Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).
I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
Live online
Sep 24
10:00 am
UTC
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30 mins
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Presented by
ISM Fellow, Steve Burton
ISM Fellow, Steve Burton
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Stella Dixon: Training Manager, Aggregate IndustriesKey Takeaways:
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Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota Sep 24 2019 10:00 am UTC 30 mins
ISM Fellow, Steve BurtonLet’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).
I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson? -
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James Isilay, CEO & Founder, CognismReasons to Attend:
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Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.
It's an important aspect that impacts our daily lives.
As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.
Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.
Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.
Key Takeaways
- What is purpose or meaning?
- How do I find it?
- How can I help others to find it?
- Why should I care? -
10 tips for maximising your win rates Jul 4 2019 10:00 am UTC 60 mins
Jon Williams, Managing Director, Strategic ProposalsReasons to Attend:
•75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
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Key Takeaways
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If people regularly tell you;
• that you’re too expensive - or
• that they’re already happy with their current supplier – or
• they’ve had problems with your company in the past - or
• your lead time is too long
Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.
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Everyone who attends will walk away with this tool box of sales gold;
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• The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them -
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Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.
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Questions like:
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How much of the reward should be variable?
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Part 3: Personal Development Essentials - How to Find the Time May 7 2019 10:00 am UTC 30 mins
ISM Leader: Ruta MisiunaiteReasons to Attend:
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Key Takeaways
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• Practical tips on how to carve out at least 15mins for personal development each day -
Part 2: Personal Development Essentials - How to Create an Effective Plan May 2 2019 10:00 am UTC 30 mins
ISM Leader: Ruta MisiunaiteReasons to Attend:
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Marginal Gains to Improve Outcomes as a Sales Leader Recorded: Apr 25 2019 30 mins
ISM Fellow: Ian MoyseKey Takeaways:
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Part 1: Personal Development Essentials - How to Set Quality Goals Recorded: Apr 23 2019 24 mins
ISM Leader: Ruta MisiunaiteReasons to Attend:
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Key Takeaways
●Tips & tricks that will help uncover what truly motivates you to get up in the morning
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Video: Zoholics Highlight Reel 2018 Recorded: Apr 9 2019 3 mins
ZohoThis event is designed to give you the opportunity to learn, network, and get the resources to take your teams to the next level. In this two-day event, you'll hear about the latest Zoho solutions, get inspired by the visionary keynotes and the big picture, experience hands-on workshops, and one-on-one sessions, and connect with like-minded peers who also use Zoho to drive their businesses.
Click to find out more about the upcoming event in London
Date And Time:
Tue, Apr 23, 2019, 8:00 AM – Wed, Apr 24, 2019, 6:00 PM BST
Location
etc.venues 155 Bishopsgate
155 Bishopsgate
London
EC2M 3YD
https://www.eventbrite.com/e/zoholics-the-united-kingdom-tickets-55406125212?aff=$3378924402060052975 -
The 9 Key Characteristics Required in Strategic Sales Recorded: Apr 9 2019 30 mins
Jim Bloomfield & Sarah Clapperton: Bloojam Consulting LtdReasons to Attend:
The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.
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Environmental drivers that require a change in sales behaviours
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Video: National Sales Conference Promo Recorded: Apr 1 2019 5 mins
National Sales Conference 2019Why NSC19?
Now in its sixth year, the sell-out National Sales Conference (NSC19) is universally regarded as the UK's leading sales event amongst C-level sales orientated professionals. NSC19 offers you the opportunity to be empowered and inspired by key presentations from some of the world’s leading internationally renowned leadership and motivational speakers.
Why Companies Invest in their Sales Force?
Increase sales effectiveness & revenue
Improve motivation & profit margins
Recognition & award sales teams
Greater productivity
Retain key personnel & attract new talent
Who will be there?
CEOs, Sales Directors, Heads of Sales & Sales Managers
Sales Enablement, Head of Talent and L&D Professionals
Sales Teams, Account Managers, BDMs & Sales Executives
Inside Sales Professionals
Future Sales Talent, Universities & Growth Mindset Graduates
Raising the Value of Sales
The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.
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- Title: Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
- Live at: Sep 24 2019 10:00 am
- Presented by: ISM Fellow, Steve Burton
- From: