Podcasts about prosales

I'm super excited about this episode! I'm live editing four sales pages submitted to me by colleagues! As a copywriter, these are some of the things I look out for on a sales page: 1. Flow of information. Sometimes it's not about rewriting your entire sales page but just about moving some sections around. You want to make sure your reader is following along and the information being absorbed is not disjointed. 2. Copy! In most cases, there is simply too much information. As business owners, we know a TON about what we do and sometimes we just want to share it all. My job is to make sure you're being as concise as possible and using words that mean something to your ideal client and aren't vague or jargon-y. 3. Messaging and clarity: Usually this applies to clearly identifying your ideal client's actual problem and how and why you are the solution. Thank you to these friends for submitting their sales pages! BrittInstagram: @Brittdoessocial Sales page: Content & Community JyllInstagram: @the_google_proSales page: Google Ads CoachingJulieInstagram: @julie.m.costaSales page: Anchored NLP CertificationNicoleInstagram: @hello_nicolelehmanSales page: The Expert EducatorCONNECT WITH ME! Instagram: @lindsaysmithcreativeWebsite: lindsaysmithcreative.caFREE: The Sales Page BlueprintShow mixed and edited by: Cardinal Studio

Knowing when it is time to ask for another point of view is a critical moment for business leaders and it often means being humble enough to understand "you don't have all the answers"! Maybe it's time for another opinion. Mike Butts enjoyed a career that has spanned over 30 years in the sales, management, consulting and training business. Mike provided services for several ProSales Magazine's Top 100 LBM Dealers as well as many Fortune 250 companies. Many of Mike's regular clients rank in the top 10% in the industry, both as LBM Dealers and industry suppliers. Mike was a regular columnist for ProSales magazine and other trade publications. He has written numerous articles, books and programs designed to enhance the performance of both the novice and professional salesperson. He took the time to share his experiences and lit up this edition of the Leadership Lowdown! Mike has great tips on how to make the journey to excellence. Enjoy the ride...right here! » Visit MBN website: www.michiganbusinessnetwork.com/ » Subscribe to MBN's YouTube: www.youtube.com/channel/UCqNX… » Like MBN: www.facebook.com/mibiznetwork » Follow MBN: twitter.com/MIBizNetwork/ » MBN Instagram: www.instagram.com/mibiznetwork/

Who is Mike O'Kelly?Career outside sales proSales system builder & enthusiastFormer bartender (think mix between Coughlin & Flanagan)Former minor league baseball playerHusband & Father to 2 beautiful girls!In this episode I unpeel some of the method behind the madness, and continue to unpack the mission of SOS. If you are willing to go this far...why not go a little bit further.SOS wishes to help those who are "lost" in their careers, be the buoy to keep them afloat long enough to survive to see land.Get in touch with the show:Contact me:Mike@survivingoutsidesales.comLinkedIn : Mike O'Kelly | LinkedInGo checkout & subscribe to the following YouTube channels & Websites:Surviving Outside Sales-YouTube: Surviving Outside Sales - YouTubeWebsite: SurvivingOutsideSales.comIG: SurvivingOutsideSalesSponsored By:Rithm AI-Youtube: Get Rithm - Rithm AI Sales Technology - YouTubeWebsite: GetRithm.comIG: Rithm AI

Vi befinner oss fortfarande mitt i en värld drabbad av Corona men man kan redan nu se konsekvenser, förändrade beteenden och vinnare i krisen. Trendexperten och grundaren av ProSales Institute, Henrik Larsson-Broman, gästar avsnittet och hjälper oss att sätta krisen i perspektiv. Han delar även med sig av framgångsfaktorer för att ditt företag ska bli en vinnare när det väl vänder.

As the fourth child in a family of self-described “type-A personalities”, Rikka Brandon developed a strong personality at an early age. As the Founder and CEO of Building Gurus, a leading executive search and consulting firm, her strength certainly assisted her, but beneath her strong appearance, she truly felt unsure of herself as she built up an incredibly successful business. Rikka is also a best-selling author, prolific writer, sought after speaker and member of the National NKBA Leadership Recruitment committee. Tune in to hear how this incredible woman found her footing and managed to crush every goal she set her sights on. About Rikka Rikka Brandon is the founder and Chief Executive Recruiter of Building Gurus, a leading executive search and consulting firm that works exclusively with building product manufacturers and distributors to find, hire, and retain top building products talent. She is also the best-selling author of "Hire Power: Everything Entrepreneurs Need To Know To Hire Awesome People." She has been recruiting in the building products industry since 2001. Over the years, she has worked with companies of all sizes from companies doing a few million in sales to Fortune 100 companies. Her favorite clients are privately-held or private equity backed building products manufacturers and distributors looking for proven performers. She connects them with the A-players they need to increase top line sales revenue and improve bottom line profitability. Often sought out for her expertise, Rikka is a member of National NKBA Leadership Recruitment committee, a frequent speaker at national conferences, a contributing writer to publications including LBM Journal, the NKBA blog, ProSales, Remodeler and more. She’s also been quoted or featured by USAToday, Fast Company, and the NFIB as a hiring and firing expert. Education She earned her BS in Business Administration at Mayville State University in North Dakota. Connect or Follow Rikka on LinkedIn at linkedin.com/in/rikkabrandon Learn more about Dr. Tiff at Healing Touch Chiropractic, or follow us on Facebook.

