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Industry data shows China's new energy vehicle output and sales posted double-digit growth in May from a year ago. NEVs now make up about 57 percent of total new car sales.

Geschätzte Lesedauer: 10 Minuten Zunächst springst du von Termin zu Termin und von Meeting zu Meeting. Zwischendurch beantwortest du schnell die wichtigsten E-Mails. Darüber hinaus fährst du noch auf die Messe. Folglich bist du super busy. Allerdings könnten die Ergebnisse besser sein, wenn du ehrlich bist. Denn Akquise, neue Kunden und frische Angebote in der Pipeline gibt es viel zu wenig. Infolgedessen schieben sich die besten Deals schon wieder in den nächsten Monat. Schließlich ist das der klassische Reaktionsmodus, der dich und dein Vertriebsteam auf Dauer fertig macht. Deshalb wird es höchste Zeit für eine klare Sales Cadence. Denn als Vertriebsleiter musst du den Rhythmus und die Prioritäten vorgeben – und natürlich auch vorleben. Wie genau das funktioniert und wie du dein B2B Sales Team aus dem Reaktionsmodus holst, zeige ich dir in diesem Beitrag. Zudem ist das hier keine trockene Theorie, sondern vielmehr ein echter Baukasten für deinen Vertrieb. Warum ohne klaren Vertriebsrhythmus die wichtigste Arbeit liegen bleibt In der B2B-Welt verbringt ein Verkäufer im deutschen Mittelstand im Schnitt nur eine einzige Stunde am Tag aktiv mit dem Kunden. Tatsächlich ist der Rest reine Verwaltung, interne Abstimmung und reaktives Arbeiten. Das Problem ist dabei jedoch nicht nur die mangelnde Kundenzeit. Vielmehr ist das echte Problem: Die wichtigste Arbeit schafft es erst gar nicht in den Kalender. Die Eisenhower-Matrix als Leitfaden Hier hilft uns glücklicherweise die berühmte Eisenhower-Matrix. Demnach lassen sich Aufgaben in vier Felder einteilen, basierend auf den Achsen dringend und wichtig. Einerseits ist die lukrativste Arbeit im Vertrieb – also neue Kunden ansprechen, die Pipeline aufbauen und strategische Gespräche führen – extrem wichtig. Andererseits ist sie fast nie dringend. Dringend ist stattdessen das nächste Meeting, das klingelnde Telefon oder die E-Mail, die gerade reinkommt. Folglich gewinnt das Dringende im Alltag fast immer, weshalb die wichtigen Aufgaben ständig vor sich hergeschoben werden. Dementsprechend müssen wir das dringend ändern. Deine absolute Kernaufgabe als Führungskraft im Vertrieb ist es nämlich, dafür zu sorgen, dass genau diese wichtige, nicht dringende Arbeit den Kalender bestimmt. Kurzum: Der Vertrieb scheitert selten an schlechten Produkten. Stattdessen scheitert er daran, dass die wirklich wichtigen Dinge keinen Platz im Terminkalender finden. Was ist eigentlich eine Sales Cadence? Eine Sales Cadence (oder auch Vertriebsrhythmus) beschreibt ganz konkret, wie du den Ablauf einer Woche, eines Monats, eines Quartals und eines Jahres in deinem Vertriebsteam strukturierst. Dabei geht es vor allem darum, strategische Jahres- und Quartalsziele auf den einzelnen Tag herunterzubrechen. Schließlich entscheidet sich der Vertriebserfolg genau dort: In der alltäglichen Umsetzung. Der Startschuss für deine Sales Cadence: Das Friday-Sheet Tatsächlich starten die meisten Vertriebsteams völlig ungeplant am Montagmorgen in die Woche und fangen sofort an zu improvisieren. Zunächst arbeiten sie reaktiv E-Mails ab und verschwinden anschließend in internen Meetings. Am Freitag fällt dann schließlich auf, dass wieder zu wenig Akquise passiert ist. Zudem fehlen Neukunden in der Pipeline. Die Lösung dafür ist denkbar einfach: Das Friday-Sheet. Jeder Verkäufer plant am Freitag verbindlich seine kommende Woche. Idealerweise macht er das von Hand in ein gemeinsames Google Sheet, aber bloß nicht ins CRM. Folglich behältst du den Überblick. Dementsprechend gehören folgende Punkte in dieses Sheet: Die 4 entscheidenden Felder des Friday-Sheets Erstens – Neue Logos: Welche komplett neuen Kunden gehe ich nächste Woche proaktiv an? Dabei zählen keine Bestandskunden und keine warmen Kontakte! Falls hier nämlich nichts steht, hast du im nächsten Monat keine frische Pipeline. Folglich fällt dir das durch die 60-Tage-Regel in wenigen Wochen knallhart auf die Füße. Zweitens – Pipeline vorantreiben: Welche wichtigen Deals bewege ich nächste Woche weiter? Und zwar durch konkrete Aktionen! Schließlich ist "Ich fasse mal nach" keine echte Aktion. Stattdessen musst du wissen: Wer spricht mit wem, worüber und was ist das konkrete Ziel? Drittens – Abschlüsse: Welche Aufträge kommen nächste Woche sicher rein? Auch hier brauchst du unbedingt das "Warum". Warum sollte der Kunde ausgerechnet jetzt abschließen? Zudem musst du wissen, welches Event ihn treibt. Viertens – Sonstiges Wichtiges: Trage außerdem ein bis maximal drei weitere wirklich entscheidende Punkte ein, wie beispielsweise wichtige Messevorbereitungen. Am Freitagnachmittag schaust du dir diese Liste an. Dadurch siehst du sofort, ob die nächste Woche in die richtige Richtung läuft. Noch wichtiger ist jedoch: Du überprüfst, was der Verkäufer sich für die vergangene Woche vorgenommen hatte und was davon wirklich passiert ist. Kurzum, das ist dein wichtigster Ansatz für Führung und Sales Coaching! Golden Hours: So schützt du den Vertriebsrhythmus deiner Akquise Wenn deine Leute drei neue Logos angehen wollen, brauchen sie dafür natürlich Zeit. Falls der Kalender jedoch voll mit internen Schulungen ist, wird das reines "Wishful Thinking". Deshalb brauchst du in deiner Sales Cadence zwingend geschützte Akquisezeiten – die sogenannten Golden Hours. Definiere hierzu mit dem Team gemeinsame Slots, in denen absolut nichts anderes gemacht wird als Akquise. Das können beispielsweise zwei Vormittage pro Woche sein. Zudem muss die Recherche dafür vorher passiert sein. In diesem Slot werden dann Telefone umgeleitet und niemand checkt E-Mails. Schließlich entsteht eine unglaubliche Dynamik, wenn alle das gleichzeitig machen. Allerdings müssen diese Slots knallhart verteidigt werden. Folglich darf dort kein anderes Meeting reingelegt werden! Sales Meetings, die den Vertriebsrhythmus wirklich weiterbringen Ebenso darf dein wöchentliches Sales Meeting kein langweiliges Buchhalter-Meeting sein. Denn die Zahlen stehen ohnehin im CRM. Vielmehr geht es um die Zahleninterpretation und vor allem um das gemeinsame Learning. Fragt euch deshalb: Was haben wir vom Markt gelernt? Darüber hinaus solltet ihr prüfen, ob es neue Best Practices gibt. Baut zudem kurze Trainingseinheiten ein. Das kann Einwandbehandlung sein oder wie man an den Entscheider herankommt. Schließlich muss ein Sales Meeting Energie geben und inspirierend wirken. Das Montagabend-Update für mehr interne Dynamik Außerdem ist das Montagabend-Update ein echter Gamechanger. Schick einfach am Montagabend ein kurzes Update an das gesamte Unternehmen. Der Inhalt lautet schlicht: "Das sind die neuen Kunden, die wir diese Woche angehen." Infolgedessen wirst du staunen, was passiert. Sehr oft meldet sich daraufhin jemand aus einem anderen Team und sagt: "Hey, mein Kommilitone arbeitet jetzt dort!" Dadurch aktivierst du effektiv das verborgene Schwarmwissen deines Unternehmens. Somit machst du den Vertrieb zum wichtigen Thema für alle Abteilungen. One-to-Ones: Die Sales Cadence individuell steuern Genauso ist das One-to-One zwischen dir und dem Verkäufer dein mächtigstes Werkzeug in der Vertriebssteuerung. Deshalb führst du Kritik oder schwierige Gespräche niemals im Team-Meeting, sondern exklusiv hier. Außerdem solltest du den üblichen Smalltalk vergessen. Denn "Wie läufts? – Ach, zieht sich noch" bringt niemanden weiter! Stattdessen muss ein One-to-One hart strukturiert sein: Wo stehst du folglich mit deinen Zahlen im Vergleich zu den Zielen? Darüber hinaus analysieren wir gemeinsam die Pipeline. Zudem prüfen wir, ob es einen Skill-Fokus gibt (beispielsweise bei der Discovery). Schließlich nutzen wir den "Career Compass", um deine heutigen Aufgaben mit deinen Karrierezielen zu verbinden. A-, B- und C-Player im Rhythmus richtig führen Dementsprechend braucht jeder Verkäufer eine ganz andere Führung. Bei A-Playern fragst du vor allem, welche Hindernisse du aus dem Weg räumen kannst. Andererseits brauchen B-Player gezielte Entwicklung und eine engere Begleitung. Bei C-Playern brauchst du hingegen klare Erwartungen und schnelle Entscheidungen. Schließlich ist endloses Mitschleppen keine Option. Pipeline Flash und gemeinsame Kundentermine Zusätzlich zu den fixen Meetings brauchst du regelmäßige Pipeline Flashes. Warum hängen bestimmte Deals? Wie können wir sie gemeinsam loseisen? Deshalb ist es dein Job als Führungskraft, die Deals nach vorne zu pushen. Darüber hinaus begleitest du deine Leute regelmäßig zu Kundenterminen. Hält sich der Verkäufer tatsächlich an das Playbook? Allerdings übernimmst du dabei niemals das Gespräch! Du bist schließlich reiner Beobachter und nutzt das Ganze hinterher als Coaching-Opportunity. Monatliche und Quartals-Rhythmen in der Sales Cadence Außerdem zieht sich die Sales Cadence noch weiter. Monatlich schaut ihr euch die Account-Plans der Top-Kunden an. Zudem setzt ihr euch einen Skill pro Monat, den ihr im Team gezielt trainiert. Besonders kritisch ist es jedoch, sich quartalsweise die "Slipped Deals" anzuschauen. Das sind Deals, die nach hinten verschoben wurden. Falls die Pipeline nämlich plötzlich dünn wird, sind deine Verkäufer oft nicht nah genug am Kunden dran. Daher musst du in solchen Fällen sofort nachhaken! Konstanz: Den Vertriebsrhythmus als Schwungrad (Flywheel) nutzen Um all das umzusetzen, musst du jedoch zuerst bei dir selbst aufräumen. Deshalb holst du dir am besten sofort das Commitment von der Geschäftsführung. Du brauchst nämlich Freiräume und Schutz für dein Team. Schließlich kannst du dein Team nicht führen, wenn du durchgehend fremdgesteuert bist. Vergiss dabei niemals: Sales solves everything. Umsatz ist letztlich der ultimative Schutz gegen Übergriffigkeit im Unternehmen. Die Abwärtsspirale (Doomloop) verhindern Dementsprechend anstrengend ist das Etablieren dieser Sales Cadence. Es dauert nämlich gut drei bis vier Wochen, bis es greift. Es funktioniert quasi wie ein Flywheel (Schwungrad). Am Anfang musst du hart pushen und Widerstände überwinden. Allerdings wird es zu einem Automatismus, wenn es einmal läuft. Deshalb solltest du unbedingt die "Doomloop" vermeiden, bei der ständig neue Initiativen gestartet und sofort wieder fallen gelassen werden. Kurzum: Konsistenz schlägt Exzellenz. Mach folglich die richtigen Dinge konsequent, und dein Vertriebs-Schwungrad wird sich drehen. Gib alles! Quick Takeaways Erstens – Wichtig vor dringend: Die Akquise darf dem Tagesgeschäft nicht zum Opfer fallen. Zweitens – Friday-Sheet nutzen: Jeder Verkäufer plant freitags verbindlich seine Neukunden. Drittens – Golden Hours verteidigen: Schaffe absolut störungsfreie Slots exklusiv für Akquise. Viertens – One-to-Ones strukturieren: Führe harte, aber wertschätzende Gespräche über die Pipeline. Fünftens – Slipped Deals analysieren: Hinterfrage hartnäckig, warum Deals ständig verschoben werden. Schließlich – Flywheel etablieren: Bleib konsequent. Konsistenz im Vertrieb schlägt stets kurzfristige Exzellenz. Was genau ist eine Sales Cadence? Eine Sales Cadence (oder Vertriebsrhythmus) ist ein festgelegter, strukturierter Ablauf von Vertriebsaktivitäten über Tage, Wochen und Monate. Sie bestimmt folglich, wann geplant, akquiriert, gecoacht und reportet wird, um den Vertrieb aus dem reaktiven Modus zu holen. Warum sollte das Friday-Sheet freitags und nicht montags ausgefüllt werden? Am Montagmorgen holt den Verkäufer meist schon das Tagesgeschäft ein. Die Woche reaktiv zu beginnen, verhindert deshalb strategische Planung. Freitags ist der Kopf hingegen klarer für die verbindliche Zielsetzung der nächsten Woche. Was sind Golden Hours im B2B Sales? Golden Hours sind im Terminkalender fix blockierte, geschützte Zeiten, die ausschließlich für Outbound-Akquise genutzt werden. In dieser Zeit gibt es folglich keine internen Meetings und keine Beantwortung von normalen E-Mails. Wie oft sollte ein One-to-One mit Verkäufern stattfinden? Idealerweise findet das strukturierte One-to-One jede Woche statt. Dadurch behältst du den Vertriebsrhythmus im Auge und kannst zudem zeitnah bei Problemen coachen. Was bedeutet der Begriff "Slipped Deals"? Als Slipped Deals bezeichnet man Verkaufschancen (Opportunities), deren Abschlussdatum überschritten wurde. Deshalb werden sie immer wieder in den nächsten Monat verschoben. Sie sind somit ein klares Warnsignal für fehlende Kundenbindung in deiner Sales Cadence. Wie du eine Sales Cadence in 5 Schritten in deinem Vertriebsteam einführst. Management-Buy-In sichern Kläre zunächst intern, dass dein Team geschützte Akquisezeiten braucht. Befreie dich und dein Team deshalb von unnötigen internen Meetings. Das Friday-Sheet einführen Implementiere anschließend ein einfaches Google Sheet. Lass jeden Verkäufer freitags verbindlich eintragen, welche Neukunden nächste Woche kontaktiert werden. Golden Hours blockieren Definiere darüber hinaus feste Zeiten im Wochenkalender als reine Akquisezeit. Diese Blöcke werden unter keinen Umständen für andere Termine hergegeben. One-to-Ones strukturieren Ersetze zudem den Flur-Smalltalk durch verbindliche Einzelgespräche. Analysiere hier hart an der Sache die Pipeline und coache individuelle Schwächen. Konsistent bleiben Halte diesen Rhythmus schließlich konsequent durch. Es dauert nämlich drei bis vier Wochen, bis sich Widerstände legen und das Schwungrad zu laufen beginnt. Hast du deine Sales Cadence schon im Griff? Oder versandet die Akquise in deinem Team folglich auch immer wieder im reaktiven Tagesgeschäft? Lass es mich wissen, kommentiere deshalb diesen Beitrag und teile ihn mit deinem Netzwerk. Gib alles!

