Notes from the Sales Accelerator Summit in DC. Speakers include Tom Snyder, Mark Hunter, Allison Shapira, John Asher, and Marissa Levin

1. Mark Hunter
High Profit Prospecting
Price versus issues
New issues
Leverage issues
High Profit Prospecing
Prospect with integrity, get clients with integrity
Pick your lane/ stay in it. Make process as fast possible
Referal breakout
Rule
Normal customer acquisition cycle * 2Find what elements need tweaking, change those
Goals/measurements
#1 Do your prospects say "Great Question"
Am I doing numbers, or generating activity
Don't measure results on deals closedQuality of conversations
#2 Did I have x meaningful discussions this week?
A I learning soemthing new about that prospect
# 1 Reason look at Risk, and the Network they have.
#3 How are you defining risk, how do you take risk?
Messaging
Every message must be differentSend the same message twice
Prospecting
Fewer- spend more timeClose more deals
Social Media
social selling without social connection is soical stupidity
Social media - 1 to 1 selling relationship
Can't eat clicks
Social media is not prospecting time
SFDC Survey Results
In person
Phone
Email
State of the connected customer Salesforce reseach
Goals
Provide ability to achieve greatness

2. Allison Shapira
Public Speaking
Breathing
Standing
Stage precense
About
Teaching Public Speaking Skills around the world
Global Public Speaking
Executive Presence 5 Topics
Definition
A way of speaking and acting that makes others take notice and listen.
First thing client notices about you when you walk in the room
5 Elements
Confidence
Why do I do what I do? If not passionate, you will be ineffective
Authentic connection with what you do and what you are selling
Content
Knowing subject
Speak clearly confidently consciecly about what you do to help clients in their
language Speaking multiple languages that include everyone in conversation
Reputation of company, other people that spoke with client
Interactions with others
Body Language
Walk in room
Confernce call
Virtual call
Every part of you is communcating at every single moment
Smile
Body language
Under customers
Physical precense Use their languages, challenges
Voice and Tone
Confident/ Nervous
Happy/Sad
Know what I'm talking about
Voice going up?
Voice trailing off
Factor of breathing
Smile Stand up during calls
Stage Presence
Being You at your best.
Survey
Deeper voice- higher pay
Your voice at best.Deep Breathing

3. John Asher
Who
CEO Asher Strategies
Former Government Contractor
Member of Vistage Group
10 skills
Focus on Top Prospects
Thoughlhy research prospects
Use insiders to fully understand prospects and your requirements
Used LinkedIn to get an inside coach if needed
Crystal Knows www.crystalknows.com
EQ match/mirror personality styles
NLP
Sell yourself by buidling rapport
Ask the right questions, listen and guide the conversation
Use powerful markeing messages
Act as a business consultant provider
Recognize when buyer is ready to buy and how to close the sale Six Closing Prinicpals

4. Wexler Consulting
Sales marketing
Marketing generates leads
Sales takes leads once generated.
In todays world marketing is more equipped
Lack of communication - most common problem What is a qualified lead
Poor fransfer of information to sales team
Differences on what constitutes a qualified lead
Change of Internet
I had control over 80 % of sales cycle
Now, decision making made before they what to buy
Sites made to bypass sales people Online Transactitonal Sales
Use new world to make us sell more, better
Salespeople no longer sources of product knowledge and pricing
Subtle things
Sales cycles getting longer
Golbar average win rates are declining
It's more difficult than ever to reach decision makers
Good news, there more decision makers !!!
Only 1% of cold calls convert to appointments
What I want
Who they are
What they want to buy
Before they make contact with me
Make myself an authority
Stats
75% of buyers use social information to find vendor information
67% of buyers complete their decision making before contacting a sales rep.

5. Marissa Levin
External Messaging is meaningless if it is not aligned with your self-
beliefs.
Process
Acknowledge Inner Critic
Silence inner critic
no exposures to negative things
Positive time in car
Observe your silience
Retreats
Disconnect to reconnect with yourself
Nurture your inner advocate
Create your positive inner messaging Focus on transformation
Share it with the world Due Date to Be Famous
Destructive Voices
Slave driver
the rut
the miser
the pessimist
the ego

6. Tom Synder
Three Keys to Professional Persuasion
Understanding the Buyer Customer's decision journey
Commanding Conversations
Attentive Listening
Establish rapport establish intimacy
Magic bullets
Summarizing
Testing Understanding
Seeking information Bringing in
Two basic rules- principlles of communication
Customers what they conclude than what you tell them
Customer value what they ask for more than what is given
Greater of urgency of applying agenda, less likely to behave to own advantage
Who
CEO of Funnel Clarity
Persuasion studied for 70 straight years
Buyer Decision Process
Do I need to change or Do I Want to Change
What am I addressing and why Success Defined
How will I compare Points identified. People in Role Process Established
Which is best Tentative Choice Selected
Can I address my consequences
Purchase Did I get the value I expected
Do your job with humility
Great honor to do our jobCoaching into decision

7. Mark Hunter in Depth
Background
Speeding tickets Get job with car
Love it
Influence and impact people
Not about product, about the people you get to help
Prospect to your outcome
Friends and family Referals
1 to 1 - prospecting
Prescense - Social Media
Bullet Points Let personality come through Not prospecting to sell prospecting to make outcomes
Challennge - oh no, I'm buggin them 6 Messages per month
Email
Write email to be viewed on a smartphone
Subject line- 140 characters
How does it look on my phone
1st 3 words must be something about them
4-6 sentances 2-3 paragraphs- double spaced
AB Testing
Outlook Signature One
Outlook Singature Two
Pick up subject
Two lines on title
Hey give me a buzz No, I'll try to call tomorrow Never have a reference to another point in time
LinkedIn Grouops
See a good comment
Comment Publiclly
Send them an individual message
Twitter
Anybody can direct message
Linkedin
Post from someone
Post customers tweets
Inbound
Hit 2x in 36 hours
suspect until
Proprietory info
ID one of their needs
Decision maker
sense as to when they are going to make
If I propect right, I dont have a negotiation process
Put three offers
High
Medium- with most margin
Low Ball

8. Tom Synder
Three Keys to Professional Persuasion
World of science
Large dataset
Over 70 years
Robert Bales
Why are so people so good they can get their way
Gift versus skillset
Bales Analysis, How to Represent Success
Commanding conversations
xerox
scientific
11 Cats

9. 5 things
Look at LinkedIn differently
Ask How Do I want to show up to a client?
How can I meet that?
3 Gifts of the best of use
Ask how can I be a gift to those.
What can we do differntly
Throw away 50% of prospects
Become an xpert on linkedin
Get rid of ums and ahs, be creative in communication
Practice out more
Speaking is a skill not a talent, practice
Fail