Har du koll på de supertrender som händer inom försäljning runt om i världen? En som har stenkoll är Henrik Larsson-Broman från Prosales. Han har lagt tusentals timmar på att analysera och forska på vilka trender som gäller för att lyckas med försäljning. Med boken Supertrenderna, så beskriver han vart försäljningsutvecklingen håller på att riktas i världen och vilka trender du behöver ha koll på. Henrik Larsson-Broman- ProsalesVad är en trend och hur uppstår trender inom försäljning? Henrik Larsson-Broman menar att det handlar om en trögrörlig förändring över tid, som möter ett mänskligt behov. Han beskriver det också som förändrade förväntningar som vi människor skapar. I avsnittet ger han en mängd exempel på trender som uppstått, när vi förväntar oss förbättringar. ********************Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt!******************** Trender skapar ofta kommersiell framgång. Ta exemplet med Amazon som Henrik berättar om och som prickar in en stor mängd av alla de trender som beskrivs i boken Supertrender. Det är ett bra exempel på ett bolag som har koll på vad som funkar och hur man skapar trender. Vilka kan skapa trender och vilka trender har blivit tydligare under året som gått? Det visar sig att det finns en mängd trender som tagit stora kliv sista året och som Henrik beskriver i olika exempel i avsnittet. Det händer så fundamentala saker inom försäljning, att vi kan behöva omvärdera vår syn på företagande i stort framtiden. Vad är det som händer? På The Sales Conference kommer Henrik att avslöja vad det är i sin föreläsning. The Sales Conference på Globen Annexet, är årets stora säljevent som du inte bör missa. Den 19 november kl 08.00 öppnar portarna och jag har lyckats ordna ett bra pris till Säljpoddens lyssnare! Följ länken för att få 30% rabatt på biljetten till The Sales Conference! /Mattias P.S. Prenumerera på Säljpodden i iTunes, Spotify eller på Säljpodden.se. Gå också gärna med i Säljpoddens grupper på Facebook, Instagram och Linkedin. Tack! D.S Inlägget Supertrender inom försäljning – Henrik Larsson-Broman dök först upp på Säljpodden. See acast.com/privacy for privacy and opt-out information.