Geschätzte Lesedauer: 10 Minuten Herzlich Willkommen zum Vertriebsfunk! Heute sprechen wir über den absoluten Kern des Verkaufens. Folglich geht es um eine Frage, die richtig wehtut: Wie viel Zeit verbringen wir im Vertrieb eigentlich noch wirklich mit dem Kunden? Wenn du deine Vertriebseffizienz steigern willst, musst du deshalb genau hier ansetzen. Zwar drehen sich viele Vertriebsorganisationen im Kreis, dennoch gibt es Auswege. Die Kalender der Verkäufer sind randvoll und die Mitarbeiter arbeiten bis spät in die Nacht. Trotzdem stimmt der Output einfach nicht. Warum? Weil sie sich mit allem beschäftigen – nur leider nicht mit der aktiven Marktbearbeitung. Zunächst müssen wir folglich das System fixen, damit dein Vertrieb wieder richtig angreift! Der 1-Stunden-Verkäufer: Die bittere Realität im B2B-Vertrieb Laut dem "State of Sales"-Report von Salesforce verbringen Verkäufer weltweit im Schnitt nur etwa 40 % ihrer Arbeitszeit mit echtem Verkaufen. Das allein ist schon kein Ruhmesblatt. Darüber hinaus glaube ich, dass es im deutschen Mittelstand bei komplexen B2B-Lösungen noch viel düsterer aussieht. Wenn du demzufolge deine Vertriebseffizienz steigern möchtest, müssen wir uns die nackten Zahlen ansehen. Die harte Mathematik der Vertriebszeit Lass uns dafür mal eine einfache Rechnung aufmachen: Erstens haben wir einen Top-Verkäufer mit einer 38-Stunden-Woche. Ziehen wir davon 30 Tage Urlaub, im Schnitt 15 Krankheitstage in Deutschland und etwa 10 Feiertage ab. Somit landen wir bei rund 1.500 Nettostunden Arbeitszeit im Jahr. Jetzt stellt sich die entscheidende Frage: Wie viel von diesen 1.500 Stunden verbringt dieser Verkäufer proaktiv beim Kunden? Meine Schätzung für die meisten mittelständischen Unternehmen lautet: Es sind deutlich unter 20 Prozent. Infolgedessen sprechen wir von gerade einmal 300 Stunden im Jahr. Das sind lächerliche 6 Stunden in der Woche oder genau 1 einzige Stunde am Tag, in der wirklich verkauft wird. Der ganze Rest verschwindet stattdessen in einem vertriebsorganisatorischen Niemandsland. Wir sprechen hierbei explizit nicht von faulen Mitarbeitern! Vielmehr handelt es sich um extrem fleißige Verkäufer, die jedoch in einem furchtbar ineffizienten System gefangen sind. Wenn du den B2B Vertrieb optimieren willst, musst du erkennen: Die Kalender sind zwar voll, aber die Marktwirkung ist schlichtweg nicht vorhanden. Warum Verkäufer nicht verkaufen: Die Support-Falle Im deutschen B2B-Umfeld packen wir unseren Verkäufern außerdem immer mehr Aufgaben auf den Schreibtisch, die absolut nichts mit der Kundenkontaktzeit zu tun haben. Beispielsweise koordiniert der Vertriebler im Maschinenbau plötzlich Serviceeinsätze oder klärt Zollprobleme. Im IT-Systemhaus mutiert der Verkäufer nach dem Abschluss oftmals zum Projektleiter. In der Pharmabranche geht wiederum unendlich viel Zeit für regulatorische Abstimmungen drauf. Das Resultat? Die Mitarbeiter kommen abends völlig erschöpft nach Hause. Obgleich sie "super busy" waren, haben sie sich faktisch nicht mit dem Markt beschäftigt. Es gab demnach keine Neukundenakquise, kein strategisches Prospecting und keinen echten Fortschritt in der Pipeline. Lost Opportunity Costs: Der unsichtbare Profitkiller Wenn wir darüber sprechen, die Vertriebseffizienz zu steigern, müssen wir zwangsläufig über Kosten reden. Die höchsten Kosten in deinem Vertrieb sind nämlich nicht die Gehälter deiner Key Account Manager. Es sind ebensowenig die Firmenwagen oder die teuren CRM-Lizenzen. Stattdessen sind die höchsten Kosten die sogenannten Lost Opportunity Costs. Das Verrückte daran ist: Diese Kosten tauchen in keiner Bilanz und in keiner GuV auf. Kein Dashboard der Welt zeigt dir den 2-Millionen-Euro-Deal, den ihr nie gewonnen habt, weil dein Verkäufer schlichtweg keine Zeit hatte, den Kunden überhaupt anzurufen. Das Geschäft, das uns folglich entgeht, weil wir intern feststecken, ist der wahre Preis für mangelnde Vertriebseffizienz. Tooth-to-Tail-Ratio: Was wir vom Militär lernen können Lass uns infolgedessen einen Blick auf das Militär werfen. Dort gibt es die sogenannte "Tooth-to-Tail-Ratio" (Zahn-zu-Schwanz-Verhältnis). Man schaut sich an, wie die Truppe verteilt ist: Wie viele Soldaten sind vorne an der Front ("Tooth") und kämpfen, und wie viele Leute sorgen im Hintergrund ("Tail") durch Support dafür, dass die Frontkämpfer überhaupt zubeißen können? Im Irakkrieg hatte die US-Armee beispielsweise teilweise eine Quote von 1 zu 8. Das heißt konkret: Auf einen kämpfenden Frontsoldaten kamen acht Support-Soldaten. Diesen Gedanken müssen wir unbedingt auf den Vertrieb übertragen! Wie schaffst du es demzufolge, deine Verkäufer "vorne an der Front" – also beim Kunden – zu halten? Welchen Support kannst du ihnen geben, damit sie aktiv den B2B Vertrieb optimieren können? Der A-Player-Tax-Effekt Ein weiteres massives Problem stellt der A-Player-Tax-Effekt dar. Deine besten Verkäufer bekommen naturgemäß die größten, wichtigsten und schwierigsten Kunden. Sobald sie diese Kunden gewinnen, behalten sie sie selbstverständlich auch in der Betreuung. Das Problem daran: Diese komplexen Großkunden verursachen extrem viel interne Arbeit, wie etwa Abstimmungen oder Projektmanagement. Dies führt letztlich dazu, dass deine absolut besten Jäger nach einiger Zeit zu den bestbezahltesten Sachbearbeitern deines Unternehmens degradiert werden. Sie managen infolgedessen nur noch den Bestand und haben keine Zeit mehr für Angriffe auf neue Ziele. 3 Hebel, um sofort die Vertriebseffizienz zu steigern Wie kommen wir nun aus dieser Falle heraus? Es funktioniert jedenfalls nicht, wenn du dich einfach vor die Mannschaft stellst und rufst: "Leute, ihr müsst jetzt mehr Termine machen!" Das System muss zuerst gefixt werden. Deshalb sind hier drei erprobte Hebel, die du diese Woche noch umsetzen kannst. Hebel 1: Die radikale Not-To-Do-Liste Mache zunächst mit deinem Team eine Kalenderübung: Schaut euch die Termine der letzten vier Wochen an. Was davon war wirklich "Outbound" und somit proaktive Marktbearbeitung? Wenn das unter 20 % liegt, habt ihr folglich ein massives Problem. Ihr müsst stattdessen dringend Freiräume schaffen. Dazu erzähle ich gerne die Geschichte von John McMahon (Autor von "The Qualified Sales Leader"). Als er eine neue Position als Vertriebsleiter antrat, fand er den Schreibtisch seines gefeuerten Vorgängers überladen mit Formularen und internen Anforderungen vor. Was hat er daraufhin getan? Er holte den Hausmeister mit einer riesigen Mülltonne und hat schlichtweg alles weggeschmissen. Der Fokus auf das Wesentliche Er hat sich anschließend einen großen Mülleimer unter sein Posteingangsfach gestellt. Danach ist er raus zu seinen Leuten gefahren, um sie beim Verkaufen zu unterstützen. Immer wenn er zurückkam und interne Formulare im Eingang lagen, kippte er sie konsequent in den Müll. Wenn sich schließlich jemand beschwerte, fragte er: "Ist das wirklich wichtig für mich, um mein Vertriebsziel zu erreichen?" Meistens lautete die Antwort darauf: Nein. Merke dir aus diesem Grund diesen Satz: Umsatz ist der ultimative Schutz gegen Bürokratie. Wenn die Umsätze und die Marge stimmen, sind alle anderen Probleme im Unternehmen zumeist leicht zu lösen. Schmeiß deswegen die sinnlosen internen Meetings raus und baue eine harte Not-To-Do-Liste! Hebel 2: Realistische Kapazitätsplanung Du kannst die Vertriebseffizienz obendrein nicht steigern, wenn die Verteilung der Accounts keinen Sinn ergibt. Wenn du einem Verkäufer beispielsweise 500 Accounts ins Gebiet gibst, wird er diese niemals proaktiv bearbeiten können. Selbst wenn er 80 % Kundenkontaktzeit hätte, ist das physisch völlig unmöglich. Du musst dementsprechend Kapazitäten planen und knallharte Prioritäten setzen. Erinnere dich diesbezüglich an das Beispiel der Firma Würth: Setz jemanden in ein Gebiet. Wenn er die Ziele erreicht hat, teile das Gebiet in der Mitte durch, setz einen zweiten Verkäufer rein und gib beiden das gleiche Umsatzziel wie vorher. Plötzlich müssen und können sie sich viel intensiver mit den Kunden beschäftigen, weil die Kapazitäten nun passen. Hebel 3: Sales Cadence (Der Vertriebsrhythmus) Der wichtigste Hebel, um die Kundenkontaktzeit zu erhöhen, ist schließlich die Sales Cadence. Der Vertriebsleiter gibt dabei den Takt vor. Das bedeutet jedoch nicht "noch mehr Meetings", sondern vielmehr wenige, aber extrem verlässliche Rituale. Ein starkes Ritual ist hierbei das Monday-Sheet. Am Montagmorgen füllt jeder Verkäufer folgende Punkte aus: Welche neuen Kunden (Logos) werde ich diese Woche proaktiv angehen? Welche laufenden Deals werde ich diese Woche aktiv einen Schritt in der Pipeline nach vorne bringen? Wie viel neues Pipeline-Volumen werde ich aufbauen? Was werde ich diese Woche final abschließen? Was ist mein absolutes Top-Ziel für diese Woche? Dieses Sheet geht transparent an das Team und an andere Abteilungen, um Synergien zu nutzen. Das schafft folglich ein ganz anderes Commitment. Zudem musst du wöchentliche 1-on-1-Gespräche führen: Wo blockiert es? Führe obendrein einen Pipeline Generation Day ein: Das ganze Team blockt sich einen halben Tag. Es gibt in dieser Zeit keine E-Mails, und Handys werden umgeleitet. Alle machen nichts anderes als Akquise. Das wirkt schlichtweg wahre Wunder! Der Flywheel-Effekt: Wenn das Schwungrad greift Wenn du diese Schritte gehst, wirst du bald den Flywheel-Effekt (Schwungrad-Effekt) erleben. Am Anfang kostet es zwar wahnsinnig viel Energie, die alten Muster aufzubrechen und das Schwungrad in Gang zu setzen. Es ist anstrengend, "Nein" zu internen Meetings zu sagen. Aber wenn das Schwungrad erst einmal in Gang ist, baut ihr rasch Momentum auf. Plötzlich wächst die Pipeline merklich. Die Calls machen Spaß, außerdem feuern sich die Leute gegenseitig an. Ihr bekommt Termine bei Accounts, bei denen ihr jahrelang abgeprallt seid. Das System läuft fast von alleine, und die Energie im Team explodiert regelrecht. Befreie daher deine besten Verkäufer aus der Sachbearbeiter-Falle. Entlaste sie durch kluge Vorqualifizierung oder Sales Enablement. Sorge letztendlich dafür, dass sie wieder angreifen können. Lass uns was draus machen! Guck dir deinen Kalender für nächste Woche an und streiche gnadenlos alles raus, was nicht dem Kundenkontakt dient. Deine Kunden werden es dir danken – natürlich mit mehr Umsatz. Gib alles! Bis zum nächsten Mal, Dein Christopher Funk Ausgewählte Links zur Episode Lass uns reden: Dein kostenloses Strategiegespräch mit Chris Alle weiteren Folgen vom Vertriebsfunk Podcast Personen in dieser Folge Christopher Funk bei LinkedIn

