The Big Sales Factory

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Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half?

Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever!

Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!

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  • SIZE
  • COMPLEXITY
  • CHANGES YOU
  • PROCESS
  • BUYERS
  • DIFFERENCE BETWEEN REASONS
  • THEY BRING CHANGE
  • GROWTH
  • NO MAN’S LAND
  • PROGRESSION OF EVOLUTION – LITTLE TO BIG
  • Craftsmen
  • Guild
  • Industrial revolution
  • Lean Manufacturing
  • ACTIVITY one eyed dog in a butcher shop, everything looks good
  • MEASURES – CRM believes if we watch closer, we get more
  • MONEY – put money on the problem and it gets better
  • TERRITORY – shape your thinking around geography
  • ROCKSTARS
  • MINI ME
  • 1:1 ratio
  • Like/Trust vs. Fear/confidence
  • Turnover kills your confidence
  • Plan for farming, pray for rain
  • Wait for whales trying to grow a sale
  • Economic Rollercoaster
  • Crown Partners shift to Mid-Market hunting, top-to-top and then step-based approach
  • Iron triangle of product quality, service, price
  • Excel spreadsheet selling
  • Win by a nose, run the race again Means win by a nose, lose by a nose
  • Personnel changes = risk
  • Incremental
  • The Big Sales Factory

    1. 1. Building The Big Sales Factory
    2. 2. Welcome! <ul><li>Today is about The Big Sale Factory </li></ul><ul><li>What, why and most importantly HOW </li></ul><ul><li>5 Best Principles </li></ul><ul><li>What you can do to build your own </li></ul><ul><li>Self-Audit – How do you score </li></ul>
    3. 3. Quick Shout Out…
    4. 4. What is a Big Sale?
    5. 5. What is a Big Sale?
    6. 6. What is a Big Sale?
    7. 7. What is a Big Sale?
    8. 8. What is a Big Sale?
    9. 9. What is a Big Sale?
    10. 10. What is a Big Sale?
    11. 11. What is a Big Sale? <ul><li>Bigger size </li></ul><ul><li>More complexity </li></ul><ul><li>Changes you </li></ul><ul><li>Different process </li></ul><ul><li>More buyers </li></ul><ul><li>Different reasons </li></ul>
    12. 12. Why do we want big sales?
    13. 13. Why do we want Big Sales? ?
    14. 14. Why do we want Big Sales? ?
    15. 15. Why do we want Big Sales? ?
    16. 16. Why do we want Big Sales? ?
    17. 17. Why do we want Big Sales? <ul><li>Change us </li></ul><ul><li>Grow faster </li></ul><ul><li>Cross no man’s land </li></ul><ul><li>More opportunity for your people </li></ul><ul><li>Land other big sales </li></ul>
    18. 18. What is The Big Sale Factory?
    19. 19. What is The Big Sale Factory? ?
    20. 20. What is The Big Sale Factory? ?
    21. 21. What is The Big Sale Factory? ?
    22. 22. What is The Big Sale Factory? ?
    23. 23. What is The Big Sale Factory? <ul><li>Craftsmen </li></ul><ul><li>Guild </li></ul><ul><li>Industrial Revolution </li></ul><ul><li>Lean Manufacturing </li></ul>
    24. 24. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul>
    25. 25. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul>
    26. 26. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul><ul><li>Squeeze out waste at every step </li></ul>
    27. 27. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul><ul><li>Squeeze out waste at every step </li></ul><ul><li>Focus on process rather than people </li></ul>
    28. 28. Let’s build The Big Sale Factory… <ul><li>5 Key Principles </li></ul>
    29. 29. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul>
    30. 30. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul>
    31. 31. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul>
    32. 32. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul><ul><li>Strategy Driven vs. Luck Driven </li></ul>
    33. 33. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul><ul><li>Strategy Driven vs. Luck Driven </li></ul><ul><li>Business Solutions vs. Iron Triangle </li></ul>
    34. 34. Best Practices of The Big Sales Factory
    35. 35. <ul><li>Focus </li></ul><ul><li>vs. </li></ul><ul><li>The Numbers Game </li></ul>Best Practice #1
    36. 36. Numbers means…
    37. 37. Numbers means…
    38. 38. Numbers means…
    39. 39. Numbers means…
    40. 40. Numbers means… <ul><li>Input focused </li></ul>
    41. 41. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul>
    42. 42. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul>
    43. 43. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul><ul><li>Creates fiction authors </li></ul>
    44. 44. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul><ul><li>Creates fiction authors </li></ul><ul><li>CRM becomes a master, not a servant </li></ul>
    45. 45. So, if that was bad, what’s good?
