MGMP021 Why Proposal Conversion Rates Are Key
Release Date: 12/17/2021
MGMP039 Why sales managers feel resentful of junior staff and how to fix it!
Marginal Gains Maximum Profit
On today’s episode of MGMP, Jess flies solo and talks about a really key topic at the moment around sales management resentment of junior staff. But importantly, she is on hand with all the tips and tricks of how to overcome this! There are challenges at the moment with regards to development of staff internally, and it is causing problems culturally at all levels of an organisation. Equally, in the world of Covid-19 and post-furlough re-integration into a company, people are looking for more than just a bottom line salary. Key talking points from today: How Covid...
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MGMP038 How to successfully commercialise and scale sports with PDC CEO Matthew Porter
Marginal Gains Maximum Profit
Today we’re delighted to be joined by the CEO of PDC and one of Matchroom groups most important people, Matthew Porter. Matthew oversaw the commercialisation of PDC, the world darts organisation, in addition to being the youngest football league CEO of all time, and now manages the day to day operations of and expansion of Matchroom Sports across boxing, darts, snooker and much more. We talked about a range of topics from getting the right staff, training & retaining, how to commercialise and drive sales revenue for both businesses and consumers, and why it is important to...
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MGMP037 Why onboarding sales staff is now more important than ever before
Marginal Gains Maximum Profit
Welcome back to the Marginal Gains, Maximum Profit podcast where today we’re talking about how 2022 has proven it more vital than ever before to train your staff through onboarding. Right now recruiting new staff, particularly in sales, is a global challenge and when you find the right person it is vital to ensure you begin the process of both retaining them - and ensuring they make revenue - from Day 1. With onboarding we don’t mean a fancy pen and a LinkedIn post, we’re talking about fundamental training that will not only sharpen their skills, bring them into your company tone and...
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MGMP036 How sales teams can maximise networking opportunities with Bradley Hatchett
Marginal Gains Maximum Profit
Today I am delighted to welcome a business connection of mine, Bradley Hatchett from NetworkMyClub onto the podcast. As sales people, we have a usually very poor opinion of networking. Windowless, stuffy hotel conference rooms with a poor breakfast and an armful of useless business cards - that is what I think of anyway. However, with Bradley he is seeking to change the perspective of networking not just for attendees but for venues and hosts. On this episode, we talk about the pitfalls of bad networking, the value of relationship building, lead generation through...
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MGMP035 Why you should prioritise sales training now to maximise profit
Marginal Gains Maximum Profit
You might be opening this thinking well, of course a sales training provider would say now is the best time to train staff! However, there are genuine facts that show the summer is absolutely the right time to invest in training your team. Are you seeing the summer ‘slump’ where sales staff are demotivated, not engaged and vacant? Is there time that could be dedicated to projects that have no time during busier phases of the year? What quick win training could generate revenue? How are your plans for Q3 and Q4 lead conversion? If you’re unsure of the...
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MGMP034 How to utilise the summer months effectively to generate quality leads and sales
Marginal Gains Maximum Profit
Summer time, and the living is easy? Or should it be more Summer Time and Sales are easy? We think the latter, and on today’s episode of Marginal Gains, Maximum Profit, Rob is on hand to discuss the all important tips and tricks for Sales Directors to gain the most out of their team during this season. Learn why not all decision makers are on vacation, how companies do have budgets and will make decisions on spending money, and importantly how to balance your team being out of office with making sure the right sales work gets done. For all our listeners in the sports...
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MGMP033 How a sales closing process has maximised revenue for one of our clients
Marginal Gains Maximum Profit
Today, we look at how a sales closing process has maximised revenue for one of our clients. On the MGMP podcast we talk of the challenges our clients face, and how we can help you overcome these key sales industry challenges. However, in this episode we talk through a case study of how we worked with a digital marketing business in the sports space to build a closing process that has already converted into revenue. Around 3 months ago, we delivered the Selling To Corporate “Closing Process Workshop” for this client, and within just weeks they had already converted sales...
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MGMP032 Why tracking your lead conversion rate is vital to improving sales
Marginal Gains Maximum Profit
In a perfect segue from our last episode of the Marginal Gains, Maximum Profit podcast where we talked about challenges facing sales teams in securing external leads. Today we’re talking about why it is so important to track your lead conversion rate to improve sales. Often, especially when sales teams have been so focused on dealing with incoming enquiries, tracking of leads and opportunities has been lost and forgotten. Expensive CRM systems lay dormant, as a smaller sales team just “gets the job done”. Whilst that may have worked for the past 9-12 months with a...
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MGMP031 How a reliance on inbound enquiries has damaged lead generation for sales teams
Marginal Gains Maximum Profit
On our sales podcast today, Jess and Rob are talking about how a reliance on inbound sales enquiries has severely damaged lead generation across sales teams. Following the Covid-19 pandemic, consumers were ready to spend and enjoy experiences again, which saw a big uplift in incoming enquiries across the sports, leisure and entertainment sectors. However, this was a short sighted - let’s deal with taking orders - approach, which now as we hurtle through 2022 and toward a potential recession, has left sales pipelines dry. Not only that, the significant changes in staffing...
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MGMP030: Our top Q2 sales tips and market insights following Converting Corporates 2022
Marginal Gains Maximum Profit
After an awesome Converting Corporates 2022 event at an exclusive venue in London, Jess and Rob are back to share some of the incredible insights gained during this three day sales masterclass. As we accelerate through Q2, the business market is busier than ever however some key concerns from B2B and B2C sellers still exist. Whether that be asking for budgets, talking pricing, negotiating away from discounts or just simply generating real proposals (not just speculative ones!) the issues are mounting up for sales teams. What may have been a single issue to...
info_outlineJoin Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.
As 2021 draws to a close, Rob and Jess talk about a key topic at the moment - conversion rates from proposals. Whilst the words ‘strike rate’ might conjure up sporting connotations, the team at MGMP are leading you through the pitfalls and positivity of analysing your conversion rates. A worthy pre 2022 task! Jess and Rob talk about the full process, where problems can arise, and how sales managers & directors can utilise an assessment in a positive way.
On today’s episode:
- A huge thank you to all of the MGMP listeners for their consistent listening, feedback and business in 2021 [00.55]
- Why conversion rates are a key sales success metric [05.24]
- Why in 2022 you will have to work harder and smarter for every sale [10.23]
- Don’t stigmatise identifying issues, instead use a 3rd party to help you deal with it and flourish [15.17]
- How the Covid-19 pandemic has changed the sales environment forever [20.12]
- LinkedIn just doesn’t work for qualified sales leads right now, and how this is impacting the conversion of sale percentage [25.10]
- How are your team qualifying their conversations? [30.11]
- At the bare minimum, assess the structure of your sales teams business development calls [34.20]
- Most sales people undersell or don’t sell the right thing because they didn’t diagnose it correctly [39.06]
- Contact Rob to chat more about how Selling To Corporate © can help your sales team flourish in 2022!! Link below [43.44]
Key Resources Mentioned in this Episode:
Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions
To book your free market insights call with Rob, [email protected]
How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Content Disclaimer
The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
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