Can you help me make more podcasts? Consider supporting me on Patreon as the service is 100% funded by you: https://EVne.ws/patreon You can read all the latest news on the blog here: https://EVne.ws/blog Subscribe for free and listen to the podcast on audio platforms:➤ Apple: https://EVne.ws/apple➤ YouTube Music: https://EVne.ws/youtubemusic➤ Spotify: https://EVne.ws/spotify➤ TuneIn: https://EVne.ws/tunein➤ iHeart: https://EVne.ws/iheart CHINA EV REPORT MIXED RESULTS FOR FEBRUARY https://evne.ws/4014B9I BYD TESTS 1,500 KW FLASH CHARGE NETWORK https://evne.ws/4rGzkF3 BYD SHOWS SEAL 07 EV AHEAD OF MARCH LAUNCH https://evne.ws/4cUBZ9x DENZA Z9 GT SET FOR 1,036 KM CLAIM https://evne.ws/4b0rP4P LEAPMOTOR'S STELLANTIS DEAL DRIVES EUROPEAN GROWTH https://evne.ws/3Pb93QP SAIC-VW SHOWS ID. ERA 9X CABIN AHEAD OF 2026 https://evne.ws/4u41KdR XIAOMI SPY SHOTS POINT TO TWO NEW SUVS https://evne.ws/4rO4RoO CHINESE EVS FACE UK INSURANCE SURGE https://evne.ws/4b4l029

