need to keep learning [27.28]
• Peers are key when it comes to onboarding and the personal development of everyone [34.30]
• Do your sales people get excited about learning and training? They should! [36.20]
• Don't burden yourself with more cost, and move yourselves further away from your goals [38.05]

So if you are ready to revolutionise your onboarding process , and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing [email protected].

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/

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

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.

In Episode 3 of the MGMP Podcast, Jess & Robert take a look at one of their favourite topics - recruitment and hiring. Hiring good sales people is hard, so let us help make it easier!

If you are a Sales Manager or Director, this episode will outline the best ways to find the right sales people for your teams, when to recruit, how to interview and create a great team who will hit and exceed your targets.

Jess and Robert will impart their own experiences as former professional recruiters, and having recruited their own teams!

Key points within this episode include:

• Hiring has a lot of layers [1.28]
• How unique is the sales person [2.30]
• Advantages of a sales person in an interview - calm, cool and collected - but truthful?! [5.27]
• The glut of candidates hitting the market - pro or con? [6.28]
• Don't compromise or force two jobs into one [7.56]
• Rob - I find hiring really difficult [11.05]
• Expectation management is crucial [13.05]
• New website & whitepaper! [16.29]
• Less sales people, higher targets - how to bridge the gap [18.37]
• It IS a NEW MARKET [19.44]
• Clear goals, targets and understanding training [20.46]
• Recruitment consultants can add value. If you find the right one. [22.35]
• Know when to scale [26.00]
• Identifying your gaps and knowing if you should actually hire [26.51]
• Jess - employee motivation and understanding the key points! [29.33]
• How probation period can work and should work to benefit both parties [31.24]
• The Key Indicators of when to hire [35.20]

So if you are ready to revolutionise your your hiring , and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing [email protected].

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

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.

This second episode of the podcast focuses on one of the most contentious topics of sales professionals careers - KPIs and Metrics. Jess & Rob dive into the behemoth topic, assessing the reasoning behind KPIs and how as a team member they can make your life easier.

If you are a Sales Manager or Director, this episode will outline how using efficient metrics can be the most important motivator to any sales professional and ultimately help your team deliver consistent revenue from new and existing customers. It'll also help you with forecasting and board meetings!

Along the way Jess & Rob will also recount tales of their own experiences as both fresh graduate sales executives, right up to managing their own sales teams along with imparting advice across the next 40 minutes.

Key points within this episode include:

• Does liking KPI's make me a nerd? [1.11]

• Your whole life has been based on Metrics, even if you didn't realise it [1.55]

• Jess anecdote on metrics and KPIs in her first job, and how they made a direct impact on her selling at 16 years of age [2.09]

• Sales people are arrogant and don't want to be told what to do! [4.10]

• Arbitrary metrics do not make a difference [5.12]

• In life there are some things you just have to do, and reaching your KPIs is one of them - targets help you make real cut through [7.10]

• How will you be measured on home or hybrid work places? [9.07]

• Motivating sales people is HARD! [12.15]

• You have to help your sales team understand how the metrics fit into the playbook of the sales cycle [14.06]

• How KPIs can help avoid the downward spiral of a lost sale [14.45]

• As a Sales Manager, what aspects of your Sales Executives work should you be tracking? [16.20]

• Jess on Good Morning Britain talking productivity and working hours [17.41]

• Rob gets on his soapbox to complain about the relevance of telephone time checking in the wider scope of metrics [19.06]

• Lazy people are sales people. But it isn't a bad thing because we find efficiencies [20.30]

• Let's close some deals [21.14]

• Using metrics as your money printing tool not as a stick to be hit with [23.47]

• Correct metrics can increase your sales staff feeling of motivation, feeling of value and ultimately their revenue returns [26.50]

• Can Rob be an athlete? [28.20]

• Process is KEY. Without it the whole of the Metrics & KPI discussion is irrelevant [29.40]

• How having accurate metrics can help you to forecast better as a Sales Manager [31.27]

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/top-5-business-development-questions

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

Our new website is now live! Check it out and let us know what you think, http://selltocorporates.com

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

Welcome to the very first episode of 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.

This episode focuses on one of the biggest issues we're hearing in the market at the moment which is a lack of real, quality Leads. How can we generate more? Why are we not making the most of the leads we have?

Throughout this episode, Jess and Rob talk about the Lead Generation process, how Technology is both helping and hindering leads - if you don't have a clear market map - and how you can get new staff up to speed.

In this key phase as the furlough scheme draws down to a close and business gets back to 100%, how can you and your sales team take this opportunity to grow and increase revenue.

In this episode we're sharing:

• What we're looking at today, Lead Generation - 2.05
• Why do we bother to generate leads? - 3.36
• Jess V Rob, how their approaches differ - 5.00
• How Technology has been a big reason for change in Lead Generation - 8.30
• Why bother proactively trying to generate leads? - 9.42
• The Process - 10.58
• How important is it for new staff to be integrated into your Lead Generation process - 14.15
• How a big brand behind you can help - and hinder - 18.27
• Sales Execs 'The Fear' on calling - 20.07
• Stop relying on Inbound - 21.30
• Lead Generation = Integral, Consistency = Integral, Process = Integral - 24.50
• You need to map your markets - 26.00
• How technology makes International Opportunities much easier - 28.29
• There is MONEY in the market right now - 31.11
• What should companies be doing now? - 32.53
• Companies struggling to identify their own issues in the Lead Generation process - 36.55
• Check out our whitepaper from the recent Future of Sales in Sport Roundtable - 37.50
• Take getting back up to speed seriously before the pandemic ends - 38.20

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/top-5-business-development-questions

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

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