Winning Sales Processes How to build an effective sales cycle Building sales “tool kits” to support the sales
Sales  <ul><li>“ Creating an environment where an act of faith can take place.” </li></ul>
Ideal sales process: <ul><li>The process the customer uses to buy. </li></ul>
Key Sales Process Challenges <ul><li>Lack of targeting </li></ul><ul><li>Lack of follow-through </li></ul><ul><li>Boring s...
R O I  Personal Assets Time Time Energy Energy Ability Ability Money Money Reputation Reputation
CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN The ABC‘s of Targeting A Absolute B Beneficial C Convenient High Yield...
Corporate Group Most Wanted List Page A 1 of 1 Date : Product :   The Complete Sales Action System Sales Person :  Main Cr...
Why Frequency Works <ul><li>48% of all sales people make one call and after a solid “NO” from a potential client - they st...
Have a tool-kit of frequency tools <ul><li>Reasons for calling </li></ul><ul><li>Web based interaction, e-mail, blogs etc....
Frequency Goal Sheet My A Client or Prospect Time Period : One Year Actions Goals Actual In person business visits 12 9/12...
Web 2.0 Explained
A Brand…. <ul><li>… is a promise. </li></ul>
“ The Customer Owns Your Brand”
<ul><li>“… the shift of the balance of power to the consumer will cause organizations to place greater importance on build...
The Reverse Drip
Summary <ul><li>Stay Focused </li></ul><ul><li>Have a process for follow-through </li></ul><ul><li>Vary your message and m...
Resources <ul><li>http://SociableBook.com   </li></ul><ul><li>http://ClosingBigger.net   </li></ul>
More Social Media Resources <ul><li>Why Blogging is An Important Part of Social Media Strategy  [Video] </li></ul><ul><li>...
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Sales / Social Media for Women President's Organization

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A presentation on improving sales process and integrating it with social media strategy.

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Sales / Social Media for Women President's Organization

  1. 1. Winning Sales Processes How to build an effective sales cycle Building sales “tool kits” to support the sales
  2. 2. Sales <ul><li>“ Creating an environment where an act of faith can take place.” </li></ul>
  3. 3. Ideal sales process: <ul><li>The process the customer uses to buy. </li></ul>
  4. 4. Key Sales Process Challenges <ul><li>Lack of targeting </li></ul><ul><li>Lack of follow-through </li></ul><ul><li>Boring sales people </li></ul><ul><li>Outdated interaction and engagement tools </li></ul>
  5. 5. R O I Personal Assets Time Time Energy Energy Ability Ability Money Money Reputation Reputation
  6. 6. CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN The ABC‘s of Targeting A Absolute B Beneficial C Convenient High Yield & Larger Investment Lower Yield & Smaller Investment Pro-Active & High Relation- ship Selling Passive & Lower Rela- tionship Selling
  7. 7. Corporate Group Most Wanted List Page A 1 of 1 Date : Product : The Complete Sales Action System Sales Person : Main Criteria : 200 or more sales people in the company. Person/company responsible for handling training for the company. Secondary Criteria : Actually changing from passive to pro/active marketing and selling. Invests more than 500 000 annually in sales training. Volume – 40 million annually/person/company excellent contacts Heavy Users Retain Light Users Develop Non – Users Regain Non – Users Gain D L Causier – Canada Watkins – USA ABSA Bank Nissan - SA BMW – SA Liberty Life – SA Sage Life – SA Homenet – SA Wakefileds – SA Max Prop – SA Aida – SA Fraser Real Estate – Canada Sask Ins Corp - Canada Justin – Avon – SA NBS Bank – SA First National Bank – SA IBM Seaboard Life – Canada Management Recruitment – USA Triple A Employment – USA Express Services – USA Reality World – Canada Coldwell Banker – USA Atlantic Trust – Canada Remax – Canada Ind Ins Agents of Michigan Toronto Dominion Bk – Canada Royal Bank – Canada C/B of Canada Hong Kong Bank of Canada California Credit Union League Sanlam – SA Old Mutual – SA Fedlife – SA ABSA Brokers – SA Century 21 – Canada Hancounts – New Zealand Ian Fitzgerald – ACI Mike Perry and Assoc Avroy Shlain Cosmetics SA Breweries Douglas Green Persetel Mecedes - SA Toyota - SA
  8. 8. Why Frequency Works <ul><li>48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling </li></ul><ul><li>25% make two calls and stop </li></ul><ul><li>15% make three calls and stop </li></ul><ul><li>12% make three calls and continue. These people are responsible for 80% of all sales </li></ul>Source: National Dry Good Association (USA) Survey 1999
  9. 9. Have a tool-kit of frequency tools <ul><li>Reasons for calling </li></ul><ul><li>Web based interaction, e-mail, blogs etc. </li></ul><ul><li>Faxes </li></ul><ul><li>How-to’s and Newsletters </li></ul><ul><li>VIP functions and seminars </li></ul><ul><li>Coffees, lunches, dinners </li></ul><ul><li>Gifts </li></ul><ul><li>Calls from your team </li></ul><ul><li>Networking / Coincidental Encounters </li></ul>
  10. 10. Frequency Goal Sheet My A Client or Prospect Time Period : One Year Actions Goals Actual In person business visits 12 9/12 10/2 11/16 Personal Visits / Lunches etc 2 10/9 Educate / Inform about Opportunity 6 8/9 9/22 Thank-you / Post Card / Seasonal 2 11/12 Telephone Calls / E-mails 6 9/4 10/5 11/20 Functions / Events / VIP 2 9/30 Sub Total 30
  11. 11. Web 2.0 Explained
  12. 12. A Brand…. <ul><li>… is a promise. </li></ul>
  13. 13. “ The Customer Owns Your Brand”
  14. 14. <ul><li>“… the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.” </li></ul><ul><ul><li>Don Peppers and Martha Rogers (Rules to Break and Laws to Follow) </li></ul></ul>
  15. 15. The Reverse Drip
  16. 16. Summary <ul><li>Stay Focused </li></ul><ul><li>Have a process for follow-through </li></ul><ul><li>Vary your message and medium (Don’t be boring) </li></ul><ul><li>Employ social media engagement tools to adapt to the new consumer. </li></ul>
  17. 17. Resources <ul><li>http://SociableBook.com </li></ul><ul><li>http://ClosingBigger.net </li></ul>
  18. 18. More Social Media Resources <ul><li>Why Blogging is An Important Part of Social Media Strategy [Video] </li></ul><ul><li>Integrating Social Media Into Your Sales and Marketing Process [Podcast/Blog] </li></ul><ul><li>Making Social Media Part of What You Do [Video] </li></ul><ul><li>Developing a Social Media Calendar and Implementation Plan [Podcast/Blog] </li></ul><ul><li>Sample Social Media Policy [Blog] </li></ul><ul><li>What is Social Media Etiquette [Video] </li></ul><ul><li>5 Ways to Build a Twitter Following Organically [Blog] </li></ul><ul><li>Twitter for Sales and Marketing [Video] Part 1 and Part 2 </li></ul><ul><li>Social Media ROI [Podcast] </li></ul><ul><li>The Future of Sales and Marketing Social CRM [Podcast] </li></ul>

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