Dlouhé rozhodování, málo leadů, silná konkurence a iluze, že AI všechno vyřeší.Ve 166. díle se dozvíte, co skutečně brzdí růst B2B firem a kde mají největší prostor ke zlepšení.Pro více tipů nás sledujte na sociálních sítích:

Tony is joined with Dr. Matt Will, economist from the University of Indianapolis, to talk about holiday sales report and the latest on the market and tariffs. See omnystudio.com/listener for privacy information.

Got a Question or Comment? Send us a Text Message!Catch up on the latest in Electric Vehicle news from Australia and around the world! Hosted by Tom Gan of Ludicrous Feed, Riz Akhtar from Carloop and Roland Lam from ZappedWatch this episode on YouTubeSupport the showCatch us LIVE on Wednesday nights 8pm Sydney time on YouTubeContact Ludicrous Feed

Got a Question or Comment? Send us a Text Message!Catch up on the latest in Electric Vehicle news from Australia and around the world! Hosted by Tom Gan of Ludicrous Feed and Riz Akhtar from CarloopWatch this episode on YouTubeWith thanks to our co-host:Riz Akhtar from CarloopFollow Riz on LinkedIn and XSupport the showCatch us LIVE on Wednesday nights 8pm Sydney time on YouTubeContact Ludicrous Feed

Evaluating Configure-Price-Quote (CPQ) solutions and drowning in buzzwords, vendor decks, and generic analyst reports? In this solo episode of the CPQ Podcast, Frank walks you through something he has been building for exactly that problem: the CPQ Sales Report from Novus CPQ. This is not a sales pitch. Think of this episode as a reference guide you can come back to whenever you need to shortlist CPQ vendors, support a sales cycle, or explain a solution to your internal stakeholders. You'll learn: What the CPQ Sales Report is and who it's for (buyers, system integrators, and CPQ vendors) What's inside each 20+ page, vendor-specific report and how it adds value to real sales cycles When to use a report for shortlisting, internal alignment, business cases, and partner enablement How the CPQ Sales Report differs from the CPQ Briefing Subscription Which vendors are currently covered: camos Software, Bit2win, XaitCPQ, Engineering Intent, SAP (CPQ-related), Salesforce Revenue Cloud Advanced, Nue.io – plus an upcoming report on Revalize Frank also shares what's new (including the updated XaitCPQ report), what's coming next, and how these reports stay vendor-neutral, fact-based, and practical—so you can make better CPQ decisions without rewriting everything yourself.

Grains fall on weak soybean and wheat sales while cattle plunge on tariff rumors, hogs bounce modestly, metals swing sharply ahead of Fed minutes, and crude drops on inventory builds.

Stock market update for November 10, 2025.Follow us on Instagram ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@therundowndaily⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠This video is for informational purposes only and reflects the views of the host and guest, not Public Holdings or its subsidiaries. Mentions of assets are not recommendations. Investing involves risk, including loss. Past performance does not guarantee future results. For full disclosures, visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Public.com/disclosures⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2's research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2's latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.Together, they dig into:Why most pipeline numbers are a lieThe myth of “fully automated” sales cyclesHow AI's most powerful use case might be coaching—not prospectingThe real reason RevOps should be at the table (not in the backroom)What reps need to learn now before AI makes them irrelevantThey also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you're trying to separate AI hype from real-world impact, this episode is your guide.Whether you're in sales, RevOps, or leadership, don't miss this insight-packed episode—and make sure to check out G2's full report for even more data-driven takeaways.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Blue Bowen on LinkedIn: https://www.linkedin.com/in/eugene-blue-bowen-42958713b/Check out the G2 Report Here: https://company.g2.com/news/ais-net-impact-on-sales Check out the G2 Website: https://www.g2.com/

Press XJoin the Press X Discord: https://discord.gg/MAXtvmv2rw Topics:Switch 2 worldwide sales top six million, Switch tops 153.10 million (96.7% MKW attach rate in June) https://www.gematsu.com/2025/08/switch-2-worldwide-sales-top-six-million-switch-tops-153-10-millionSwitch prices have gone up https://www.gematsu.com/2025/08/switch-price-increase-announced-for-the-usSwitch 2 game cards may see more storage sizes in the near-ish future https://x.com/SMetaldave64/status/1952437214060679597Nintendo issues survey about physical and digital media on Nintendo Switch 2 https://mynintendonews.com/2025/08/04/nintendo-issues-survey-about-physical-and-digital-media-on-nintendo-switch-2/Mortal Kombat: Legacy Kollection physical editions announced, including Switch 2 https://www.gematsu.com/2025/08/mortal-kombat-legacy-kollection-physical-editions-announced THQ Nordic Digital Showcase announces Darksiders 4 and more https://thqnordic.com/article/thq-nordic-showcase-2025-recap-all-announcements-trailers-steam-sale-detailsDarksiders 4 apparently has online 2-4-player co-op and splitscreenSilent Hill f features more action gameplay to avoid being a Silent Hill 2 “clone,” but also to appeal to younger audiences, producer says https://automaton-media.com/en/news/silent-hill-f-features-more-action-gameplay-to-avoid-being-a-silent-hill-2-clone-but-also-to-appeal-to-younger-audiences-producer-says/RedOctane Games established – rhythm game studio led by genre veterans https://www.gematsu.com/2025/08/redoctane-games-established-rhythm-game-studio-led-by-genre-veterans Questions from Discord: Jtlawbass: On the pod one of you mentioned renting video games, and it got me thinking: What bygone mainstay of gaming do you miss most? For me, it's either renting video games at the local Blockbuster or Movie Gallery on a Friday night and playing them all weekend, or instruction manuals for video games.RaxonXVI: What's your favorite girl in Resident Evil? Mine's Jill, but I have a massive thing for Ashley as well, and I'm absolutely LOVING Grace so far. (I'm crazy hyped for 9.) RaxonXVI: What's a mobile free-to-play game that you wish would have been a standard game release instead? I can't get into gachas no matter how many times I try, but everything from MiHoYo looks absolutely amazing and especially Zenless Zone Zero for me. (I love games like Jet Set Radio and TWEWY and ZZZ has that kinda sense of style and I love it.)

In this episode, we answer key questions about our own Industry Analyst Report, the "CPQ Sales Report." Exciting news—it's now available for SAP CPQ! So far, we've released four reports covering Camos Software, Bit2Win, Xait, and Engineering Intent, with more coming soon, including Salesforce Revenue Cloud Advanced (RCA). We discuss why we created this report (because the world clearly doesn't have enough industry analyst reports yet!

