Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%

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

Session Overview
Griffin Hill brings a systematic approach to high achievement through Sales Process and Plays, Metrics, and Coaching. Through our performance technology, we bring increased success ratios. Simply put - our client’s sell more, faster; In fact, we help shorten sales cycles up to 66%.

We subscribe to the Law of Human Performance –people perform to deadlines. An integral part of the Griffin Hill Integrity Sales System is “Schedule Next Event” or SNE – this is the key to shortening sales cycles.

A “SNE” constitutes 1. Time, Place, Date – Certain, and 2. Purpose of the meeting mutually understood.

This alleviates friction in the sales process, sets the expectation toward the close, and qualifies for interest.

The Schedule Next Event is key to sales acceleration. It will have one of the most significant impacts on shortening the sales cycle and bringing in more cash, profits, and revenue at a much faster rate.

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Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%

  1. 1. #SalesSummit | @Your twitter handle
  2. 2. #SalesSummit | @Your twitter handle More Revenue… Faster! Shorten your sales cycle up to 66%
  3. 3. #SalesSummit | @Your twitter handle Systematic Approach “We are all the product of the systems we employ. We can never reach a level of achievement higher than the quality of our systems.” - Dr. Scott Baird
  4. 4. #SalesSummit | @Your twitter handle Systematic Approach
  5. 5. #SalesSummit | @Your twitter handle Systematic Approach • Increase Success Ratio • Rapid, Substantial, Sustainable Sales • Sell more… faster • Shorten Sales Cycle – as much as 66% … therefore, more revenue faster!
  6. 6. #SalesSummit | @Your twitter handle PROCESS & PLAYS • Milestones that mark progression • Stack the odds of success
  7. 7. #SalesSummit | @Your twitter handle Rapport Positioning Benefit Proof Schedule Next Event/Permission PROCESS & PLAYS
  8. 8. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Activity with your Sales Teams: • Number of Prospects • % with a Scheduled Next Event What is that number?
  9. 9. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Defined: • Time, Date, Place - Certain • Purpose mutually understood
  10. 10. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Activity with your Sales Teams: • Number of Prospects • % with a Scheduled Next Event • % with actual Scheduled Next Event  Time, Date, Place – Certain  Purpose Mutually understood What is that number? (Often find it is less than 10%)
  11. 11. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Purpose: • Alleviate friction in the sales process • Sets the expectation toward the close • Qualifies for interest
  12. 12. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Principles: • Law of Human Performance: People perform to deadlines! • Salesperson credibility • Saves time and work • Increases the likelihood of advancing the sale
  13. 13. #SalesSummit | @Your twitter handle Schedule Next Event/Permission Examples: SNE: “Let’s get together to talk about your goals and your priorities… [how does Thursday morning look for you?]...” Permission: “Let’s talk about your goals and priorities, do you have 30 minutes right now where we could go a little deeper?...”
  14. 14. #SalesSummit | @Your twitter handle Schedule Next Event/Permission • Alleviate friction in the sales process • Sets the expectation toward the close • Increase Success Ratio • Sell more… faster • Shorten Sales Cycle – as much as 66%
  15. 15. #SalesSummit | @Your twitter handle Free Stuff: www.griffinhillconsulting.com/summit More Information: info@griffinhillconsulting.com

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