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:

• How Covid changed the landscape and desire for staff of training and development, especially from external voices
• Hybrid working is fine as long as the sales team have experience
• However if you are hiring more junior candidates, they most likely do not have the knowledge nor discipline to work effectively in this manner
• It is probably more challenging for these staff to bill and make commission, therefore motivation wanes, and potential resignations rise
• This then causes issues with trying to stay with the business, as they lean on senior management with more queries, requests for support and reassurance which negatively impacts on their ability to do their own job
• Top billers do not necessarily make the best trainers
• Targets are increasing, especially with the economic situation, therefore training and development are more important than ever

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 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.

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:

• Why it was important to drive a profit - or at least close to it - at Leyton Orient, commercially running a football club not driving it into the ground for an owner to continually bail out
• Importance of TV revenue for his business for both sponsors and scaling
• Employing people on personality first, they can be trained second. Why cultural fit and commitment to the role are vital
• Running a business with no glass ceiling for anyone
• Driving mentality changes from people who historically would not want to interact with the Matchroom/PDC product
• Understanding the value of having some experience your event, team, business first hand
• Providing value - not just price
• Challenges of globalization of sport for a commercial revenue generation perspective with ticketing and hospitality
• Building and scaling a sustainable business future is key

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 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 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:

• One of the biggest challenges right now is not the economy, nor spending power, but the fundamental lack of access to quality staff
• We’re heading into a potential recession, why should I be worried about hiring?
• UK employment passes 75%, with 1.3million vacancies means there are more jobs than people
• The power has shifted from employer to employee and companies need to react
• There is too much focus on the recruitment process, in both time and investment, and nowhere near enough allocated to someone joining the workforce
• 30% of new starters leave within 6 months of joining a company.  Can you afford that to happen for you?
• 93% of workers interviewed by LinkedIn said they would stay at a company if they were invested in - it is a huge number of potentially retained staff

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 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.

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:

• Why sports venues are perfect places to drive networking from
• Making conversation starters not just with a business card
• The Networking Sandwich - Research - Event - Follow Up
• The value in referrals
• Why it is important to keep close to people you meet; don’t expect a quick sale- unless they are a unicorn!
• Why when networking you are representing not just yourself, but your whole organisation.
• How the pandemic helped demonstrate the value of network
• The top tips to do it well! 

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/bradleyhatchett

Connect with NetworkMyClub - https://www.networkmyclub.co.uk/ 

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.

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:

• The summer sales slump and how it affects your teams motivation and performance
• Where sports teams shine - during a busy phase
• How this is a good time to dedicate to training, which may be overlooked during the rest of the year
• Where opportunities lie to generate quality leads that will convert from September through December
• How training will help retain your team in 2022
• Utilise sales competitions after a training to make the work more fun, and instantly applicable
• Why you need to differentiate to generate revenue in a challenging, potentially recession, market through H2 2022.

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 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.

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:

• Why the excuses for not making sales during the summer are mostly invalid
• How sports teams can utilise the summer to sales success
• The benefit of progressing outstanding deals and getting them off the table
• Where opportunities lie for generating quality leads that will convert in Q3 and Q4
• Why this is the perfect time to invest in sales training for your team
• How to utilise long standing, high performers to support new hires and graduates
• It is a competitive marketplace - time to get ahead of the competition

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 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.

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:

• Why the sales closing process has been a key topic of conversation and workshop training delivery in 2022
• How an extended sales lifecycle in some cases, up to 6 months, for clients has caused issues and the workshop overcomes those challenges
• Don’t leave revenue on the table
• This organisation we helped were doing well, and making revenue (including growing turnover consistently) but they knew they needed help to grow even further
• How remote working caused issues but our workshop can overcome them
• Teaching pillars rather than a script to improve sales conversations regardless of territory and culture
• Creating inclusive sales processes
• Developing a timescale that is realistic for both client and your company
• Sharing in successes, and of course in the rejections too so everyone learns
• Understanding ROI for clients and how you develop that into a closing process
• Uniform approach - and how this helps when sales people leave or take holiday

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 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.

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:

• Sales is like Monopoly, but the best part if you can control it
• Sales teams feel out of control and overwhelmed
• It is surprising that so many sales teams in companies are not tracking their lead conversions
• There is a need to be proactive but sales leaders are unable to offer support and diagnostics because they have tracked so little
• Problems such as a lack of sales calls booked, lack of proposals - it all boils down to the issue that metrics and conversions are not being tracked effectively
• Lead identification is a major issue
• Sales teams are undertrained to understand the whole sales process from lead generation, through follow up and ultimately calls and meetings
• Lead generation does not mean a sale.  It means getting the call that makes the sale.
• You need data to understand which aspects of the sales process need support
• People forget to follow up, forget to reach out, forget calls and subsequently end up with lost revenue to competitors

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 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.