In this week's episode of Crossing the Line, Greg discusses the December inflation and retail sales report. Featuring guest, Lisa Rae Castrigno. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/crossing-the-line/id1715709313 Connect with Greg Heym: https://www.bhsusa.com/about-gregory-heym Submit your "Crossing the Line" questions at: CTL@bhsusa.com Learn More About Our Sponsors: CrossCountry Mortgage https://crosscountrymortgage.com/ The Everset https://theeverset.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #crossingtheline #economy #realestate #theline #gregheym #mortgagerates #brownharrisstevens #crosscountrymortgage #mortgage

December's retail sales report was cooler than November's but still showed some positive trends for retail. Amanda Lai considers target (TGT), Lululemon (LULU) and Abercrombie & Fitch (ANF) notable winners during the holidays. Erick Brackmann takes a closer look at how deals were critical in enticing shoppers. ======== Schwab Network ======== Empowering every investor and trader, every market day. Subscribe to the Market Minute newsletter - https://schwabnetwork.com/subscribe Download the iOS app - https://apps.apple.com/us/app/schwab-network/id1460719185 Download the Amazon Fire Tv App - https://www.amazon.com/TD-Ameritrade-Network/dp/B07KRD76C7 Watch on Sling - https://watch.sling.com/1/asset/191928615bd8d47686f94682aefaa007/watch Watch on Vizio - https://www.vizio.com/en/watchfreeplus-explore Watch on DistroTV - https://www.distro.tv/live/schwab-network/ Follow us on X – https://twitter.com/schwabnetwork Follow us on Facebook – https://www.facebook.com/schwabnetwork Follow us on LinkedIn - https://www.linkedin.com/company/schwab-network/ About Schwab Network - https://schwabnetwork.com/about

Comments? Feedback@SellSellSell.online *** Markdown Mayhem - Finally Fixed *** Roll-Out of New Profitability Report *** eBay Expands Own Consignment Selling Operation *** GPSR Train-Wreck Looming *** eBay Open Almost Here

Time Stamps: 00:00:00 Community Guest Intros 00:08:00 PS5 Pro Appears To Run Alan Wake 2 At 840p In 60 FPS Mode, Other Games Also Analyzed By Digital Foundry, Is There "Actually" A Need For A PS5 Pro? 00:33:00 NEW Sales Report is Bad News for Astro Bot & Playstation! Why Haven't The PS5 Gamers Come Out To Support This INCREDIBLE Game? 01:05:00 Indiana Jones and The Great Circle Runs At 60fps CONFIRMED & Why This Is Important To How The Story Is Being Told! 01:15:00 Panel Outros and Special Message to the Community! --- Support this podcast: https://podcasters.spotify.com/pod/show/craig-ravitch/support

Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline? In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report. Partnerships In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year.  As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations.  I share an example of why partner deals are so effective and why this approach is set to become a major trend in the sales industry. Recurring Sales Revenue More companies are shifting towards recurring revenue models instead of relying solely on one-off sales.  Recurring revenue provides a more stable and predictable income stream, which is crucial in today's fluctuating market.  This approach is important because it enhances financial stability and drives long-term business growth. Importance of Personalization According to the Sales report, 86% of buyers are more inclined to make a purchase when their goals are understood.  Yet 59% of buyers feel that sales reps fail to take the time to understand them. Personalization involves taking the time to understand their problems and offering tailored solutions. “If you're going to be more effective at personalization, look for ways you can personalize around the challenges people are facing.” - Donald Kelly.  Resources Salesforce 2024 Report TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of the Stronger Sales Teams, Ben dives into the topic of team selling. Fresh off a family vacation in Fiji, Ben discusses the Salesforce State of Sales Report, which reveals that 81% of sales reps believe that team selling helps them close deals. Drawing on 20+ years of industry experience, Ben imparts his expertise on cultivating a collaborative sales environment. He emphasises the value of diverse skill sets within sales teams and explains how various perspectives and skill sets can collectively achieve substantial outcomes. Ben outlines the sales process in five essential stages: lead generation, initial meeting/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. He offers practical guidance on how to balance team skills to enhance each phase. Finally, Ben provides advice for sales leaders on effectively managing these varied skills, ensuring that team-based selling does not necessitate micromanagement. Key Takeaways: 81% of sales reps find team selling effective for closing deals. Leveraging different skill sets within a team can significantly enhance sales performance. Effective team selling involves specialising skills across the five stages of the sales process: lead generation, meet and greet/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. Leaders can balance different team skills without falling into micromanagement by following structured meeting strategies. Ben emphasises the importance of preparation in maintaining personal health, linking it to better professional performance. Time Stamps: 0:00 Intro 2:55 Variety of Skill Sets 3:00 Why Variety is Important 5:2 Balancing the Skillsets Across our Teams 8:52 Lead Generation 12:29 Meet and Greet and Needs Analysis 15:30 Quotation and Presentation 18:35 Closing Onboarding 20:55 Post Sales Management 22:25 Balancing All The Skillsets 26:30 Health and Fitness Tip 28:13 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Yeah, that's right. Your faves (me and Jai) are back to talk about the chaos that seems to be unfolding in the fashion industry. We talk 'Where in the World is John Galliano?, the crazy amount of musical chairs and creative director vacancies at multiple fashion houses, whether or not Chanel can inject modernity in the future, Gucci sales down, and we break down the Lyst of Top 20 Brands in Q2 2024.Lyst article: https://www.lyst.com/the-lyst-index/2024/q2/---Get BONUS episodes on 90s TV and culture (Freaks & Geeks, My So Called Life, Buffy, 90s culture documentaries, and more...) and to support the show join the  Patreon! Hosts: Lauren @laurenmelanie & Jai @jai_stylefactoryFollow Fashion Grunge PodcastFind more Fashion Grunge on LinktreeJoin me on Substack:  The Lo Down: a Fashion Grunge blog/newsletter☕️ Support Fashion Grunge on Buy Me a Coffee: https://www.buymeacoffee.com/fashiongrunge

Join me in the latest episode of the CPQ Podcast as we delve into the groundbreaking CPQ Sales Report now available from Novus CPQ!

July 3, 2024 ~ After a disappointing June sales report, Stellantis is scaling back production and laying off workers at two major auto plants. Guy, Lloyd, and Jamie talk with Bloomberg auto business reporter Keith Naughton about the latest sales figures from the automakers, and some baffling design changes by Tesla.

WWJ Auto Reporter Jeff Gilbert joins Megan Lynch with a look at auto sales projections for 2024.    Credit: © Carter Skaggs/The Enquirer / USA TODAY NETWORK

Plus: the Dow touches 40000 before closing lower. Chubb shares climb 4.7% after Warren Buffett's Berkshire Hathaway announces a $6.7 billion stake in the insurer. J.R. Whalen reports. Sign up for the WSJ's free What's News newsletter. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this week's Market Minutes recap, hear from our team of investment experts as they share their perspectives on the latest market and economic activity. Our panel shares detailed insights into the retail sales report, the equities market, and the Fed.  Speakers:Brian Pietrangelo, Managing Director of Investment StrategyGeorge Mateyo, Chief Investment Officer Rajeev Sharma, Head of Fixed IncomeSteve Hoedt, Head of Equities 01:24 – The retail sales report for March was reported at 0.7% and the report for February was revised from 0.6% to 0.9%03:37 – As the market is experiencing a slight decline, we hear comments on what may be influencing this shift07:42 – Comments about the geopolitical events that may be having an effect on the equities, gold, and oil markets10:19 – Remarks about Fed Chair Powell's comments made earlier in the week regarding taking a step-back on the anticipated rate cuts for the year; though the market initially expected 7 rate cuts, the Fed may only implement 1-2 rate cuts13:05 – Final comments about keeping investments diversifiedAdditional Resources:Key Questions: It's April, Why is the College Admission Season in Disarray? | Key Private Bank KeyBank National Call ReplayKey Questions | Key Private BankSubscribe to our Key Wealth Insights newsletterEconomic & Market ResearchWeekly Investment BriefFollow us on LinkedIn

This week, Morrus, PJ, and Jessica bring you up to date with all the tabletop RPG news including a few D&D Adventure from D&D Beyond, the tabletop gaming industry in a downturn, Hasbro's AI plans, a new Dungeons & Dragons novel, and more! Plus a brand new sketch about helping a ghost with unfinished business. -------------------- News ICv2 Hobby Games 2023 Sales Report https://www.enworld.org/threads/icv2-reports-disappointing-year-for-hobby-games-channel-ttrpgs-down-d-d-declines-30.703385/ Polygon article quoting the interview with Brennan Lee Mulligan about D&D being a combat-heavy game https://www.polygon.com/24105875/worlds-beyond-number-narrative-style-adventure Free Descent into the Lost Caverns of Tsojcanth Adventure on D&D Beyond https://www.enworld.org/threads/free-descent-into-the-lost-caverns-of-tsojcanth-adventure-on-d-d-beyond.703343/ D&D Beyond support included in the Monsters of Drakkenhelm Kickstarter https://www.enworld.org/threads/d-d-beyond-support-included-in-%E2%80%98monsters-of-drakkenheim%E2%80%99-kickstarter.703387/ Paradigms of Skill: Expanded Skill Criticals on DriveThruRPG https://preview.drivethrurpg.com/en/product/474819/Paradigms-of-Skill-Expanded-Skill-Criticals?affiliate_id=36142 Dungeons & Dragons: The Fallbacks: Bound of Ruin Review https://www.enworld.org/threads/dungeons-dragons-the-fallbacks-bound-for-ruin-review.703101/ Dice on the Borderlands event info at Chepstow Castle https://warhorn.net/events/dice-on-the-borderlands/ RPG Evolution: Hasbro's AI Plans https://www.enworld.org/threads/rpg-evolution-hasbros-ai-plans.703220/ Doppel is a Physical Digital Miniature https://www.enworld.org/threads/doppel-is-a-physical-digital-miniature.703386/ Monster Vault Preview: Tales of the Valiant Wight https://koboldpress.com/monster-vault-preview-tales-of-the-valiant-wight/ Fantasy AGE 2nd Edition Quickstart https://preview.drivethrurpg.com/en/product/475020/fantasy-age-rpg-second-edition-quickstart-free-pdf?affiliate_id=36142 Planestrider's Journal for Level Up A5E and D&D 5E on Kickstarter https://www.kickstarter.com/projects/enworld/planestriders-journal -------------------- Please support us on Patreon at http://patreon.com/morrus Don't forget to join the Morrus' Unofficial Tabletop RPG Talk Facebook group at https://www.facebook.com/groups/1033145023517295/ and join us on Discord at https://discord.gg/VAuxX8M Ask your Listener Question on Twitter, email morruspodcast@gmail.com, or contact us on TikTok at TikTok -------------------- Hosts: Russ “Morrus” Morrissey, Peter Coffey, and Jessica Hancock Editing and post-production: Darryl Mott Theme Song: Steve Arnott Malach the Maleficent played by Darren Morrissey Check out all the media content from EN World at http://enliverpg.com

In this week's Market Minutes recap, hear from our team of investment experts as they share their perspectives on the latest market and economic activity. Our panel shares detailed insights into the Retail Sales report, CPI inflation, rate cuts, the equities market, and the one-year anniversary of 2023 banking sector disruption. Speakers:Brian Pietrangelo, Managing Director of Investment StrategyGeorge Mateyo, Chief Investment Officer Rajeev Sharma, Head of Fixed IncomeSteve Hoedt, Head of Equities Ester Lau, Senior Credit Analyst01:38 – According to the Census Bureau, Retail Sales increased 0.6% for the month of February, however January's figures were revised downward from -0.8% to -1.1%02:33 – The Consumer Price Index (CPI) inflation report showed an increase of 0.4% for the month-over-month in February and 3.8% year-over year in February 06:55 – While the CPI data were hotter than expectations, the big question we can assume the Fed is facing is does the CPI data alter any decisions for 2024 rate cuts?09:59 – Remarks about the CPI data's effect on the equity market; much of the market seems to be in a “sweet” spot13:57 – A look back to a year ago as March marks the one-year anniversary since the collapse of a few notable banks in 2023 Additional Resources:Key Questions: Is the Tax Preference for my 401(k) Safe? | Key Private Bank Key Questions | Key Private BankSubscribe to our Key Wealth Insights newsletterEconomic & Market ResearchWeekly Investment BriefFollow us on LinkedIn

Today we review some of the interesting and surprising things that came out of the newly released watch industry report about fiscal year 2023 for Swiss brands. Rolex unsurprisingly dominated, but there were things that actually surprised us! See the report here: https://revolutionwatch.com/morgan-stanley-luxeconsult-2024/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/thiswatchlife/message

VCommerce experts Matt Hodlofski & Nicolas Bailliache every Friday at 11am ET for a lively discussion on the latest developments shaping the #videocommerce and #liveshopping landscape. #vcommerceEp11About eStreamly: eStreamly enables shoppable livestreams & videos across platforms, including your website, social media, SMS, emails... Video become a direct ecommerce extension with in-video checkout, boasting a 10-15% conversion rate. Fast and reliable, it's your payment, your inventory, your ecommerce. https://get.estreamly.comLear more Livestream trivia: https://get.estreamly.com/live-trivia/About Matt: He has over 25 years of vcommerce experience within product marketing and sales. He currently is a partner at e6 marketing, a firm that help brands to go on QVC/ HSNReceive weekly live shopping industry updates and tips in our newsletter: https://try.estreamly.com/newsletter

For the holiday-shortened market week of Jan. 16-19, DoubleLine Portfolio Managers Jeffrey Mayberry and Samuel Lau for the Topic of the Week (10:55) look at the Retail Sales Report, an always potentially market-moving print, as retail sales account for about one-third of U.S. GDP, and the report provides a snapshot of consumer trends. Jeff and Sam break down the report's composition; how the data is collected through store surveys (which can still be returned by fax!); and discuss the “control group” or “core retail sales,” a narrower band of data for tracking retail sales. In their markets review (00:30), Jeff and Sam discuss the winners and losers in an up week for the S&P 500 Index; a pretty bloody run for fixed income (1:33) as Treasury yields rose across the curve, including the 2s10s inversion very close to de-inverting, a historical harbinger of recession; and another down week for commodities (3:38) despite a positive week for WTI crude. Over in Macro Land (4:30), retail sales and the University of Michigan consumer survey beat expectations, and jobless claims came in under expectations. Federal Reserve Governor Christopher Waller took the Fedspeak spotlight this week (7:42) talking about potential rate cuts in 2024. Next week (21:53) will bring prints including the still-recession-signaling LEI, the first estimate of fourth quarter GDP, jobless claims, personal income and spending.

Ted Rossman of Bankrate breaks down the numbers as prices are slowly starting to drop, with the exception of housing

Florida Gov. Ron DeSantis and California Gov. Gavin Newsom debate in Alpharetta, Georgia. MarthaStewart.com has an insightful article about getting your house to smell like Christmas. The Hare Financial Group's Paul Hare reviews the sales numbers from Black Friday and Cyber Monday. Plus, with the twelfth month of the year's arrival we play Merle Haggard's 1973 classic, "If We Make It Through December."

YES, homes are still selling, YES buyers are looking and YES interest rates have gone down for the last 2 weeks. - There are lots of great homes to buy!

Stocks closed mostly flat on Tuesday after retail sales data smashed expectations and earnings season picked up steam.

Terry Savage, nationally syndicated financial columnist and author, joins Lisa Dent to talk about a report released by the U.S. Department of Commerce, that revealed a 0.7% increase in retail sales for the month of September and what it means for consumers. Terry also answers all money-related questions from WGN Radio listeners. Follow The Lisa […]

