This document outlines a 7-step onboarding program to help new sales hires increase their productivity more quickly. The steps include developing a 30-60-90 day onboarding plan, establishing the right mindset for new hires, starting with immersing new hires in understanding buyers, spelling out the company's sales process, the sales leader becoming an effective coach, leveraging time-saving resources, and creating a culture of ongoing learning. The goal is to shorten new hires' ramp time to increase their chances of success and reduce turnover.
B2B Go-to-Market (GTM) has been evolving rapidly over the last few years and the biggest driver of change is data. Regardless of the type of GTM strategy being deployed, data is driving significantly higher effectiveness by helping organizations decide who to target, when to target them, what to message, and more.
Join Craig Rosenberg, Distinguished VP from Gartner, as he presents frameworks and realistic, proven use cases of data-driven GTM strategies and tactics.
In this webinar, you’ll learn:
Trends and data driving key changes in the market
The use of data in target account selection and prioritization
How data is driving a dynamic customer engagement engine (supporting any GTM)
The role of data in making sales prospecting easier and more effective (hint: these things go hand-in-hand)
Creation of a sale plan is a requirement for any business. Having a structured approach with a definite scope is very much beneficial. Please find this document which will help you structure your thoughts and let you achieve what you aspire.
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
7 Strategies for Account-Based Marketing with SalesforceSangram Vajre
Presented at Dreamforce '17 by Terminus Co-Founder & CMO, Sangram Vajre, author of "Account-Based Marketing for Dummies" and founder of the #FlipMyFunnel movement transforming B2B marketing and sales. Learn the basics of ABM and seven practical strategies for demand generation, sales pipeline velocity, and customer marketing.
B2B Go-to-Market (GTM) has been evolving rapidly over the last few years and the biggest driver of change is data. Regardless of the type of GTM strategy being deployed, data is driving significantly higher effectiveness by helping organizations decide who to target, when to target them, what to message, and more.
Join Craig Rosenberg, Distinguished VP from Gartner, as he presents frameworks and realistic, proven use cases of data-driven GTM strategies and tactics.
In this webinar, you’ll learn:
Trends and data driving key changes in the market
The use of data in target account selection and prioritization
How data is driving a dynamic customer engagement engine (supporting any GTM)
The role of data in making sales prospecting easier and more effective (hint: these things go hand-in-hand)
Creation of a sale plan is a requirement for any business. Having a structured approach with a definite scope is very much beneficial. Please find this document which will help you structure your thoughts and let you achieve what you aspire.
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
7 Strategies for Account-Based Marketing with SalesforceSangram Vajre
Presented at Dreamforce '17 by Terminus Co-Founder & CMO, Sangram Vajre, author of "Account-Based Marketing for Dummies" and founder of the #FlipMyFunnel movement transforming B2B marketing and sales. Learn the basics of ABM and seven practical strategies for demand generation, sales pipeline velocity, and customer marketing.
Did you know that 6 of 7 key players in a B2B buying process never visit your website? With account-based marketing you can now reach and influence your buyers across the web, by serving display ads only to your target accounts, and no one else. In this brief, educational webinar learn:
What is Account-based Marketing?
--Account-based (ABM) advertising - the basics
--Why should I run ABM programs?
--How it Works:
Prioritizing target accounts
Media buying, ad pacing, and more
Measuring ROI and reporting
Budgeting & Planning ABM programs
Sales strategy example when deciding how to achieve sales growth. Real sales planning and sales strategies are founded on “Business Purpose”. Regardless of what sales strategy example you select, consider the fact that history has shown us that the No.1 sales and business killers are lack of market.
Do you have a sales plan? Are you tired of constantly failing at meeting your sales goals? Or is the confusion of how to create one lingering in your head? A well-laid sales plan is crucial regardless of the size of the business or industry. Therefore, the focus of a sales plan should be on your objectives, potential obstacles, and necessary actions at every stage.
Whether you are an entrepreneur, sales executive, or sales manager, developing a sales plan will help you achieve your goals.
So, if your current plan isn’t working, it’s time to conduct a deeper analysis for better results.
Collect Relevant Sales Data and Study Current Trends
Understanding past data is crucial to creating a compelling future strategy. For example, what were your sales like in the past few years?
