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Break the Silence and End Sales Suffering - Charles Bernard & Lindsay Wolff
- 1. Break the Silenceand End Sales Suffering Charles Bernard and Lindsay Wolff Cbernard@criteriaforsuccess.com, Lwolff@criteriaforsuccess.com
- 2. CFS Mission Produce breakthroughsales results and help people better relate to each other
- 3. We successfully workedwith sales organizations here…
- 4. Technology Financial Staffing Medical Supplies Human Resources Manufacturing& Distribution Energy Accounting & Legal Media Real Estate Consulting Education Logistics & Transportation Large Retail Advertising Creative Telecommunications Government & Defense Not for Profit Healthcare Publishing
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- 7. Use this toolafter the first quality meeting… It will get you more sales…. Why ???
- 8. Dear prospect I enjoyedour meeting The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. I would like to schedule a follow up meeting for next Tuesday at 10am The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. The quick brown fox jumps over the lazy dog. As Ben Franklin did whenever he was faced with an important decision, he would list out the pros and cons in two columns and he weighed the columns to make a final decision. I am confident that the pro column for my solutions will outweigh the cons. Have a great day
- 9. Hi Derek, It wasa pleasure speaking with you today. Below is a summary of my understanding of your goals, what we request from your team, ABC Co. responsibilities, and a desired outcome. I look forward to speaking on June 16th at 2pm. A) ABC Co Goals 1. Ability to recruit talent to hire – for long and short-term needs 2. Hire warehouse workers immediately 3. Acquire services within budget constraints B) Requests for ABC Co 1. Please review Section A above and if possible, reply with feedback by end of this week. 2. Attend a discovery meeting with hiring managers to determine critical & nice to have skills 3. Review ABC Co contract 4. Conduct tour of ABC Co facility to see the warehouse operation, including discussing safety standards 5. Identify specific performance metrics and obtain desired candidate profile C) ABC Co. Responsibilities 1. Provide a recruiting plan to ABC Co 2. Provide examples of candidate vetting process, i.e. screening questions and background check process 3. Review ABC Co contract with ABC Co D) Ideal Outcome 1. A clear and comprehensive recruiting plan is understood and agreed to 2. ABC Co services performance plan is accepted 3. ABC co stakeholders support the execution of this program Best,
- 10. Creates Control Evens playingfield Holds both parties accountable No poker playing No surprises Improves time management Gives synopsis for others Provides the best leading indicator of future business
- 11. Develop a salesplaybook Because it will get you more sales….
- 12. Prospecting Prospecting plans Targeting Lead sources Askingfor referrals Networking Cold calling Common problems Phone scripts 30-second intros Email templates Inbound marketing Selling Qualification Value proposition Running a meeting Problem/opp. matrix Success stories Pushbacks D.E.A.L. document Going for no Lead process Support Sales management Marketing Operations Onboarding Toolboxes Human Resources System Assigning leads Lead stages Qualifying process Opportunity stages Won opportunities Entering activities Maintaining integrity Team Sharing successes Sales team meetings Competitor information Sales Playbook Best Practices
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