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Closing the Customer Gap--Growth Answers Meet the eXpert
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Closing the Customer Gap--Growth Answers Meet the eXpert

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Slideused in a monthly GrowthANSWERS Sunrise Breakfast, discussing ideas about closing the "Customer Gap." …

Slideused in a monthly GrowthANSWERS Sunrise Breakfast, discussing ideas about closing the "Customer Gap."

Everyone needs more customers!

Published in: Business, Education

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  • Transcript

    • 1. Introducing…GrowthANSWERS
      • Membership organization
      • Subject Matter Experts
      • Emerging Companies
      • Organic Customer Growth
      • Execution is Everything
    • 2. Single-Source Responsibility One-to-One Relationship Marketing Sales & Customer Service Training Promotional Marketing Tele-Prospecting Tele-Research Direct Response Marketing Internet Marketing SEO/PPC Web Interactive Marketing Branding Positioning Messaging EMERGING COMPANY
    • 3. GA Sweet Spot
      • Emerging Companies
        • SMB (10-100 employees)
        • Dist and Mfg to $100m
        • Service Cos to $50m
        • Disciplined to grow
        • Sustainable
    • 4. Why companies choose GA?
      • Analysis
        • Growth Gap
          • Assessment Tool
          • Deep Discovery
          • Benchmark KPIs
      • Methodology
        • G Force Framework
          • Business Strategy
          • Tactical Marketing
          • Sales Execution
    • 5. Welcome to Meet-the-e X pert J. Mark Walker Vice President, Client Development Integrity Solutions, LLC and Founder & CEO J. M. Walker Group, Inc June 18. 2008 The Georgian Club
    • 6. Growth Gap™ is a registered trademark of Turning Point Strategies, LLC. Used by permission. All Rights Reserved. P C L E M Close The Prospect Gap Close The Customer Gap Close The Loyalty Gap Close The Expansion Gap Close The Margin Gap Maximize the # of qualified prospects in the pipeline Maximize conversion % of prospects to customers Maximize purchase frequency Maximize purchase of additional products Maximize price per product or service Mission: Close the Gaps
    • 7. Today: Customer Gap
      • Analysis
        • Growth Gap
          • Assessment Tool
          • Deep Discovery
          • Benchmark KPIs
      • Methodology
        • G Force Framework
          • Business Strategy
          • Tactical Marketing
          • Sales Execution
    • 8. Introducing…Integrity Solutions
      • A 40 year old Performance
      • Improvement Company
      • Thought Leadership in
      • Selling
      • Customer Service
      • Development Coaching
    • 9. Introducing…Integrity Solutions
      • “ When You Build Your People,
      • They Will Build Your Business!”
      • Selling is an “Inside Game.”
      • Sales People Are Not Born,
      • They Are built!
    • 10. Selling is… I you asked people on the street, “What do you think of when you hear the word, ‘ selling ’?” what do you think they would answer? Complete this sentence: “Selling is…”
    • 11. Selling Success Discuss in small groups: Appoint a Table Leader/Reporter. Come up with three top factors. What did you decide? (Reporters, Report!)
    • 12. Selling Success
      • It is not product knowledge.
      • It is not “Sales Training.”
      • It is “Something More.”
    • 13. Belief Boundaries Unconscious assumptions about ourselves form our mental paradigm – our mental boundary, or border. SOMETHING MORE = BELIEF X
    • 14. Our performance will not go beyond the limits we unconsciously place on ourselves. BELIEF Actions Feelings Behavior Abilities
    • 15.
      • Area of the possible
      Actions Feelings Behavior Abilities All personal growth begins by increasing our mental paradigm. BELIEF
    • 16. ® Sales Congruence Model is a registered trade mark of Integrity Solutions, LLC. All rights reserved. Sales Congruence Model ® (Alignment) TM View Of Selling Values Belief In Product Commitment to Activities View Of Abilities
    • 17. Building Belief with Sales Process What kinds of people do you like to buy from? (Everyone wants to buy, no one wants to be “sold.”) Look at the “Statement of Values and Ethics.” Is there anything here that you would not use as a foundation in your business? Establish a Process that Resonates with Personal Values
    • 18. Building Belief in Themselves Coaching People to Success
    • 19. Teaching People to Believe BUILD BELIEF
    • 20. THANK YOU