The Synergy Group’s research suggests that the modern digital landscape has disarmed the B2B sales force from influencing the buying cycle to a large degree. CEO Katherine Edgar tells us that best of breed organisations are changing the way marketing and sales teams are structured to meet this change, part 1 of 6.

Katherine_Steve_Interview

Free Webinar Recording Download: How Harlow Group have been winning new corporate clients using LinkedInHow Harlow Group use Linkedin to gain new clients

We have been winning many new corporate clients using Linkedin in Australia. We ran a very insightful webinar for selected sales leaders in our network, where our MD Steve Ludlow shared how Harlow Group have been winning new clients leveraging LinkedIn.

Being a sales recruitment company, we have really needed to master LinkedIn as a candidate sourcing tool and have found along the way that LinkedIn is extremely powerful as a sales tool to reach new corporate clients (when you understand the hidden functions within).

We’ve found that the huge majority of the sales managers and sales people we speak with are underutilising LinkedIn; not knowing the many hidden sales tools that LinkedIn inadvertently has embedded within. As a result, they’re not having real success using LinkedIn to win business (certainly not to the extent we are right now).

We ran this webinar with the help of Martin Warren from insidejob who is a well renowned LinkedIn expert. Martin is Australia’s top mind in sourcing and recruitment technology and is now educating sales people in Australia’s top organisations, how to effectively use LinkedIn to get noticed and win new business.

Grab your lunch or a coffee and join Martin and Steve as they talk about what Harlow Group has been doing to win new business using Linkedin, how LinkedIn is changing the way people connect on a professional basis, and how you could be using it to gain a competitive advantage in the sales process.

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Katherine Edgar, CEO of The Synergy Group speaks with Harlow Group’s MD Steve Ludlow on the topic of scaling successful sales teams; moving from the ‘dark art’ approach, to a rigorous scientific approach to achieving organisational sales success.  The profession of B2B sales and the scaling of sales teams is often seen as a dark art; undefinable and difficult to measure and manage within a business. Using sales figures as a measure of sales success is one thing, but in a complex B2B sales environment, other foresightful measurables and levers are critical in managing sales performance in a way where results can be impacted in real time.  In this video, Steve and Katherine discuss the evolving science of sales recruiting, training, development and management of a high performance sales teams.

Katherine_Steve_Interview

Free Webinar Recording Download: How Harlow Group have been winning new corporate clients using LinkedInHow Harlow Group use Linkedin to gain new clients

We have been winning many new corporate clients using Linkedin in Australia. We ran a very insightful webinar for selected sales leaders in our network, where our MD Steve Ludlow shared how Harlow Group have been winning new clients leveraging LinkedIn.

Being a sales recruitment company, we have really needed to master LinkedIn as a candidate sourcing tool and have found along the way that LinkedIn is extremely powerful as a sales tool to reach new corporate clients (when you understand the hidden functions within).

We’ve found that the huge majority of the sales managers and sales people we speak with are underutilising LinkedIn; not knowing the many hidden sales tools that LinkedIn inadvertently has embedded within. As a result, they’re not having real success using LinkedIn to win business (certainly not to the extent we are right now).

We ran this webinar with the help of Martin Warren from insidejob who is a well renowned LinkedIn expert. Martin is Australia’s top mind in sourcing and recruitment technology and is now educating sales people in Australia’s top organisations, how to effectively use LinkedIn to get noticed and win new business.

Grab your lunch or a coffee and join Martin and Steve as they talk about what Harlow Group has been doing to win new business using Linkedin, how LinkedIn is changing the way people connect on a professional basis, and how you could be using it to gain a competitive advantage in the sales process.

Download Webinar Recording

Fill in your email address and name below – The webinar recording link is instantly sent to your inbox.

We respect your email privacy.





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If you work with a sales director, please surgically remove his/her iPhone or BlackBerry and place this article under their ubiquitous device of preference.

If you are a sales director, please close your spreadsheet on head count, stop sweating the forecast and read on:

Here are my top 4 tactics for winning ICT sales in uncertain markets.

1 Talk it up.
There are a number of people of position who seem determined to dampen the mood more than Julia Gillard at a press conference. Yes, we know you have to cover your backside at forecast time, but there ARE sales to be won out there and your team needs you to be positive, direct and encouraging. They are watching how you respond to the situation and will follow accordingly.

2. Turbo Performance Management
Not the little blue pills on the bedside table …..of your CFO! I mean real performance management of your sales team. Re-visit territories, re-jig quotas, get rid of the perennial underachievers you’ve been hedging on for a while and do the analytics.Situational & Behavioral Interviewing for the Sales Profession

3. Avoid going to the wrong Wel
Everyone loves going to the same accounts in the same verticals because it’s kind of comfy and we know they like that we just won the cricket against India and their preference is coffee with two sugars.

However they may not be the clients with the budget or the need any more

This is the time to totally re-assess who needs you right now, who needs your system that reduces Capex by 30%, your new integrated software or new tools that cut client head count by 20%. They may be clients you’ve never dealt with before, and a fresh look from the clients perspective in the current climate may uncover totally new avenues and channels of revenue.

4. Lead. Lead. Lead
There are opportunities to lead from the front now – that is drive the sales cycle on more than a couple of real deals. In the past few months, here are some of the reasons I’ve overheard as to why sales directors couldn’t do this.

‘I’m too busy working on strategy and getting the forecast right.’
‘I have to work on managing up right now.’
‘I am working on getting my average performers over the line.’
‘I’m a big believer in empowerment and don’t want to come in over the top of my sales manager/team leader on these deals.’
In my experience, sales directors in the ICT industry are some of the most skilled, professional dealmakers in the country and yet, for these and other reasons they may be held back from using their vast expertise to drive sales. 2012 is the perfect opportunity to be spending a significant chunk of time truly leading, not directing.

Elliot Epstein – CEO | Salient Communication
P.S. – For more sales insights, SUBSCRIBE for email updates.

          Author Profile

Elliot Epstein - CEO at Salient CommunicationElliot Epstein

Elliot Epstein is the CEO of Salient Communication. Elliot has trained and coached over 3000 people throughout the Asia Pacific Region and is a sought after keynote speaker on Sales, Negotiation, Leadership and Presentations. Elliot has an impressive list of testimonials from the likes of Computershare, MYOB, HP, CBA and Ericsson and has spoken at over 300 conferences and conducted over 450 programs. -view Elliot’s posts

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Sales Managers are met with the ultimate challenge when interviewing sales people. Underequipped, rarely with any education in HR, they are interviewing the best interviewees there are; sales people! What questions should you be asking these candidates in order to understand whether or not they can perform the tasks of the position and ultimately achieve budget? How do you tailor these questions to suit your company and this particular position? Furthermore, how do you cut through the sales speak and find out if this person is genuine and has achieved targets in the past? This white paper answers all of the above.
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