Did your previous strategy help you achieve your sales goals? Collecting this information can help you understand the trends in the industry.
Analyzing these trends means diving deep into closed and non-closed sales and company and product performance. As a result, you will establish an excellent foundation for your upcoming sales plan.
Here are some tips for analyzing sales data and trends:
Identify the average deal size per team member by dividing the total number of deals by the total amount that comes in. Make it a point to measure this metric monthly or quarterly. It will help you understand if your deals align with the company’s vision and set objectives. You’ll get an idea about potential risks and give relevant insights on larger deals.
Calculate the percentage of leads that convert into customers. It will help you understand the number of leads required to achieve your business goals. You also get an idea about the quality of leads acquired by the sales team.
Target specific metrics to ensure you spend time closing the right leads. For example, target the time spent in closing each deal. Understand why it takes longer in specific scenarios.
Evaluate product performance to ensure you spend your energy selling the products in demand. For instance, research which products are purchased together and analyze the seasonal sales trends.
Analyze overall company performance to identify new opportunities
Lastly, ask for feedback from your repeated buyers to understand the trends better
Set Specific Sales Objectives
Measuring progress becomes difficult without specific objectives.
The sales planning process must begin with setting clear goals or targets to achieve.
Here are some examples of sales objectives you can refer to:
Increase the monthly or annual revenue by 15%
Reduce monthly customer churn rate
Increase the number of units sold in a month
Boost profit margin by 15%
Increase customer lifetime value by 20%
Reduce the customer acquisition rate by 10%
Increase the number of qualified leads per month by 12%
Reduce the sales cycle time by 8%
Increase monthly win rates by 8%
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
How to think about your new business go to market strategy?
In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Account based marketing: from strategy and plans to execution and insightsEngagio
It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
Presenting this set of slides with name - Saas Sales PowerPoint Presentation Slides. This presentation comprises a total of twenty four slides. Each slide focuses on one of the aspects of Saas Sales PowerPoint Presentation Slides with content extensively researched by our business research team. Our team of PPT designers used the best of professional PowerPoint templates, images, icons and layouts. Also included are impressive, editable data visualization tools like charts, graphs and tables. When you download this presentation by clicking the Download button, you get the presentation in both standard and widescreen format. All slides are fully customizable. Change the colors, font, size, add and remove things as per your need and present before your audience.
Cross-Sell and Upsell Strategies in the ChanneleCoast
Laz Gonzalez from SiriusDecisions and Juliann Grant from eCoast Marketing discuss the key factors in implementing successful cross selling campaigns in the channel. Suppliers want to expand their footprint within their reseller client bases and capture new market share. Meeting growth targets from indirect channels can be challenging, since many resellers are not exclusive and represent multiple suppliers to best compete in the market.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
While sales process implementation is not a simple task and may require more of your time now than you'd like to attribute to it, the rewards justify your investment and payback comes much sooner than you would think.
Did you know that 6 of 7 key players in a B2B buying process never visit your website? With account-based marketing you can now reach and influence your buyers across the web, by serving display ads only to your target accounts, and no one else. In this brief, educational webinar learn:
What is Account-based Marketing?
--Account-based (ABM) advertising - the basics
--Why should I run ABM programs?
--How it Works:
Prioritizing target accounts
Media buying, ad pacing, and more
Measuring ROI and reporting
Budgeting & Planning ABM programs
Sales strategy example when deciding how to achieve sales growth. Real sales planning and sales strategies are founded on “Business Purpose”. Regardless of what sales strategy example you select, consider the fact that history has shown us that the No.1 sales and business killers are lack of market.
Do you have a sales plan? Are you tired of constantly failing at meeting your sales goals? Or is the confusion of how to create one lingering in your head? A well-laid sales plan is crucial regardless of the size of the business or industry. Therefore, the focus of a sales plan should be on your objectives, potential obstacles, and necessary actions at every stage.
Whether you are an entrepreneur, sales executive, or sales manager, developing a sales plan will help you achieve your goals.
So, if your current plan isn’t working, it’s time to conduct a deeper analysis for better results.
Collect Relevant Sales Data and Study Current Trends
Understanding past data is crucial to creating a compelling future strategy. For example, what were your sales like in the past few years?