    46. 46. Focus <ul><li>Screen targets according to a model </li></ul><ul><ul><li>90% of your market is less than best </li></ul></ul>
    47. 47. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><ul><li>How do you know up front when it’s cheap to get out? </li></ul></ul>
    48. 48. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><li>Pick your opportunities </li></ul><ul><ul><li>Select and hunt, don’t throw a net and hope </li></ul></ul>
    49. 49. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><li>Pick your opportunities </li></ul><ul><li>Know why you don’t want certain deals </li></ul><ul><ul><li>Treat prospects like the velvet rope, who’s on the list? </li></ul></ul>
    50. 50. Great Resource
    51. 51. Case Study: A Rich Man
    52. 52. Self Audit: Focus vs. Numbers Game
    53. 53. Self Audit: Numbers Game Mistakes <ul><li>You sell to >80% of your leads </li></ul><ul><li>Answer all RFPs, or no RFPs </li></ul><ul><li>Performance expectations are set on contacts, appointments and quotes </li></ul><ul><li>Change compensation plan to change sales performance </li></ul><ul><li>You have a territorial approach only to sales planning </li></ul>
    54. 54. Self Audit: Focus Best Practices <ul><li>You have a formal review process for prospects that require investment in the sales process </li></ul><ul><li>You are converting at 50%+ on your biggest sales opportunities </li></ul><ul><li>You have discussed, fought over and created a list of the 10 most important target filters </li></ul>
    55. 55. <ul><li>Process </li></ul><ul><li>vs. </li></ul><ul><li>People </li></ul>Best Practice #2
    56. 56. Process vs. People
    57. 57. Process vs. People
    58. 58. Process vs. People
    59. 59. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul>
    60. 60. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul>
    61. 61. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul><ul><li>Replicable = Scalable </li></ul>
    62. 62. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul><ul><li>Replicable = Scalable </li></ul><ul><li>Improve the system and it becomes an asset </li></ul>
    63. 63. Process vs. People <ul><li>Action Items: </li></ul><ul><li>Build your step process </li></ul><ul><li>Establish your engagement gauges </li></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>People </li></ul></ul><ul><ul><li>Info </li></ul></ul><ul><li>Create your dashboard </li></ul>
    64. 64. Case Study: Doctors with Big Borders
    65. 65. Self Audit: Process vs. People
    66. 66. Self Audit: People Mistakes <ul><li>Hire “ rockstars ” from your industry because of their contact list </li></ul><ul><li>Look for perfect sales rep based upon past perfect sales rep </li></ul><ul><li>Calculate candidate value based upon book of business they promise they can move </li></ul>
    67. 67. Self Audit: Process Best Practices <ul><li>You have a clear step-based process with roles, responsibilities and proof at each step in the process for selling key accounts </li></ul><ul><li>No one sales rep has greater than 40% of your sales accounts </li></ul><ul><li>You can see out 12 months with confidence as to what your new account sales performance will be </li></ul>
    68. 68. <ul><li>“ Organizationship ” Selling </li></ul><ul><li>vs. </li></ul><ul><li>Relationship Selling </li></ul>Best Practice #3
    69. 69. “ Organizationship ” Selling vs. Relationship Selling
    70. 70. “ Organizationship ” Selling vs. Relationship Selling
    71. 71. “ Organizationship ” Selling vs. Relationship Selling
    72. 72. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><ul><li>Technology, governance practices, risk and complex processes dictate this </li></ul></ul>
    73. 73. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say “no” </li></ul><ul><ul><li>Modern no = “Yes, later” </li></ul></ul>
    74. 74. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul>
    75. 75. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul>
    76. 76. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul><ul><ul><li>Biggest brand </li></ul></ul>
    77. 77. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul><ul><ul><li>Biggest brand </li></ul></ul><ul><ul><li>Lowest price </li></ul></ul>