BE SURE TO SEE THE SHOWNOTES AND LISTEN TO THIS EPISODE HERE. Eve Picker: Hey, everyone, this is Eve Picker, and if you listen to this podcast series, you're going to learn how to make some change.   Eve Picker: Hi there. Thanks so much for joining me today for the latest episode of Impact Real Estate Investing. My guest today is Jennifer Castenson. Jennifer is the VP of programming at Hanley Wood, a company which serves the construction and design industry through their analytics-driven Construction Industry Database. Based on this information, Jennifer establishes themes and develops content to provide Hanley Wood's audience with up-to-date industry intelligence. As such, Jennifer has her finger on the pulse of innovation in the building industry, and she loves it.   Eve Picker: Be sure to go to Eve Picker.dot com to find out more about Jennifer on the Show Notes page for this episode and be sure to sign up for my newsletter so you can access information about impact real estate investing and get the latest news about the exciting projects on my crowdfunding platform, Small Change.   Eve Picker: Hi, Jennifer. It's really lovely to have you here. You have a fascinating job. I know that you've been on the marketing side of the building industry for at least a dozen years. Is that right?   Jennifer Castenson: Yeah, for a decade.   Eve Picker: A decade? Yeah. Now, as I understand it, you use leading data or research information from the industry to help establish themes and content for Hanley Wood, is that correct?   Jennifer Castenson: That's correct. Yes.   Eve Picker: So, that means that you have your finger on the pulse of innovation in the building industry, which is pretty fabulous.   Jennifer Castenson: It's amazing. It's a really fun job, and it's also very amazing to see the innovators who are behind the scenes and actually doing something to change all of the challenges that are facing the housing industry right now.   Eve Picker: Tell us a little bit more about what you actually do.   Jennifer Castenson: What I do at Hanley Wood is mostly programming for our events. Hanley Wood has a number of different publications and mediums, and we have conferences associated with a lot of those that we call branding conferences. Then we also do custom events where we program for our partners in various capacities.   Jennifer Castenson: For our conferences, we are very focused on creating a theme, and sticking with the theme, and finding experts who can deliver the content in the best way; who can deliver best practices; who can talk about research, innovation within a certain space. I work on the conference program in determining, with our editorial team, what is the right focus. Then I go out, I search for, find the experts, and then work with them to deliver the content at the event.   Jennifer Castenson: I also work on editorial content, working with some of those leaders in the industry to write certain material for our websites. That could be Builder, which focuses on single-family; for Multifamily Executive, for Architect, for Journal of Light Construction, or Remodeling or ProSales. I'm looking very holistically at the industry and then solutions for each one of those verticals within the industry and how we can help the industry leaders move forward strategically into the future.   Eve Picker: I was one of the fortunate ones who was found by you a couple of years ago, right? That's how we [cross talk]   Jennifer Castenson: Yeah. Thank you so much for being part of Hive.   Eve Picker: Yeah, that was great. How did you end up in this role? This is pretty recent, right?   Jennifer Castenson: I'm going on four years that Hanley Wood. Before that, I worked for Organized Living, which is a building products supplier. Like I said, I was there for about a decade doing marketing and sales, and I was working with Hanley Wood. I had been part of the events from a sponsorship and exhibitor standpoint and knew the folks very well, and they recruited me in to be part of the Hanley Wood team.   Eve Picker: Pretty great. Your world intersects, then, with ... You know this podcast is about impact in real estate, and the building industry is part of real estate, so your world intersects pretty squarely with that, as you see innovation emerge. I've seen that you're a prolific speaker, as well as being an organizer, and you actually moderate panels yourself. So, you've touched lots and lots of topics; some of them, really big ones, like power, or affordable housing, or ADUs, or prefabrication. What theme do you think has the loudest drumbeat in the building industry today?   Jennifer Castenson: That's a really good question, and I really have to think that there are two, and they, just like you said, intersect with each other. I think prefabrication/offsite construction and vertical integration are the two that I'm referring to.   Jennifer Castenson: I think modular and offsite are getting more and more attention. They've been around for a very long time. However, in today's age, they are getting the benefit of new and enhanced technology. Then, they are extending the benefit to many different aspects that are really important to today's construction environment. There's more sustainability factors. There are more efficiency to respond to the need for more affordable housing.   Jennifer Castenson: That touches on the less need for less labor, faster construction cycle, less labor, and therefore reducing the time, reducing the costs. That's just really, really critical in today's age that we're pulling together projects faster and at lower cost to put homeownership or rent in the hands of more people. But then, also the sustainability factors. There's less onsite waste. There's less waste altogether.   Jennifer Castenson: The projects can happen in any type of environment, which is also important, because if you look at climate change, we're dealing with a lot of different climate factors, but if you're inside of a factory, then the housing can continue to be built regardless of what the conditions are outside of that factory. Prefabrication/offsite construction just has a lot of different benefits right now.   Eve Picker: I never thought of that last one. That's really interesting. But still, I'm in Pittsburgh. When I talk to some builders here, they still say that stick build is cheaper here than prefab. How much does that have to do with the labor in any particular market or the building conditions in any particular market? Is it really equally efficient everywhere?   Jennifer Castenson: No. Actually, I would say, nationwide, you'll find that stick build, traditional build is very similar in cost to prefabrication. However, the time savings reduces the cost. The hard costs are there, and they're probably the same. Sometimes, prefabrication might cost a little bit more. There are actually markets, right now, where prefabrication is so popular, for a variety of reasons, where the manufacturers are able to then bid up, and it's ... The costs are rising for factory construction. So, all those things are coming together.   Jennifer Castenson: Actually, if you think of labor unions, the costs involved with labor unions, sometimes the offsite construction might help avoid some of the labor unions. It depends on what kind of market you're in and all of those variety of factors - how many offsite manufacturers are there, and what the demand is for that type of construction, along with labor unions, the amount of transportation to site, because that's a huge component of it that will drive up costs. All of those things factor into the cost, but then the time savings is the real savings.   Eve Picker: Interesting. So, someone might argue that you're putting people out of jobs. I'm in a heavy union-labor market in Pittsburgh, so they might not be happy to hear you say that.   Jennifer Castenson: No, I know, and it's actually ... Those jobs are evolving, and it's a real big question right now. I said the second thing, for me, that I see impacting housing the most is vertical integration. There are a lot of organizations, like Katerra, and I'm also working with another one in the multifamily realm that's called Cortland, who are trying to vertically integrate more and more and to take parts of the process that weren't together under one roof and make them seamless under one roof where-   Eve Picker: I'm sorry I interrupted you, but I'm wondering what precisely you mean by vertical integration here? What is all part of that?   Jennifer Castenson: It might be different with different organizations. In the two examples I just gave, it's very different. Katerra, for instance, is bringing in design, and development, and the manufacturing all under one roof. They're bringing in even more than that, because they're manufacturing some of the products that they're using in their projects and some of the software that they're using in the design regard.   Jennifer Castenson: It's making the process- it's making it more seamless and making fewer connections so that it can happen more efficiently and more effectively. They're one of the biggest examples of it, but I was talking about Cortland, as well. They're taking a lot of things under one roof that weren't considered before, in terms of property management. It's happening more and more with more organizations-   Eve Picker: Where do you think all of this is leading?   Jennifer Castenson: I think that it's leading to more affordable housing, for one. That's the aim that most people have; most organizations have, when they start doing vertical integration. That was why and how Katerra kicked off; and creating efficiencies. It will take some time to ramp up, because those, let's say, legacy organizations - the big developers, the big builders - they have relationships that will be very hard to break. If you look at- I'm talking about the top 10 developers, legacy developers have relationships, in all the markets they're building, with general contractors. Once they start saying no to the general contractors and start doing offsite construction or changing the parameters of those relationships, it's going to be really taxing on their business to, one, just to figure out how to do it-   Eve Picker: Yeah.   Jennifer Castenson: -how to restructure their organization. But, two, what will, then, that general contractor do? That general contractor might go from being involved in 50 percent of the project to only having 10 percent of the project. Is he going to ratchet up his pricing? Those dynamics aren't-   Eve Picker: Or is he going to be innovative and figure out how to become part of the industry, himself?   Jennifer Castenson: Exactly. Hopefully. Hopefully, there's innovation behind it.   Eve Picker: Be sure to go to EvePicker.com and sign up for my free educational newsletter about impact real estate investing. You'll be among the first to hear about new projects you can invest in. That's Eve Picker.com. Thanks so much.   Eve Picker: That's absolutely fascinating. The ramifications of one change towards the top can be huge, can't they? Other than these two, which obviously really interest you, are there any other current trends in the building, or the real estate industry, or in cities that interest you the most?   Jennifer Castenson: There's so much that's happening, and I think there's some really big trends in health and well-being from a living standpoint. It's going to be a massive culture shift within the United States. We have been looking at housing as a shelter, but we're going to be ... As homeowners and as renters, we're going to be thinking about our housing needs to be delivering more than that. That's not only from health and well-being; that's the builders and developers thinking about how to integrate technology in order to do that.   