Did your previous strategy help you achieve your sales goals? Collecting this information can help you understand the trends in the industry.
Analyzing these trends means diving deep into closed and non-closed sales and company and product performance. As a result, you will establish an excellent foundation for your upcoming sales plan.
Here are some tips for analyzing sales data and trends:
Identify the average deal size per team member by dividing the total number of deals by the total amount that comes in. Make it a point to measure this metric monthly or quarterly. It will help you understand if your deals align with the company’s vision and set objectives. You’ll get an idea about potential risks and give relevant insights on larger deals.
Calculate the percentage of leads that convert into customers. It will help you understand the number of leads required to achieve your business goals. You also get an idea about the quality of leads acquired by the sales team.
Target specific metrics to ensure you spend time closing the right leads. For example, target the time spent in closing each deal. Understand why it takes longer in specific scenarios.
Evaluate product performance to ensure you spend your energy selling the products in demand. For instance, research which products are purchased together and analyze the seasonal sales trends.
Analyze overall company performance to identify new opportunities
Lastly, ask for feedback from your repeated buyers to understand the trends better
Set Specific Sales Objectives
Measuring progress becomes difficult without specific objectives.
The sales planning process must begin with setting clear goals or targets to achieve.
Here are some examples of sales objectives you can refer to:
Increase the monthly or annual revenue by 15%
Reduce monthly customer churn rate
Increase the number of units sold in a month
Boost profit margin by 15%
Increase customer lifetime value by 20%
Reduce the customer acquisition rate by 10%
Increase the number of qualified leads per month by 12%
Reduce the sales cycle time by 8%
Increase monthly win rates by 8%
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
How to think about your new business go to market strategy?
In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Account based marketing: from strategy and plans to execution and insightsEngagio
It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
Presenting this set of slides with name - Saas Sales PowerPoint Presentation Slides. This presentation comprises a total of twenty four slides. Each slide focuses on one of the aspects of Saas Sales PowerPoint Presentation Slides with content extensively researched by our business research team. Our team of PPT designers used the best of professional PowerPoint templates, images, icons and layouts. Also included are impressive, editable data visualization tools like charts, graphs and tables. When you download this presentation by clicking the Download button, you get the presentation in both standard and widescreen format. All slides are fully customizable. Change the colors, font, size, add and remove things as per your need and present before your audience.
Cross-Sell and Upsell Strategies in the ChanneleCoast
Laz Gonzalez from SiriusDecisions and Juliann Grant from eCoast Marketing discuss the key factors in implementing successful cross selling campaigns in the channel. Suppliers want to expand their footprint within their reseller client bases and capture new market share. Meeting growth targets from indirect channels can be challenging, since many resellers are not exclusive and represent multiple suppliers to best compete in the market.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
While sales process implementation is not a simple task and may require more of your time now than you'd like to attribute to it, the rewards justify your investment and payback comes much sooner than you would think.
An outline for how to approach staring new in a position as a sales manager to establish a strong start and sustaining success leading a sales team. June 2020 update.
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...Financial Poise
Business owners should certainly have a clear plan for their marketing and should understand which channels are the best fit for their marketing mix. However, there are a few more things that should be done, once it’s time to start marketing. As an example, it’s important to have Google Analytics setup on the company’s website. This will be incredibly beneficial for tracking success. It’s a free tool from Google, but it won’t work until it’s been added to the website’s coding. Upon completion of this episode, the business owner will discover a variety of marketing tips which will increase their online exposure and improve their ability to refine their marketing plan for greater results.
To listen to this webinar on-demand, go to: https://www.financialpoise.com/financial-poise-webinars/youre-ready-to-start-marketing-now-what-2020/
Advice on how to start successfully as a new sales manager and set yourself up for sustaining success.
Covers:
Building relationships with staff
Evaluating sales knowledge
State of client relationships
Determining resources in place
Identify additional resource needs
Internal processes and reporting
Supplemental information from Michael J. Watkins of Harvard Business School from his book "The First 90 Days" and other resources.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
https://skyeresidences.com/
https://skyeresidences.com/about-us/
https://skyeresidences.com/gallery/
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2. Table of Contents
03
07
10
13
16
19
22
25
Step 1
Develop a 30-60-90 day onboarding plan
Step 2
Establish the right mindset
Step 3
Start with buyer immersion
Step 4
Spell out the sales process
Step 5
Become a master coach
Step 6
Leverage time savings resources
Step 7
Create a culture of learning
About the Author
Accelerate
Sales Onboarding
3. Executive Summary
Don’t Throw New Hires into a Sink or
Swim Situation.
