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Keith Ferrazzi - Relationships for Revenue Growth
 

Keith Ferrazzi - Relationships for Revenue Growth

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/keith-ferrazzi ...

Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/keith-ferrazzi

Session Overview
Key Takeaways from Relationships for Revenue Growth:

- Keith Ferrazzi’s secrets to productivity through relationships
- Techniques that instantly set prospects at ease and differentiate you from your competition
- Increased customer loyalty, shortened sales cycles, increased effectiveness in C-Suite level sales, and a more robust referral pipeline
- A new accountability strategy that will enhance performance and commitment
- Ferrazzi Greenlight’s exclusive relationship management system – which sales forces will use not only because it drives results, but because it is fun!

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    Keith Ferrazzi - Relationships for Revenue Growth Keith Ferrazzi - Relationships for Revenue Growth Presentation Transcript

    • /KeithFerrazzi @ferrazzi
    • NOT A SPEECH START OF A DIALOG MOVING TO ACTION
    • /KeithFerrazzi @ferrazzi We have made behavioral transformation a science ▪ 20 Years of Study ▪ Relational and Collaborative Focus ▪ Constantly Refining the Methodologies ▪ Field Testing, Consulting and Training with Hundreds of Fortune 1000 Clients 3
    • /KeithFerrazzi @ferrazzi Pre-Judge Passion/ Dream Struggle/ Habit Accelerated Personal Relationships Tell Your Story 4
    • /KeithFerrazzi @ferrazzi PEOPLE WITH BETTER SOCIAL CAPITAL ▪ Better jobs more quickly ▪ More likely to be promoted early ▪ Larger bonuses ▪ Higher performance evaluations Employees with most extensive personal networks were 7% more productive (MIT, 2009) Source: Social Capital: The Key to Success for the 21st Century Organization, Valdis Krebs, orgnet.com 5
    • /KeithFerrazzi @ferrazzi MANAGERS WITH BETTER SOCIAL CAPITAL ▪ Teams reach goals more rapidly ▪ Better project managers ▪ Teams generate more creative solutions #1 factor for high-performing business teams? Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 6 DEEP SOCIAL BONDS
    • /KeithFerrazzi @ferrazzi SALESPEOPLE WITH BETTER SOCIAL CAPITAL ▪ Strongest predictor of sales success: ▪ Relationship skills ▪ Higher social capital Top 1% income earners Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 7 CLOSE DEALS FASTER
    • /KeithFerrazzi @ferrazzi BOTTOM LINE: Your Network = Your Net Worth 8 $948 IBM study found each contact in a person’s network was worth:
    • /KeithFerrazzi @ferrazzi So here’s the million dollar question: DO YOU…  Have a budget and a financial plan?  Have a project plan?  Have a task list?  Have a diet plan? WHERE IS YOUR PEOPLE PLAN? 9 Content Conversation Connections Convergence Cultivating Create Communities CollectiveIntelligence Clarity Communication Collaboration
    • /KeithFerrazzi @ferrazzi 10 The Rules of the Game
    • /KeithFerrazzi @ferrazzi Mission 1: ALWAYS ASK WHO Not only WHAT, but WHO ▪ Setting specific goals ▪ Identifying who can help Write down 1 professional goal and 3 people who can help you attain that goal. BE SPECIFIC 11 FOCUS T A R G E T Mission
    • /KeithFerrazzi @ferrazzi Mission 2: SYSTEMATICALLY MANAGE YOUR TARGETS ▪ Prioritize A, B, and C ▪ Focus attention where it counts ▪ Measure the relationship quality Measure the relationship quality of each individual. -1, 0, 1, 2, 3 12 T A R G E T Mission
    • /KeithFerrazzi @ferrazzi D E F I N E Mission 3: EXPAND YOUR CURRENCY: Do your homework on one individual and how to help 13 Mission Universal Professional Personal DEFINE Giving Back Intellectual Stimulation Financial Success Deep Relationships Physical Wellness Professional Growth Spirituality Do Your Homework
    • /KeithFerrazzi @ferrazzi Mission 4: ACCELERATE RELATIONSHIPS EVERY INTERACTION Find a way to CARE 14 Mission ▪ PREPARE – Research People ▪ PROACTIVE – Mindsets ▪ FOLLOW-UP - Generosity Accelerate D E F I N E
    • /KeithFerrazzi @ferrazzi Mission 5: LIFELINE RELATIONSHIPS  Ambassadors  Mentors 15 Mission A Way of Life A L I G N M E N T
    • /KeithFerrazzi @ferrazzi A PROVEN METHODOLOGY  Find Lifeline Relationships  Broaden Goal-setting Strategy  Learn to Fight  Diagnose Limiting Habits  Commit to Improvement  Lean for Support  Make it Stick Not a “SELF-HELP” book but the first “LET OTHERS HELP” book 16
    • /KeithFerrazzi @ferrazzi WHO ARE YOUR LIFELINES ?
    • /KeithFerrazzi @ferrazzi Mission 6: BUILD YOUR PERSONAL BRAND ▪ Define how to position yourself in the market ▪ Utilize social media to market your brand Send a LinkedIn Recommendation 18 Mission A L I G N M E N T
    • /KeithFerrazzi @ferrazzi Mission 7: LEAD WITH GENEROSITY, INTIMACY, CANDOR AND ACCOUNTABILITY Ping with gratitude and respect. Ask for COFFEE, LUNCH, a CALL 19 Mission O U T R E A C H
    • /KeithFerrazzi @ferrazzi “Never be afraid to ask, the worst anyone can ever say is NO.” 20 Pete Ferrazzi