Jennifer Castenson: We are going to be able to, as homeowners, walk into our home and think of it as a character in our lives; to be thinking of it as we can have ... Not only can we ask our house to put something on the grocery list, but we can also ask our house to get us ready for bed. That is a whole series of things that will be kicked off by a technology that's behind the walls, and that will literally help us get to sleep and have better sleep during the night and, therefore, better performance during the next day.   Eve Picker: That is so awesome. It brings to mind a show I used to love called The Jetsons.   Jennifer Castenson: Yeah, right? Yes.   Eve Picker: It feels like we'll be entering the life of The Jetsons.   Jennifer Castenson: It is. There's so much. Years ago, I heard somebody talking who was an employee of Disney, and he was saying that we will have characters in our home; characters who speak to us. I feel like we're almost there. Now, there's a whole bunch of hurdles with security issues, and there's also hurdles in terms of integration and what people are willing to pay for these sorts of technologies. However, we are on a fast track because of the way that technology accelerates, so [cross talk]   Eve Picker: -yeah, interesting. But do you think these trends will make for better cities? Are these really important, impactful trends, having [cross talk]   Jennifer Castenson: -I was talking about health and well-being. I think health and well-being, I was focused on it in terms of just one residence. However, more and more people, from an urban planning standpoint, and smart cities development standpoint, are working together. There are more and more collaborations, and more people are understanding, recognizing the benefits of collaboration.   Jennifer Castenson: You'll see more cities are creating- working with developers or leading organizations in order to change the city; in order to mold it to be not only prepared for the smart city infrastructure, but to have a focus on health and well-being and creating a more strategically resilient community, where people can prosper; where they can, not only economically, but healthy- from a health standpoint.   Jennifer Castenson: Putting access to fresh food in walking distance of residences; putting more public transportation options in place. We are a nation that's growing older. So, a lot of folks are starting to think about how are we thinking about accessibility, and how are we making that available for this aging population?   Eve Picker: Yeah, that's really interesting because actually everything you touched on there is part of the Change Index on Small Change. I don't know if you've looked at it lately, but those are the key things - livability for everyone, whether they're three years old, or 85 years old, right?   Jennifer Castenson: Right. Exactly.   Eve Picker: An accessible, healthy place to live where you can move around, and reach good food, and all of those things. I was having a conversation with someone the other day about assisted living and how it needs to evolve. I think there was an article in The New York Times about how broken the system is. Do you see any innovation in assisted living or the way that people are thinking about housing our aging population?   Jennifer Castenson: Oh, for sure. I think there's so much that's going into that. There are new design guides that are going into that and actually being picked up by certain legislations that have to meet-  or building code that are being incorporated into the building code.   Jennifer Castenson: Then, there's so much in terms of technology to help people. I've seen projects where there is technology that can alert a caregiver of somebody who is in a home alone - if they've fallen, if they haven't moved for a certain amount of time; can tell them when to take their medications, can do so much for the aging population, assist them in just living for day to day and [cross talk].    Eve Picker: -help them age in place.    Jennifer Castenson: Exactly. Well, the age place ... That's also, when I was talking about having the access to the public transportation, when people live that- age out of the ability to independently drive their cars, they lose a little bit of independence. So, having access to public transportation or having things within walking distance is really important. That's why so many people are thinking of community design and not just how someone lives within their own residence.   Eve Picker: Yeah, I know everyone's thinking ADUs as a way to deal with affordable housing, but I actually think about it a lot as a way to deal with the aging population, because, when I get old, I'd love one of my kids to have me in an ADU in their backyard. That sounds to me much more appealing than an assisted living community. If there's technology developed that helps keep me safe in that place and able to age like that, that would be amazing, right?    Jennifer Castenson: Yeah, absolutely, and you're right. They are an option for affordability, but it's also being looked at as a second home on property that could house in an older relative. A lot of people are looking at it as that option.   Eve Picker: Or a teenager you don't want to see every day, right?   Jennifer Castenson: Right.    Eve Picker: Okay, so the big question is, really, do you think socially responsible real estate or building methods necessary in today's still development landscape?   Jennifer Castenson: Oh, for sure. It's actually really impressive that we talk about that change in the building industry is very slow. But if you look at change in terms of code, all of it has been socially responsible, right?   Eve Picker: Yes.   Jennifer Castenson: We've actually layered on so much code to be more responsible in terms of environmental impact. Now, we're using codes in projects, and certifications that also - like the Fitwel program - that are focused on health and well-being in our communities and in our homes. Then, we're also taking on codes, and we're involved in another project at Hanley Wood that's focusing on reducing the amount of embodied carbon. Those types of things are the responsibility- are things that builders and developers are owning. They've been evolving quite quickly over the years. They're taking more and more responsibility for providing housing in a way that is socially responsible, environmentally responsible, and then that is comfortable, and also will help people from a perspective of emotionally, psychologically, and mentally growing. It's a lot to combine into a home.   Eve Picker: Maybe eventually we'll become the happiest country on the planet.   Jennifer Castenson: Right.   Eve Picker: We're far from that right now, right? We're sort of gradually catching up on some European standards, which is really pretty fabulous. My big wrap-up question is where do you think the future of real estate impact investing lies?   Jennifer Castenson: I was talking about before that we're working on various conferences, and the one that we had you involved in was called Hive, which stands for Housing Innovation Vision Economics. Through that conference, we do an honors program that's called the Hive 50, which our editors select the top 50 innovations in housing. I would say that a lot of the innovations are around finance.   Jennifer Castenson: Impact investing has had a smaller presence on that list, and I think that there's a lot of opportunity for that to grow. I think that as more cities and their collaborations come into the picture, we'll see more and more of that happening. Tangentially, you see a lot of organizations getting involved in sponsoring, donating, subsidizing affordable housing construction in various areas. That actually has picked up a lot in the last 12 months-   Eve Picker: In fact, there's impact investing, right?   Jennifer Castenson: Yeah, absolutely. And I think we'll see more and more of that, just as we are not able to meet the demand of housing in this country, and we're not actually on a trajectory to meet it anytime soon. So, hopefully we see more of that; more of the money coming in so that we can develop the housing that we need.   Eve Picker: I also have three sign-off questions that I usually ask, because I want to hear everyone's answer on these. The first one is what's the key factor that makes a real estate project impactful to you?   Jennifer Castenson: I think what makes it interesting to me is that it becomes something that teaches the industry, the rest of the industry, and that we can pick up at a volume scale and bring it to more places.   Eve Picker: That sounds like innovation-   Jennifer Castenson: Yeah.   Eve Picker: -really is the most important thing to you. You know I have a crowdfunding platform, right? Do you think there could be other benefits, other than raising money, that could come out of crowdfunding in real estate?   Jennifer Castenson: Oh, for sure. Absolutely. I think you have done such an amazing job bringing crowdfunding to a more visible level in housing, and that means ... I give you all of the kudos in the world, and I hope that you guys keep elevating that. It has done a tremendous job to give visibility to projects that wouldn't have made it otherwise. Those projects are the ones that we need more of, because they're innovative. They're new approaches to what traditionally, or legacy organizations, are not approaching because of their capital streams, so it's ... I think it's amazing.   Eve Picker: Well, thank you. I feel like we're just scratching the surface. There's so much to do, right?   Jennifer Castenson: Right.   Eve Picker: This is a really big question: if you want to improve one thing about the real estate industry in this country, what would that be?   Jennifer Castenson: If I could change one thing, I think it would just be something about regulation, which I wouldn't know how to approach because it's such a complicated web. But I would say that there's something either to policy and regulation that would remove some of the hurdles and allow building to happen in a more efficient way with maybe some of the responsibilities back on ... I'm not sure. There's just so much to do there.   Eve Picker: No, I think you're talking about zoning and building codes all wrapped up together, and that's a lot of stuff to unravel. I know some cities are trying to unravel bits of zoning codes and move things forward in a different way, but, yes, it's a lot. Jennifer, this was just delightful. Thank you very much for taking the time to talk with me [cross talk] I'm going to call this Entering the Life of The Jetsons.   Jennifer Castenson: I like it.   Eve Picker: Okay. Have a great day. Bye.   Jennifer Castenson: Thanks, You, too. Bye.   Eve Picker: That was Jennifer Castenson. She gave me lots to think about. First, she thinks that a focus on health and well-being is having massive cultural implications in the building industry. Second, in the future, she believes that housing will need to deliver far more than just shelter. And third, innovations in prefab may well be a major part of the solution to the lack of housing in the U.S..   Eve Picker: You can find out more about impact real estate investing and access the show notes for today's episode at my website, Eve Picker.com. While you're there, sign up for my newsletter to find out more about how to make money in real estate while building better cities. Thank you so much for spending your time with me today, and thank you, Jennifer, for sharing your thoughts with me. We'll talk again soon, but for now, this is Eve Picker signing off to go make some change.