As a sales leader, getting new reps up to speed
quickly is one of your most important jobs. The
sooner they’re able to make quota, the better.
Yet the reality is, most sellers struggle to achieve
proficiency in their new position. Many never
make it.
The impact of this churn is costly. Brad Smart,
author of Topgrading for Sales, states that the
average cost of a failed ramp-up is six times
the base salary for a salesperson. This includes
the costs of hiring, compensation, lost sales
opportunities, upset customers, team disruption
and more.
The reality is even more challenging. According
to The Bridge Group, the average sales
development rep stays in the job for only 1.4
years. For field sales reps, the Sales Revenue
Group reports that the average tenure is slightly
less than two years.
That’s why it’s essential to develop an
onboarding program that helps more of your new
reps succeed in the shortest possible timeframe.
This not only helps you meet your numbers, but it
also minimizes the revolving door syndrome that
plagues most sales organizations.
The key to long-term sales success
is short-term sales success.
JILL KONRATH
1 | Accelerate Sales Onboarding
4. A new hire’s learning
curve is grossly
underestimated
According to research by CSO Insights, sales rep
ramp time (the ability to consistently meet quota)
ranges between 3-12 months. For a simple sales
cycle involving a low cost/low risk decision, a rep
can achieve this proficiency in three months. But
as decision complexity increases, so does ramp
time. Reps have more to learn about everything.
Giving reps a short orientation, then turning them
loose to figure things out on their own is a set up
for failure. So is assigning a rep to shadow a top
performer for a few weeks. Most new hires lack
the context or experience to know what to look
for or ask the right questions.
It also doesn’t work to try to cram as much
information into their brains in the shortest
possible time. This fire-hose strategy overwhelms
reps, delays knowledge and skill acquisition and
ultimately leads to failure.
To shorten a new sales rep’s ramp time, reduce
turnover and drive more revenue growth,
leverage the following seven step program.
2 | Accelerate Sales Onboarding
6. Give new sales reps
a roadmap
New salespeople need to know specifically what they
have to learn and in what sequence. Even experienced
sellers need this – especially if they’re working in a
new market segment where they lack familiarity with
products, buyers, and decision processes.
The initial goal of this plan is situational
credibility within 30 days.
After a month, your new hires should be able to:
• Have a decent conversation with prospects without
sounding like a novice
• Ask insightful questions that position them as a
credible resource
• Demonstrate their knowledge of a buyer’s issues,
challenges, objectives and more
You’re not just planning for thirty days though. To
ensure your new hire succeeds, it’s essential to create
an onboarding plan that continues for a minimum of
90 days
4 | Accelerate Sales Onboarding
7. Map out your new
hire plan
Start by identifying everything new
hires need to know to make quota
on a regular basis. In the chart to
the right, you’ll find six quadrants
covering the primary areas of learning.
It can take a while to fill it all in.
Once you’ve identified all the
knowledge and skill sets required for
success, determine what reps “need
to know” now versus what can be
learned later. This sorting process
enables you to create a calendar
of learning that includes activities,
interviews, sales skill training and
more – all designed to get reps up to
speed quickly.
Map out what new sales reps need
to know in Week 1, Week 2, 30 Days,
60 Days and 90 Days. You’ll find
lots of good ideas in the upcoming
pages. Also, consider this an iterative
process. Once you start using this
onboarding plan, you’ll quickly
discover ways to make it even better.
Knowledge and skills required
for success
Company
Product/Services
Customers
Sales
Technology/
Tools
Competition
5 | Accelerate Sales Onboarding
8. Create a sales
new-hire portal
If you don’t have a “pre-boarding”
process yet, you might want to
consider how you can create one.
Think about how you can leverage
YouTube to create mini-learning
sessions that highlight essential
product information, interviews with
external or internal subject matter
experts, and customer success
stories. This will build up a new hire’s
knowledge before they begin and get
them excited about starting their job.
