6 Steps to Super Sales Success in 2012 by @KendraLeeKLA for @data.com

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It’s a new year with a new sales goal and a new set of sales resolutions. While the economy hasn’t changed, your sales objective probably has. You need strategies to not just meet your objective, but to exceed it.

Join prospect attraction expert Kendra Lee and discover the six steps that will carry you to super sales success in 2012, including:
* The 6 steps to super sales success
* 3 strategies to generate consistent leads
* 3 techniques to grow customer revenue
* How to break the prospecting avoidance habit
* Your achievable prospecting and sales goals

Whether it’s through closing new prospects or growing customer accounts you can exceed your 2012 sales objectives!

Presented by Kendra Lee, top IT seller, sales advisor, business owner and author of award winning selling book "Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need."

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6 Steps to Super Sales Success in 2012 by @KendraLeeKLA for @data.com

  1. 1. Six Steps to Super Sales Success in 2012 Kendra Lee PresidentCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  2. 2. Kendra Lee & KLA Group  President and Founder, KLA Group  Celebrating 16 years of excellence  Helping organizations drive sales results through: – Lead generation and prospecting – New business development – Consultative selling  20+ years sales executive, manager & rep experience  Author, award winning Selling Against the Goal  Specializing in:  Selling to small & medium sized companies  The IT industryCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com 2
  3. 3. Ask your questions via Twitter Tweet: @datadotcom #jigsawcontactsOr in the Question’s box on your screen
  4. 4. Six steps to super sales success 1. Set your vision 2. Create your success plan 3. Execute! 4. Practice consistent lead generation 5. Follow-up! Follow-up! Follow-up! 6. Nurture your customersCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  5. 5. 1. Set your visionCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  6. 6. Be honest and realistic with yourselfCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  7. 7. Polling Question Which of these resources are not part of a sales success plan? A) Forecasts B) Account plans C) Prospecting D) Discounts E) Alliance partnersCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  8. 8. 2. Create your success plan    Forecasting Account Planning  Your roadmap to monthly quota achievement  Analyze based on your personal success goal  Identify your quota gaps ProspectingCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  9. 9. 2. Create your success plan    Forecasting Account Planning  Your roadmap to monthly  Identify growth quota achievement opportunities in top  Analyze based on your accounts personal success goal  Choose 4 categories of  Identify your quota gaps growth opportunities in all other accounts Prospecting  Set aside a specific time each week  Identify micro-segments with issues you can address  Choose your top 3 prospecting methodsCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  10. 10. Prepare to win. Plan to win. Execute. You will win.Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  11. 11. 4. Practice consistent lead generationCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  12. 12. Polling Question What’s your preferred lead generation approach? A) Call or stop by personally B) Send emails C) Send letters D) Hold events E) Request referrals F) Send social media direct messagesCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  13. 13. Choose your best lead generation approachCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com 13
  14. 14. 3 Strategies to generate consistent leads  Id a micro-segment with a similar issue you can solve  Create a 3-email campaign focused on the issue  Offer to share a valuable idea related to the issue  Suggest a time to discuss the idea by phone  Send the campaign in manageable groups of < 50Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  15. 15. 3 Strategies to generate consistent leads  Id a micro-segment with a similar issue you can solve  Create a 3-email campaign focused on the issue  Offer to share a valuable idea related to the issue  Suggest a time to discuss the idea by phone  Send the campaign in manageable groups of < 50  End all email campaigns with 3 follow-up phone calls  Space calls 3 days apart  Mention the email and that you have a valuable idea  Suggest a time to talk  Send a follow-up calendar invitationCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  16. 16. 3 Strategies to generate consistent leads  Id a micro-segment with a similar issue you can solve  Create a 3-email campaign focused on the issue  Offer to share a valuable idea related to the issue  Suggest a time to discuss the idea by phone  Send the campaign in manageable groups of < 50  End all email campaigns with 3 follow-up phone calls  Space calls 3 days apart  Mention the email and that you have a valuable idea  Suggest a time to talk  Send a follow-up calendar invitation  Ask for referrals into your top micro-segments  Question to find out how they think you can help  Engage your service techs to ask for referrals  Use your email campaign and warm calling to connect  Send a calendar invitation to scheduleCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  17. 17. 5. Follow-up! Follow-up! Follow-up!Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  18. 18. Polling Question Are you thinking about what questions you want to ask? A) Yes, definitely. B) Now I am!Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  19. 19. 6. Nurture your customersCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  20. 20. 3 strategies to grown customer revenue 1. Revisit proposals 2. Plan a virtual (or local) site visit 3. Launch a nurturing campaign for your B and C clientsCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
  21. 21. Find us anytime: @datadotcomhttp://data.com/facebook
  22. 22. Accompanying Resources 1. Sales Action Goals etool 2. Bi-monthly newsletter and weekly tip 2012 SUCCESS  3 Reasons Prospects Ignore Your Emails 3. Check out my Selling Against the Goal book 4. The New Rules of Email Prospecting  Free Coffee with Kendra webinar Jan 26 to subscribers Kendra Lee, President KLA Group klee@klagroup.com +1 303.741.6636 www.klagroup.com www.linkedin.com/in/kendralee twitter.com/KendraLeeKLA www.facebook.com/KLAGroupCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com 22
  23. 23. Thank you for coming! Kendra Lee, President KLA Group klee@klagroup.com +1 303.741.6636 www.klagroup.com www.linkedin.com/in/kendralee twitter.com/KendraLeeKLA www.facebook.com/KLAGroupCopyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com

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