Under 2,5 år har Christopher Engman forskat kring stora och komplexa B2B-affärer tillsammans med Johan Åberg. Eller megadeals som man valt att kalla dessa. Resultatet är boken Megadeals som innehåller insikterna från deras forskning. Affärerna som man har studerat är från 100 miljoner upp till 150 miljarder där några av världens bästa säljare och marknadsförare inom B2B har intervjuats. I det här avsnittet gräver vi extra i vilken roll marknadsföring fyller i den här typen av affärer. För hur bör en strategi se ut och vilka taktiker fungerar bäst när det handlar om affärer av den här storleken och komplexiteten. Så arbetar du med B2B-marknadsföring så är det här helt rätt avsnitt. Och passa gärna på att även lyssna in avsnitt 23 med Ulrika Bergström på Vendemore om account based marketing. Det är en perfekt kombo med det här avsnittet och förhoppningsvis tar du med dig några bra insikter. Om Christopher Christopher Engman har ett imponerande CV. Han har startat ett flertal bolag, däribland Vendemore som var först i världen med account based advertising och som arbetar med många av världens största företag. Bolaget såldes senare till Bisnode och efter det har han bland annat arbetat med cleantech-bolaget Climeon där han lyckades öka kontrakteringen från 30 till 900 miljoner på två år. Något som gjorde att Prosales 2018 utsåg honom till Commercial Director of the Year. Christopher är idag investerare i en rad bolag inom framförallt marketing tech, däribland Proof där han också gått in som sälj och marknadschef. Proof arbetar med automatiserad marketing mix modelling vilket används för att utvärdera och analysera marknadsaktiviteter. Om avsnittet Du får i det här avsnittet höra mer om vad megadeals faktiskt är och vad som skiljer dessa från traditionella B2B-affärer. Christopher berättar också om de främsta insikterna från deras forskning och hur de bör appliceras i marknadsföringsarbetet. Vi pratar bland annat på den budskapsplattform som krävs. Du får även höra om: Vilka taktiker som används och hur Vilken typ av innehåll man bör arbeta med Och hur man mäter sin marknadsföring på bästa sätt Du hittar som vanligt länkar till de böcker, personer och andra resurser vi pratade om i avsnittet här nedan. Under länkarna så finner du även tidsstämplar till olika sektioner av intervjun. Länkar Christopher Engman (LinkedIn) Megadeals Advisory Vendemore Proof Analytics Climeon Carismars artikel om Customer Lifecycle Management. Böcker Megadeals Köp via Megadeals Advisory The Challenger Sale Adlibris / Bokus Personer Sangram Vajre på Terminus (LinkedIn) Pål Lind på InZynk (LinkedIn) Tidsstämplar [3:15] Christopher börjar med att förklara kriterierna för för vad en megadeal är, bland annat storleken och antalet inblandade personer. Han förklarar också vad som är de stora skillnaderna mot traditionella B2B-affärer. [13:14] Vi pratar om de främsta insikterna från Christopher och hans teams forskning. Han lyfter bland annat vikten av att marknadsförare måste vara mer insatta i försäljning och säljprocessen. [19:13] Christopher beskriver hur man applicerar insikterna i sin marknadsföring. Bland annat vilka taktiker han rekommenderar att man använder och lyfter betydelsen av PR. [27:55] Vi pratar om den budskapsplattform som man tagit fram och de tre nivåerna av kommunikation som ingår. Vi börjar med att gå igenom vad de han kallar fundamental messaging är. [36:02] Christopher berättar sedan om nästa nivå som han kallar deal closing messaging som används för att driva affärer framåt. Vi pratar också om vilket innehåll som används. Vi pratar sedan om den sista pusselbiten som är orientational messaging. [49:58] Vi pratar om hur man mäter sin marknadsföring i den här typen av stora affärer som har en lång och komplex köpresa. Christopher berättar om de olika alternativ som finns och varför han engagerat sig i Proof som arbetar med automated marketing mix ...

