Your SlideShare is downloading. ×
  • Like
Sales / Social Media for Women President's Organization
Upcoming SlideShare
Loading in...5

Thanks for flagging this SlideShare!

Oops! An error has occurred.


Now you can save presentations on your phone or tablet

Available for both IPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Sales / Social Media for Women President's Organization


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

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

Published in Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads


Total Views
On SlideShare
From Embeds
Number of Embeds



Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

    No notes for slide


  • 1. Winning Sales Processes How to build an effective sales cycle Building sales “tool kits” to support the sales
  • 2. Sales
    • “ Creating an environment where an act of faith can take place.”
  • 3. Ideal sales process:
    • The process the customer uses to buy.
  • 4. Key Sales Process Challenges
    • Lack of targeting
    • Lack of follow-through
    • Boring sales people
    • Outdated interaction and engagement tools
  • 5. R O I Personal Assets Time Time Energy Energy Ability Ability Money Money Reputation Reputation
  • 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. 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. Why Frequency Works
    • 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling
    • 25% make two calls and stop
    • 15% make three calls and stop
    • 12% make three calls and continue. These people are responsible for 80% of all sales
    Source: National Dry Good Association (USA) Survey 1999
  • 9. Have a tool-kit of frequency tools
    • Reasons for calling
    • Web based interaction, e-mail, blogs etc.
    • Faxes
    • How-to’s and Newsletters
    • VIP functions and seminars
    • Coffees, lunches, dinners
    • Gifts
    • Calls from your team
    • Networking / Coincidental Encounters
  • 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. Web 2.0 Explained
  • 12. A Brand….
    • … is a promise.
  • 13. “ The Customer Owns Your Brand”
  • 14.
    • “… the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.”
      • Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)
  • 15. The Reverse Drip
  • 16. Summary
    • Stay Focused
    • Have a process for follow-through
    • Vary your message and medium (Don’t be boring)
    • Employ social media engagement tools to adapt to the new consumer.
  • 17. Resources
  • 18. More Social Media Resources
    • Why Blogging is An Important Part of Social Media Strategy [Video]
    • Integrating Social Media Into Your Sales and Marketing Process [Podcast/Blog]
    • Making Social Media Part of What You Do [Video]
    • Developing a Social Media Calendar and Implementation Plan [Podcast/Blog]
    • Sample Social Media Policy [Blog]
    • What is Social Media Etiquette [Video]
    • 5 Ways to Build a Twitter Following Organically [Blog]
    • Twitter for Sales and Marketing [Video] Part 1 and Part 2
    • Social Media ROI [Podcast]
    • The Future of Sales and Marketing Social CRM [Podcast]