According to the Salesforce State of Sales Report, 81% of sales reps say their managers are their most valuable source of support in navigating change. So, how can you enable sales leaders so that they can effectively support their teams and drive change? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Bree Liscinsky, director of sales enablement at Blancco Technology Group. Thanks for joining, Bree! I'd love for you to tell us about yourself, your background, and your role. Bree Liscinsky: Thank you, Shawnna. I’m so glad to be here. I am currently the director of the global sales enablement team at Blanco Technology Group, as you’ve mentioned. Throughout my career, I’ve moved through sales roles and customer support roles, primarily within the consumer packaged goods and technology industries. I’ve always found my passion in those roles to be around helping others, making things easier, finding simple processes, and celebrating the successes of those around me. The transition a few years ago into sales enablement felt like such an obvious one because it was really where, where my heart was. SS: Well, Bree, we’re excited to have you here on this podcast. One of the things that you and I talked about before getting on the line was your area of expertise around sales leader enablement. Why, from your perspective, are sales leaders an important audience to focus on as part of your enablement strategy? BL: It is such a great question, Shawnna, because, to me, sales leaders are the people that are most critical to communicate with. They’re the ones that sellers listen to most. We can bang the drum from revenue operations and sales enablement, but when they’re in a one-on-one or a coaching situation with their sales leader, that is when they’re most receptive to information. Sales leader buy-in is critical for nearly every enablement program across our organization. That buy-in really starts even higher up though. Having those sales priorities set and communicated first by the president of our organization and then from there, the enablement team can continue to impart. The importance of providing the necessary content to our sales leaders and really allowing them to then drive the message home and without those continual reinforcements and touch points from sales leaders to their downline, we’ve seen enablement initiatives just fall by the wayside. Continually communicating with sales leaders and having them communicate with the downline is the strategy I’ve found to be most effective. SS: Absolutely. I have to say I’ve seen that work really well within organizations. I’d love to hear, from your perspective, What are the core components of an effective sales leader enablement program? BL: I think the core component is making it very simple. Sales leaders are extremely busy. Many of us are. What is on a sales leader’s plate is just so immense and the priorities are all high, so don’t make them go hunting for information or expect them to build content on their own. My enablement team provides the messaging and any relevant content for our sales leaders on a silver platter through multiple mediums. We make it as simple as possible to find the messaging and even the scripts that they need. We recently launched what we’re calling Manager Minutes, and these are three-minute videos providing the key messages for upcoming initiatives and projects, our expectations of managers, and that’s what’s in it for me. We always try to use data to prove what we’re working towards or what’s not working. Additionally, we build the slide for our sales leaders to bring to their team meetings and to bring into their one-on-ones. We outline the next steps within those slides for their downline. When we see that the enablement team is really proactive in supporting sales leaders’ needs and making it easier for them to do their jobs, we quickly build trust and our messaging is received with open ears. SS: I love that. Manager minutes are so catchy too. How do you partner with sales leaders to help them understand the value of enablement? BL: Here, I think it’s really about the why. We always talk about what’s in it for me and we think about it from the seller’s perspective, but the same goes for sales leaders with so many priorities to choose from. We always ensure that our sales leaders know our why as defined by our enablement mission statement. We’re here to drive revenue, make selling more efficient, to develop modern sales skills, all of which make the seller and sales leaders’ jobs easier. I communicate with our sales leaders on a very consistent cadence, and I’m always sharing the data to reinforce what our team is working on and why we’re working on these initiatives. SS: Absolutely. I think data is critical in helping to reinforce that story. Now, on that note, tell us how you built the business case to invest in an enablement platform. What were your best practices for gaining buy-in from your sales leaders to implement Highspot? BL: I’d say the buy-in was pretty simple because the Highspot product itself is second to none to any others out in the industry. Even going through the sales process with our Highspot salesperson was phenomenal because I could tell she was being enabled by the platform itself, and I thought, I want our salespeople to act the way you are. That’s where it was so obvious to me that we needed Highspot. To gain the buy-in from the sales leader, as I’ve said a few times, data always tells the best story. We launched a survey, which was provided to us by Highspot, and we adapted it for our own business needs. We launched that survey among the global sales teams to learn more about their habits around sales content management, and their awareness of the impact of what they’re sharing with prospects and customers. Then, their desires around how and when they want to learn. From that survey, we were able to build a really clear data-driven case for why we needed Highspot. We’ll be launching that same survey in a few months to evaluate the impact in our first quarter of Highspot at our organization and to see how these behaviors have changed. I will say the survey was pretty surprising. We thought that many of these behaviors were happening, but they were self-reported by our salespeople. For example, download content and save it on their desktop because it is easiest to find there. That content became quickly outdated. Being able to set timelines, create a governance strategy, and see how content is resonating is going to change the game for our organization. SS: Absolutely. Well, I love to hear that. To the point of data, I have to say you have an 88 percent recurring usage rate in Highspot, which is fantastic. Do you have best practices that you can share with our audience around driving the adoption of Highspot? BL: Absolutely. I would say that rate would be much higher if we weren’t a global organization. It’s summertime when we launched Highspot, so we have a lot of people out on their European vacations. They’re all rolling back into the office, and that will be 100 percent very soon. We’re driving adoption through many different avenues. We’re providing messages and metrics to leaders to reinforce with their teams. We’ve launched a drip campaign to highlight quick wins and recognize salespeople who are using the platform to further their buyer-aligned selling. We’re also sharing best practices in that drip campaign and using multimedia to make it exciting to open that email, and to make it easy to understand what you want me to do and why you want me to do it. Next, we’ll be launching leaderboards because every salesperson loves some friendly competition. Then we’ll start layering in gamification because we all know everything’s more motivating when you can win something. I do find that the adoption is so well received when it’s peer-shared, so another avenue we have is our Voices From the Field Podcast, which was very much inspired by you, Shawnna. There, we find people through the data who are really using Highspot accurately or any of our other platforms or tools. We bring them on the podcast and talk about the challenges and successes and how they have improved their selling skills by using these. That has been one of the most motivating things we’ve done for our salespeople is really sharing and amplifying their peers’ voices. SS: I absolutely love that, and thank you. It’s an honor. I would love to give it a listen. I’m sure you run a fantastic podcast. Now, last question for you, Bree. As you continue to navigate change, how do you plan to leverage Highspot to help you drive business results that also align with the goals of your sales leaders? BL: This is a great question. Our next step is really connecting the sales content to business in the Highspot platform to the stages in our Salesforce CRM to really continue to drive that buyer-aligned selling motion. By serving up the right content for the right person at the right stage in their buying journey, we’ll be able to align our sales motions to their journey, to meet them where they are. We can quickly build trust, show we’re listening, and ultimately, close more deals quickly. The best part about that next step in change management here is that the Highspot data is so easy to understand and so easy to share that we’ll be able to prove this very quickly. SS: I love to hear that. Bree, thank you so much for joining us today. BL: Thank you for having me. SS: Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

In this micro-episode we take a look at city wide apartment sales trends and explore the differences between 5+ unit and 3-4 unit sales metrics.Eric J Christopher | WSC Realty Advisors Inc | 949-463-2787 eric.christopher@wsc-pm.com

For the last few years, car sales have been down down down...for a lot of reasons that are generally traced back to the pandemic for starters.  Supply chain issues followed, then just getting parts for the supply chain helped create a lot of vacant concrete at dealers across the country.  In Houston, it is the Houston Automobile Dealers Association that helps dealers with some of these issues.  By banding together, the competitors are able to help each other through the tough times that impact them all.  Working together to find a solution is often easier than doing it alone.Joining us on this episode of In Wheel Time Car Talk is the Chairman of the association with an update on new vehicles sales and how some the area dealers are surviving in this market.In our Feature Segment, Master ASE tech Konrad Delong has the 'Car Clinic' and we are talking transmission fluid.  Some of the myths and some of the reality as to why we need to change that fluid that performs three important functions.All this an more on this episode on In Wheel Time Car Talk!---- ----- Want more In Wheel Time Car Talk any time? In Wheel Time Car Talk is now available on iHeart Radio! Just go to iheart.com/InWheelTimeCarTalk where ever you are.----- -----Be sure to subscribe on your favorite podcast provider for the next episode of In Wheel Time Car Talk and check out our live broadcast every Saturday, 8a-11aCT simulcasting on iHeart Radio, YouTube, Facebook, Twitter, Twitch and InWheelTime.com.In Wheel Time Car Talk can be heard on you mobile device from providers such as:Apple Podcasts, Pandora Podcast, Amazon Music Podcast, Spotify, Google Podcasts, Stitcher, iHeart Radio podcast, TuneIn + Alexa, Podcast Addict, Castro, Castbox and more on your mobile device.Follow InWheelTime.com for the latest updates!Twitter: https://twitter.com/InWheelTimeInstagram: https://www.instagram.com/inwheeltime/https://www.iheart.com/live/in-wheel-time-car-talk-9327/https://www.youtube.com/inwheeltimehttps://www.Facebook.com/InWheelTimeFor more information about In Wheel Time Car Talk, email us at info@inwheeltime.comTags: In Wheel Time, automotive car talk show, car talk, Live car talk show, In Wheel Time Car Talk

Today on our show:Amazon's 2022 shareholder letter Understanding the recent retail sales reportCould Amazon seller's expansion give reason for Shopify collaboration?Retailer David's Bridal entering bankruptcyhttps://www.rmwcommerce.com/ecommerce-podcast-watsonweekly

Why in the world would you want to create an extra administrative task as a seller?   I probably worked for about 15 years before I went into a company where everyone did a weekly report. It was part of the culture for all departments. For sales, AM did one up to their manager, managers did one to their directors, and directors up to their VP.    Was it a pain in the but? Definitely, there were some weeks where I was busy. My style is if I am going to do something, I need to do it well. I couldn't just half ass the work.   I learned a very interesting lesson over the years doing this.    It forced me to slow down once a week and reflect on my business. It forced me to slow down and think and assess my upcoming week. Writing down your forecast and forecast construction once a week just keeps things top of mind. Helped highlight where I need help or where there is a challenge and made it easier for my manager to have visibility on this.   What to include?   Upcoming week   Start with your forecast or quota, how much have you sold, % of forecast What are your big rocks for the week? These are the 1-3 things that if you get them done, they will have an impact on your business. BTW - I've been doing this for years in my planner and it helps ground me when looking at my daily tasks. Important meetings for the week Depending on your business, what is forecasted to close this week.    Prior Week What did you do on the big rocks last week? Outcomes of key meetings?' What deals closed? In reality, your manager already knows this one as they are probably staring at the CRM/forecasting tool What new pipeline or opportunities did you create? Things management should know.    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Book a 15 minute call with Chris.  15 Minute Call With Chris Freeman - Chris Freeman calendly.com   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Today we're talking all about the state of sales. In fact, it's the name of our latest sales research, the fifth edition of our State of Sales Report. Here to give us a breakdown is Tiffani Bova, Global Growth Evangelist at Salesforce, and author of the new book, The Experience Mindset: Changing the Way You Think About Growth.

EPISODE 116 - Clark, John, and Will (who returns as guest host!) talk about the $250,000 bounty issued by Blowout Cards for the first person to complete the 330-card set of the Golden Mirror image variation cards from 2023 Topps Series 1. Next, for the Hobby Headlines segment, the guys give some hobby hot takes and discuss whether they agree with any of them such as "Grading ruins the look of cards", "The National will see its attendance reduced to half within 5 yearsm" and "Beckett Grading Services will compete head-to-head against PSA in the next few years." Then they introduce a new segment called "Sales Report" where Clark gives a list of five cards and then John and Will try to guess how much it sold for recently. The theme for this segment is Golden Mirror Image Variation cards. Lastly, they finish the show off with the regular "Pick One" segment where each host names two cards or sets, and then debate which one they would rather invest in. The pairs chosen this week include one from a listener submission: Anthony Davis Panini Prizm rookie card vs. Kawhi Leonard Panini Prizm rookie card; Mike Trout 2011 Topps Update (BGS 10) vs. Shohei Ohtani 2018 Topps Chrome Sapphire (PSA 10); Luis Robert Bowman Chrome Refractor /499 vs. Bo Bichette Bowman Chrome Refractor /499. -------------------------------- CONNECT WITH US! Instagram: @cardstothemoon | @fivecardguys (Clark) | @yntegritysportscards (Hyung) | @tradeyouatrecess (John) Website: https://fivecardguys.com/podcast Daily Auctions: https://fivecardguys.com/dailyauctions If you have any questions about the hobby that you would like addressed, email us at hello@fivecardguys.com or DM us on Instagram at @cardstothemoon or @fivecardguys.