Tisdag och nytt avsnitt av Sellsation Podcast! Denna vecka gästas vi av Mårten Bernstad, Senior Advisor på Prosales. Vi pratar om företagens utmaningar i framtiden, varför det är så viktigt att binda samman strategi med det dagliga operativa arbetet och hur man skapar genuint engagemang och långsikt tänkande i en organisation. Vi kommer även in på psykiska utmaningar med att jobba inom försäljning och varför det är så vanligt att uppleva en tomhet efter att man uppnått ett mål. Hur hittar man egentligen balansen mellan kortsiktiga och långsiktiga mål för att hålla motivationen uppe? In och lyssna, och glöm inte att prenumerera!

In episode 66 Bradley Hartmann caught up with Craig Webb at the ProSales 100 Conference in San Antonio where the theme was—appropriately titled for this episode—Mapping the Future. Many of you know Craig as the longtime editor of ProSales and Remodeling magazines. Last October Craig launched his own consulting firm, Webb Analytics, where his focus is helping construction supply insiders make better strategic and tactical decisions on important matters of the day. For example, in this episode Craig discusses a trio of forces — the rising cost of construction, our limited labor pool, and our aging population — that have led to the industry re-evaluating long-established ideas like off-site construction that have either been previously dismissed or underutilized. Hartmann and Webb discuss Building Information Modeling (or BIM) and a future where components are mass customized and built by robots instead of workers inside a warehouse. Craig shares important context about a pair of firms that are thinking differently and making noise — Entekra and Katerra — and what their growth means for the industry. Thanks for listening. Enjoy my conversation with Mr. Craig Webb.