    78. 78. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><ul><li>Figure out your people who match theirs, bake them into the process at the appropriate place with roles and responsibilities </li></ul></ul>
    79. 79. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><ul><li>They are afraid of work, risk, accountability </li></ul></ul>
    80. 80. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul>
    81. 81. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul>
    82. 82. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul>
    83. 83. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul>
    84. 84. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul><ul><ul><li>Risk Management </li></ul></ul>
    85. 85. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul><ul><ul><li>Risk Management </li></ul></ul><ul><li>Bigger team </li></ul>
    86. 86. Case Study: 5x in 17 weeks
    87. 87. Self Audit: “ Organizationship ” Selling vs. Relationship Selling
    88. 88. Self Audit: Relationship Mistakes <ul><li>For bigger sales, sales personnel do greater than 50% of the prospect-facing meetings </li></ul><ul><li>Sales generates the annual sales forecast and growth predictions alone </li></ul><ul><li>You do not have a process driven dashboard for sales management </li></ul><ul><li>Your sales dashboard includes a sales defined “potential to close” estimate </li></ul>
    89. 89. Self Audit: “ Organizationship ” Best Practices <ul><li>We know who all of the decision-makers, influencers and detractors are in each of our biggest prospects </li></ul><ul><li>Senior executives from our company are involved in all of our biggest sales early </li></ul><ul><li>On our biggest sales we target at least 3-5 key players from the prospect’s side to be in the presentations and meetings </li></ul>
    90. 90. <ul><li>Strategy Driven </li></ul><ul><li>vs. </li></ul><ul><li>Luck Driven </li></ul>Best Practice #4
    91. 91. Strategy Driven vs. Luck Driven
    92. 92. Strategy Driven vs. Luck Driven
    93. 93. Strategy Driven vs. Luck Driven
    94. 94. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><ul><li>Don’t chase everything, not everyone is ready for the gift of working with you </li></ul></ul>
    95. 95. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><ul><li>List comes from the strategic plan, everyone knows it </li></ul></ul>
    96. 96. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><li>Hunt heavy with confidence </li></ul><ul><ul><li>Hunt less = Hunt with more </li></ul></ul>
    97. 97. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><li>Hunt heavy with confidence </li></ul><ul><li>Generals lead from the front </li></ul><ul><ul><li>The company takes the cue from leaders </li></ul></ul>
    98. 98. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><ul><li>Portfolio approach </li></ul></ul>
    99. 99. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><li>Process/budget dedicated to the big deals </li></ul><ul><ul><li>Different than marketing or average sales </li></ul></ul>
    100. 100. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><li>Process/budget dedicated to the big deals </li></ul><ul><li>3. Executive management drives the choices </li></ul>
    101. 101. Case Study: Shift from Star Chasing
    102. 102. Self Audit: Strategy Driven vs. Luck Driven
    103. 103. Self Audit: Luck Driven Mistakes <ul><li>Bigger is always better </li></ul><ul><li>Sales reps pick prospect targets on their own with little company oversight </li></ul><ul><li>Hunted icon brand clients to enter a market vertical </li></ul><ul><li>Focus on sales activities to drive our “get lucky” approach </li></ul>
    104. 104. Self Audit: Strategy Best Practices <ul><li>Executive management has selected 1-5 big clients we are going to land this year to grow our business 20%+ </li></ul><ul><li>Each sales person has a list of company selected prospects to target and sell </li></ul><ul><li>Everyone knows who we should not sell and why- and we don’ t waste time on those. </li></ul>
    105. 105. <ul><li>Business Solutions </li></ul><ul><li>vs. </li></ul><ul><li>Iron Triangle </li></ul>Best Practice #5
    106. 106. Business Solutions vs. Iron Triangle
    107. 107. Business Solutions vs. Iron Triangle
    108. 108. Business Solutions vs. Iron Triangle
