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Sales Solve Everything
- 1. Everything! Sales Solve by Shane Willard
- 2. Career Bio Sales Solve Everything! ‘04 ‘05 ‘06 ‘07 ‘08 ‘09 ‘1 0 ‘1 1 ‘1 2 ‘1 3 ‘14 Professional Grade Remodeling ‘15 ‘16
- 3. Be Remarkable Remarkable: To do something worth ‘remarking’ about. Sales Solve Everything!
- 4. Elevator Pitch Sales Solve Everything! For [customers] that have [problem x] we [what you do].
- 7. Trade Shows Hijack the Marketing Sales Solve Everything! • Florida Dinner • Florida Exhibit • NACS - CS Allstars • NACS - Tumblers • NACS - Dinner
- 9. Outside Sales Outside Sales When sales activities take place OUTSIDE of the office. Sales Solve Everything!
- 10. Seller Profiles Sales Solve Everything! Sales Executive Council • The Lone Wolf • Problem Solver • Hard Workers • Relationship Builders • Challengers
- 11. The Challenger Challengers use their deep understanding of their customers' business to push their thinking and take control of the sales conversation. They're not afraid to share even potentially controversial views and are assertive—with both their customers and bosses. Sales Solve Everything!
- 13. Marketing Collateral • “My brochure isn’t done.” • “My website looks like garbage.” • “I don’t have business cards.” Sales Solve Everything!
- 14. Sales Scripts Sales Solve Everything! Hi, I'm ______________, with Mindfire Technology. You guys have a cool company. [Pause] This may not apply to you, but we've found that most software development teams don't have the time or resources to keep up with their ever-growing backlog of projects, and much less, to finish all their projects on time. Q - Do you have projects that are behind schedule or could use a different skill set? [If NO]: Congratulations, you're one of the few. I need to learn your secret. [If YES]: Join the club, it seems the business world is demanding more and more out of us. At Mindfire Technology, we provide both the skill and human capital to companies on an outsourced basis, using local talent, to help them complete their software projects quicker, and often cheaper, than what it would have cost them to do themselves. A common use case is that you may have mostly back-end developers, but you need to rewrite your website…..or conversely, you may have mostly front-end developers, but need some heavy lifting done on the backend of your application. We help fill those types of talent gaps. We also minimize common time constraints by providing resources in a couple ways. 1. Through Outsourcing. Your company could outsource projects to us, which we would develop in-house. 2. Through Staff Augmentation. We could sit one or more of our developers in your office to work side by side with your team for a period of time, or 3. Through Recruiting or Contract-To-Hire. Now you know what we do. Q- Assuming price and quality were NOT an issue, would any of the services I mentioned be helpful to your team in any way? [If NO:] That's fine, I totally understand. I'd like to send you a copy of our brochure for your reference. Is there an email you prefer I send this to? [If YES:] We'd love to work with you more. I'd like to have one of our partners give you call, but before we hang up, could I ask a couple more questions? Q - Do you guys use in-house OR outsourced software engineers? [If in-house:] Lucky you! In-house is a great way to go. [If outsourced:] That's great! Are you outsourcing locally or overseas? [If locally:] Oh, really, that's great. Who do you work with locally? [If overseas:] Nice. Which group? What's your experience been like?
- 15. Inside Sales Inside Sales When sales activities take place INSIDE of the office. Sales Solve Everything!
- 16. INside versus Outside 7x More Contacts Sales Solve Everything! Inside Sales 16% Close Rate Outside Sales 40% Close Rate
- 18. Pitcher Catcher Model Sales Solve Everything! • Pitcher • Ball • Catcher
- 20. Attract • Blogs • Keywords • Social Publishing Sales Solve Everything!
- 21. Convert • Forms • Calls-to-Action • Landing Pages Sales Solve Everything!
- 22. Close • CRM • Email • Workflows Sales Solve Everything!
- 23. Delight • Surveys • Smart Content • Social Monitoring Sales Solve Everything!
- 25. Thank you Thank you Sales Solve Everything!
Editor's Notes
- NEXT: Be Remarkable
- NEXT: Elevator Pitch
- Story of UTC meeting in SLC with Rumor Advertising. NEXT: Techstars Elevator Pitch Video
- Ask participants to re-do their elevator pitch. NEXT: Business Cards
- NEXT: Tradeshows
- Florida Dinner Florida Exhibit NACS - CS Allstars NACS - Tumblers NACS - Dinner NEXT: Channel Partners
- REVEL MightyClever BEWARE: of over-reliance on ONE channel partner. NEXT: Nitty Gritty: OUTSIDE SALES
- Next: Sales Executive Council
- Next: Definition of Challenger
- Next: Fear
- Story of Derek and I selling to a clinic Story of Ray, “Hold on there Tiger” Next: Marketing Collaterol
- Next:Sales Scripts
- Next:
- Next:
- Next: Inside Sales START with Inbound Marketing
- Pitcher: the method by which your marketing is delivered Ball: The content Catcher: The object that catches your sales leads
- Hubspot Example: Website Grader NEXT:
- Blogs, Keywords, Social Publishing LinkedIn Profile - 40x more results with a complete profile NEXT: Convert
- Forms, CTA’s, Landing Pages Organic Marketing doesn’t work, demand generation does. NEXT: CLOSE
- CRM, Email, Workflows NEXT: Delight