Daniel Pink is one of the top 10 business and management thinkers in the world. His TED talk is one of the most popular ever, with over 21 million views. Four of his books has entered the New York Times bestselling list and his books has been translated in to 39 languages. He has also been the the chief speechwriter to Al Gore, the former Vice President of the United States.The 8th of November he will be the Keynote speaker at The Sales Conference hosted by Prosales.Prosales also provided Säljpodden the opportunity to do this interview.We start to talk about his latest book “WHEN- The scientific secrets of perfect timing” and discuss what perfect timing actually is. He give an example from his book of how to take a scientific break, the”napuccino”. We also learn why we should avoid to make an appointment at the hospital in the afternoon!From his bestseller “DRIVE-The surprising Truth about what motivates us”, he discuss different aspects of motivation and what motivates us and what does not. We also get to know what motivates Daniel!We also discuss from his book “IT IS HUMAN TO SELL – The surprising truth about moving others”, why it is human to sell and how sales mentality is about to change. Daniel explains why extrovert personalities don’t make the best salespeople in the modern landscape of sales.At the end of this interview he reveals the topic of his Keynote talk at Prosales – The Sales Conference, the 8th of November and it is going to be very interesting!Be sure to invest in yourself and your sales development, by going to The Sales Conference!/MattiasP.S. Glöm inte att prenumerera på Säljpodden i iTunes eller på Spotify och gå gärna med i Säljpoddens grupper på Facebook, Instagram och Linkedin. D.S See acast.com/privacy for privacy and opt-out information.

The 2018 ProSales 100 list was released recently: "Dealers are generating more revenue with comparatively fewer resources even as they invest for future gains." To dig deeper into the insights and further question your own business in light of this year's data, Craig Webb, editor-in-chief of ProSales, joins the Behind Your Back Podcast. Thanks for listening.