    109. 109. Business Solutions vs. Iron Triangle
    110. 110. Business Solutions vs. Iron Triangle
    111. 111. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions </li></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>Money </li></ul></ul><ul><ul><li>Risk </li></ul></ul>
    112. 112. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions = Time / $ / Risk </li></ul><ul><li>You are sent to whom you talk like </li></ul><ul><ul><li>Speak commodity, talk to managers </li></ul></ul><ul><ul><li>Speak solutions, talk to executives </li></ul></ul>
    113. 113. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions = Time / $ / Risk </li></ul><ul><li>You are sent to whom you talk like </li></ul><ul><li>Exec sponsorship = Exec problems </li></ul><ul><ul><li>Must have sponsorship </li></ul></ul><ul><ul><li>Without- no speed, traction or decision </li></ul></ul>
    114. 114. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><ul><li>Focus on time/money/risk problems </li></ul></ul><ul><ul><li>Write without your product/service words </li></ul></ul>
    115. 115. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><li>Analyze your Buyer’s Table </li></ul><ul><ul><li>What business problem do each have? </li></ul></ul><ul><ul><li>What speed can you solve it? </li></ul></ul><ul><ul><li>To what degree can you solve it? </li></ul></ul>
    116. 116. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><li>Analyze your Buyer’s Table </li></ul><ul><li>Impact </li></ul><ul><ul><li>What difference does your difference make? </li></ul></ul><ul><ul><li>Can you prove it? </li></ul></ul><ul><ul><li>Can you individualize it? </li></ul></ul>
    117. 117. Case Study: You’re Stuck, We’re it…
    118. 118. Self Audit: Business Solutions vs. Iron Triangle
    119. 119. Self Audit: Iron Triangle Mistakes <ul><li>Have the same presentation materials for all sizes of accounts </li></ul><ul><li>Our website posts a list of our products, services, equipment, capabilities and so on… </li></ul><ul><li>We sell to managers and directors items for which they have a budget line item </li></ul>
    120. 120. Self Audit: Business Solutions Best Practices <ul><li>We do not get delegated down from the highest level executive in the sales process </li></ul><ul><li>We have separate materials for presenting to our biggest opportunities </li></ul><ul><li>We present a financial business case as a part of our presentation </li></ul><ul><li>We speak in solution language for time, money and risk when speaking to executives </li></ul>
    121. 121. <ul><li>The Big Sale Factory: </li></ul><ul><li>Build Your Own </li></ul>
    122. 122. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul>
    123. 123. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul>
    124. 124. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul>
    125. 125. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul><ul><li>Have executive management leading in the hunt </li></ul>
    126. 126. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul><ul><li>Have executive management in the hunt </li></ul><ul><li>Ruthless on your reviews </li></ul>
    127. 127. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul>
    128. 128. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul><ul><li>5-10 ticks – Good work, more to do! </li></ul>
    129. 129. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul><ul><li>5-10 ticks – Good work, more to do! </li></ul><ul><li>10+ ticks – Need work to get to the next level </li></ul>
    130. 130. Hunt Big Sales Upcoming Workshops <ul><li>May 24 th - 25 th in Chicago </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>June 2 nd – 3 rd in St. Louis </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>June in London </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>September in London </li></ul><ul><li>The Big Sale Factory Level 2 </li></ul>
    131. 131. Let’s Stay Connected! <ul><li>To obtain slides and a free gift email us at jessie@huntbigsales.com </li></ul><ul><li>To get more info on our upcoming workshops, visit us at www.huntbigsales.com/landingpage </li></ul><ul><li>For free podcasts, blogs and videos visit us at www.huntbigsales.com </li></ul>

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