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.
MGMP039 Why sales managers feel resentful of junior staff and how to fix it!
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.
12 Aug 2022
MGMP038 How to successfully commercialise and scale sports with PDC CEO Matthew Porter
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/ (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.
29 Jul 2022
MGMP037 Why onboarding sales staff is now more important than ever before
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.
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