Det är få personer som kan så mycket om försäljningstrender, som Henrik Larsson-Broman på Prosales Institute. Med 40.000 timmar av forskning i ryggen, otaliga rapporter och föreläsningar om utvecklingen inom B2B-försäljning, så har han bra koll på trenderna inom försäljning runt om i världen. Nu skriver han en bok om dessa försäljningstrender, som påverkar oss varje dag.*************************Tycker du att det är jobbigt att följa upp på kunder som du mailat ut material till? Då ska du ta hjälp av min samarbetspartner Yooba Slides Säljverktyg, för att slippa jaga kunderna för uppföljning.Läs mer på: www.yooba.se/pipedrive************************* Med fakta och datadriven forskning, så visar Henrik Larsson-Broman tillsammans med sina kollegor på Prosales Institute, hur företag ska göra för att lyckas med sin B2B-försäljning och skapa moderna försäljningsorganisationer. Han berättar i den här intervjun om starten av Prosales, hur succén kom direkt och vilket gap som deras affärsidé hjälpt till att fylla. Vi hör om hur deras forskning på säljare och säljorganisationer, resulterat i ett antal verktyg och modeller som Prosales medlemmar och kunder kan ta del av för att stärka, utbilda eller förändra sin säljorganisation. Mycket av denna fakta presenteras på de medlemsmöten som säljchefer och marknadschefer för olika bolag inom B2B, kan deltaga i genom att bli medlem hos Prosales Institutes Network. (Bli medlem på: https://prosales.se/network/) Du får i den här intervjun höra ett urval av olika trender inom försäljning som Henrik just nu sammanställer i hans debutbok och som kommer ut lagom till Prosales Institutes stora möte, The Sales Conference, den 8 november. (Boka din plats på eventet, genom att gå in på: (https://www.thesalesconference.se) Ska vi skicka säljarna eller försäljningschefen på utbildning? Hör Henriks reflektion om detta, samt vad folk oftast inte håller med honom om, men som faktiskt är sant(!) i den här intervjun. Följ Henrik på Linkedin /Mattias P.S. Prenumerera gärna på nya avsnitt av Säljpodden och få direktlänk när nya avsnitt släpps, vilket är varannan måndag. Gillar du Säljpodden, så får du gärna följa sidan för Säljpodden på Linkedin eller betygsätta och kommentera podcasten på t ex iTunes. D.S. See acast.com/privacy for privacy and opt-out information.

I denna podcast får vi besök av Peter Vaigur, forskningsledare på ProSales Institute. Peter och ProSales forskar kring försäljning, framför allt business-to-business-försäljning. Vi slår hål på flera myter kring försäljning, bland annat hur den ”perfekta” säljaren ska vara. Är det den extroverta snackpåsen eller den balanserade arbetsmyran som presterar bäst? Vi pratar även om skillnaderna mellan olika generationers attityder till försäljning och hur platsannonser skulle kunna förändras för att attrahera unga talanger till försäljningsyrket. Peter lämnar som alla våra gäster 3 tips om hur du ska jobba kring försäljning.

Joakim Rönnblom från Prosales gästar Sälj- och markn [...]

As more and more of the buying process begins online, we set out to understand how the largest LBM firms were leveraging the digital space to connect with prospects and customers. Over the past 2 years, Bradley Hartmann and the Behind Your Back team has researched how the Top 100 LBM dealers have been creating digital content—and how they've been sharing that content on social media platforms like Facebook, Instagram, and Houzz—to establish their expertise and build trust with prospects and customers. After visiting every website and web page of the ProSales 100, scouring every social media platform, and recording what we found along the way, we connected with the expert practitioners in our industry to offer not only the aggregate data and 2-year trends, but the social media insights as well. Our goal is to help LBM leaders like you move from social media skepticism to social media skill through increased understanding and improved questioning within your own teams. This episode is based off our report of the same name, available for download at behindyourbackthebook.com. Enjoy!

Henrik Larsson-Broman från Prosales om varför man ska forska om försäljning samt hur du som säljare och säljchef ska få ut max av de hetaste säljtrenderna! Musik: Joakim Karud - Waves Joakim Karud - Spring Light Music by: @joakimkarud

Terry Duperon is founder and creator of Good People Goods and Retail ProSales.  We welcome him back to the podcast as he has more information to share about his businesses.  Listen to this podcast to find out how Terry and his businesses will help you become the NuYou that you deserve to be!!! www.goodpeoplegoods.com www.retailprosales.com Visit us:  http://www.nuyou.biz  

The Editors return this week to talk about crowdsourcing architecture and Arcbazar, a construction-site minibar, city population growth, and tips for startup firms. The Editors are Gary L. Parr, editorial director of Commercial Building Products magazine, and Paul Nutcher, editor of Roofing Florida magazine. Our iTunes feed is fixed, but you'll have to re-subscribe to get the feed to work. Click on this link to subscribe to the correct feed. As always, you can click here to download the podcast mp3 file.  You can also subscribe to the podcast, using the link at the bottom of the page, to be notified by e-mail when each show is posted.--Gary and Paul Crowdsourcing architecture Crowdsourcing Design: The End of Architecture, or a New Beginning?, Michael Crosbie, ArchNewsNow.com. Arcbazar website. Construction site minibar US LBM's Biggest '15 Deal Will Be For Its Soul, Craig Webb, ProSales magazine" Growing cities New Census data: Selective city slowdowns and the city-suburb growth gap, William Frey, senior fellow, Metropolitan Policy Program, Brookings Institution" Advice for startups Up and Running: Words of Advice for Young Firms, Nate Berg, Architect Magazine"