➤ New auto industry report out of California contains some surprising information on Tesla sales ➤ Fed Chairman Powell speaks ➤ Ron Baron comments on Tesla ➤ New weekly insured vehicle data out of China ➤ Hertz discloses some information on Tesla fleet ➤ GM shares Super Bowl ad: https://youtu.be/jfYdypGqbOs Shareloft: https://www.shareloft.com Twitter: https://www.twitter.com/teslapodcast Patreon: https://www.patreon.com/tesladailypodcast Tesla Referral: https://ts.la/robert47283 Executive producer Jeremy Cooke Executive producer Troy Cherasaro Executive producer Andre/Maria Kent Executive producer Jessie Chimni Executive producer Michael Pastrone Executive producer Richard Del Maestro Executive producer John Beans Music by Evan Schaeffer Disclosure: Rob Maurer is long TSLA stock & derivatives

On this episode of the Hockey Cards Gongshow podcast, we start by honoring the NHL's greatest number 53 for episode 53 (7:05).  We take a look at the biggest hockey card value gainers and losers so far in the 2022-23 NHL season amongst active players (13:04). Next in our Gongshow social media roundup we cover; The Cole Caufield Injury Impact, January 2023 hockey card sales report, and a record sale for 2015 The Cup sealed wax (23:47).  In Hobby News, we pay homage to Bobby Hull, look at the card market impact to the Bo Horvat trade, and discuss a theory from The Athletic as to why Mo Seider struggled in the first half of the 2022-23 NHL season (39:26).  2021 Synergy is out and we give our instant reactions, plus our thoughts on what new hockey card release might be next (49:56).  In our PWCC Weekly Auction hockey preview, we highlight interesting cards that are up for auction (54:37).  Finally, your listener mailbag questions get answered (1:17:50). Partners & SponsorsOur Patreon - https://www.patreon.com/HockeyCardsGongshowPWCC Marketplace - https://www.pwccmarketplace.comStand Up Displays - https://www.standupdisplays.coSign up for Card Ladder - https://app.cardladder.com/signup?via=HCGongshowFollow Hockey Cards Gongshow on social mediaInstagram - https://www.instagram.com/hockey_cards_gongshow/TikTok - https://www.tiktok.com/@hockey_cards_gongshowFacebook - https://www.facebook.com/HockeyCardsGongshowTwitter - https://twitter.com/HCGongshowYouTube - http://youtube.com/@hockeycardsgongshowThe Hockey Cards Gongshow podcast is a production of Dollar Box Ventures LLC. 

Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers. The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic and the winning behaviors behind this new backdrop in sales.  HIGHLIGHTS Top sellers spend less time selling and more time researching  Buyers trust individual sellers more than the organizations they represent LinkedIn offers much more value than just a place to get a job Post-pandemic: Very large deals are continuously being closed virtually Buyers are people so understand their context to angle your pitch more effectively QUOTES Use your tech stack and traditional sales together for bigger wins - Brian: "If I look at my own organization, the sellers that continue to strike the balance between leveraging the technology and being thoughtful about when it made sense to do business virtually, and also travel thoughtfully, performed extremely well." Sellers report continually closing deals over 500k without ever meeting buyers - Brian: "The technology generally is at a place where both buyers and sellers are able to be effective in their jobs and, for those reasons, we feel like this isn't something that's going to immediately 180 back to where it was pre-pandemic." Learn the politics within your buyer's organization to guide your sales process - Brain: "What are the organizational dynamics and what's the organizational political climate that your person or your champion or the buyer team is operating in? And that stuff guides so much more than I think the average seller would give credit to. But that is not something you are going to learn anything about unless you have a high degree of trust." Find out more about Brian Walton in the link below: LinkedIn: https://www.linkedin.com/in/brianwalton415/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Today's interview is going to be so insightful and helpful, especially for you if you're in B2B sales or you want to build more corporate partnerships.  My guest today, Richard Harris, is someone I've come to really respect and admire in the sales world. We were both honored to be recognized as Salesforce Top Sales Influencers this year, and when I came in to the program it was evident that Richard was already a leader in the group, had been in the program before, but helped me feel so welcomed and supported, even though I'm a complete rookie and had no idea what I was doing. As I've gotten to know him better my respect has continued to grow for him. He's a 2X Salesforce sales leader to follow, the founder of the Harris Consulting Group where his clients include Google, Salesforce, Zoom, and he helps put out the annual State of Mental Health in Sales Report too. He is not only incredible in his sales roles, but also cares about the health and wellbeing of all of us in sales and openly shares his own story of overcoming challenges.   Show Notes: [2:41] - Welcome to the show, Richard! [4:46] - Richard shares his sales origin story. He always knew he would be in sales. [7:23] - It all started at The Gap for both Richard and Elyse. [8:30] - Although he works with a lot of huge companies, it isn't all about the corporate world for him. [10:17] - It all begins by being a giver. Make deposits over withdrawals. [12:10] - Listen as Richard shares a story of flipping the script to connect with a huge brand. [14:19] - Sometimes it is worth it to take a risk and be “gutsy”. [15:39] - Make the time to say yes more. [17:08] - By having this mindset, you will weed out the clients you don't want. [18:11] - Richard shares the experience of a “blow up” with a large company. [20:18] - He admits that sometimes ego gets in the way. [22:07] - What are the states of ego? [23:34] - 95% of it all is psychology and mindset. [24:34] - A lot of women make themselves small. [25:51] - Oftentimes, we place the prospect on a pedestal. [27:10] - Men in sales have this same issue but as they were growing up, they were taught to cover it up. [28:26] - It's not our job to do business with everyone we talk to. It's our job to do business with people who want to do business with us. [29:34] - “Our most successful customers have done it this way.” [30:43] - Earn the right to ask questions. [32:18] - Richard and Elyse do a role play to demonstrate a respect contract. [34:00] - There's a difference between having a script and sounding scripted. [35:19] - Everyone wants to be treated fairly. It levels the playing field. [37:16] - Share your Respect Contract with Richard. He'll help you solidify it. [38:51] - When you were at peak performance, what was happening? [40:17] - Mental Health is incredibly important. [42:01] - Richard opens up about his mental health and why he continues to see a therapist. [43:31] - There are strategies to increase focus on one thing and to stop focusing on the others. Connect with Richard: Call and Text: 415-596-9149 The Harris Consulting Group Website LinkedIn  |  Twitter  |  Facebook   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Gain a better understanding of the practical value of the CliftonStrengths for Sales report and how you can use the report effectively in your coaching, from Gallup's Austin Suellentrop.View the complete transcript for this webcast, along with audio and video, at https://www.gallup.com/cliftonstrengths/en/394895/how-to-coach-using-cliftonstrengths-for-sales-report.aspxFollow UsFacebook -- https://www.facebook.com/CliftonStrengths/ LinkedIn -- https://www.linkedin.com/showcase/cliftonstrengths/Instagram -- https://www.instagram.com/cliftonstrengths/ Twitter -- https://twitter.com/CliftonStrengthPinterest -- https://www.pinterest.com/CliftonStrengths/Learn More About CliftonStrengthsSubscribe to the CliftonStrengths Newsletter -- https://bit.ly/30IjWMH How It Works -- https://bit.ly/36gD4mi 34 CliftonStrengths Themes -- https://bit.ly/30FyexO 4 CliftonStrengths Domains -- https://bit.ly/36eLvyx The History -- https://bit.ly/30OggZZ Who's It ForIndividuals -- https://bit.ly/2ukUNf1 Teams -- https://bit.ly/3axoASj Organizations -- https://bit.ly/38pj7Lm Schools -- https://bit.ly/37gPvjl Popular ProductsAssessments -- https://bit.ly/2Gi9Etf Materials and Tools -- https://bit.ly/3azKrZc Courses -- https://bit.ly/37ftuRP Books -- https://bit.ly/36jdfC2 Additional ResourcesArticles and Videos -- https://bit.ly/2TNAh19 Webcasts -- https://bit.ly/2GeKHip Guides and Reports -- https://bit.ly/37erWI0

Find out what from Austin Suellentrop you need to know about the CliftonStrengths for Sales report, who it's designed for, and how they can use it effectively in their roles.Follow CliftonStrengths on LinkedIn at https://www.linkedin.com/showcase/cliftonstrengthsView the complete transcript for this webcast, along with audio and video, at https://www.gallup.com/cliftonstrengths/en/393461/cliftonstrengths-for-sales-report-launch.aspx