Make sure you create a sales portal
that stores all this vital information.
Be sure you include links to important
industry/sales blogs and other
resources used by your top sellers.
Also, include samples of what’s
working with today’s buyers.
6 | Accelerate Sales Onboarding
10. Transform sales
problems into challenges
New hires want to be successful. While they’re
eager learners, they haven’t fully committed
to the profession yet. They’re still trying to
determine if it’s a good fit.
As a sales leader, you know there are going
to be bumps ahead that can undermine their
confidence. That’s why it’s essential to have
ongoing conversations with new hires about the
mindset needed for sales success. You’ll need to
help them learn how to turn their problems into
sales challenges.
When new reps have a tough time, they
immediately start wondering if the job is right
for them. With fear clouding their thinking, new
salespeople often do or say things that make it
even more difficult to close deals.
As a sales leader, the last thing you want to do
is exacerbate the issue. Instead, encourage your
new reps to view problems as solvable puzzles.
Brainstorm ideas with them. Show them different
options. Help them rise to the challenge. New
hires need you to believe in them – especially
since they may not believe in themselves yet.
Encourage your new reps to view
problems as solvable puzzles.
8 | Accelerate Sales Onboarding
11. Failure is a prerequisite for
learning
Reframe failure into valuable learning experiences. Every new
sales rep is guaranteed to fail. They sound like idiots on the
phone, mishandle objections, lose to competitors, and blow
demonstrations. More than anything, new sales reps need
to know failure is simply a part of learning. As a sales leader,
help them figure out what they did wrong and identify ways to
prevent future problems.
Set the right goals for your new hire too. Don’t let them get
fixated on achieving quota in the first few months. For most,
it’s a virtual impossibility. They don’t know enough. Nor do they
have enough prospects.
Instead help them set “getting better” goals with achievable
milestones. That way they’ll feel they’re making good progress.
For example, to determine prospecting goals, start by having
new reps make a designated number of calls their first week
on the phones. Establish an initial benchmark by tracking the
percentage of these calls that turn into initial conversations.
The next week, the new reps should focus on increasing this
percentage. Research shows these “getting better” goals are
highly correlated with sales success.
Keeping your new hires in the right frame of mind helps them
weather the rough initial months while they’re learning what
works. Get to know your new reps on a personal level too.
Find out what’s important to them, what motivates them and
what they’re hoping to achieve. When salespeople know you
care about them and want them to be successful, they work
a lot harder.
New sales reps need to know
failure is simply a part of learning.
9 | Accelerate Sales Onboarding
13. Know your buyer
Most companies begin their onboarding program with a
massive product dump. Sometimes, it’s all the training their reps
get. They think it’s what salespeople need most to succeed.
Instead, it turns new hires into product-pushing peddlers whose
spiel creates innumerable sales-derailing obstacles. It’s not the
right place to start.
Here’s the crucial information you need to
cover with your new hires:
• Target market. What kinds of organizations make the best
prospects – and why? Be explicit: “Our best opportunities
are with companies who have between 50-250
salespeople who sell to the corporate market because …”
• Decision process. How do your prospects make buying
decisions today? What steps do they typically go through?
Who’s involved at each phase? Most decisions today
involve five or more people from various parts of the
organization—who are they?
• Status quo. How is your target market currently doing
things without your product or service? The status quo is
your biggest competitor and ultimately what your reps are
selling against. Identify 3-5 current status quos, and then
expand on the issues/challenges they create.
11 | Accelerate Sales Onboarding
14. New salespeople
desperately need deep
insights into their buyers
• Trigger events. What external or internal
“happenings” change organizational priorities and
create a need for your offering? Events like new
leadership, 3rd quarter earnings, and legislative
changes are change catalysts that disrupt the
grip of the status quo. (For more info on how to
identify those sales opportunities, check out the
Hidden Gems ebook.)
• Individual buyer insights. What’s important to
each person involved in the decision process?
Make sure your new hires understand the
following information about each buyer involved
in the decision process.
– Primary roles and responsibilities
– Likely business objectives
– How their performance is evaluated (KPIs)
– Common issues/challenges
– Primary strategic initiatives
– Value of making a change
– Typical “day-in-the-life” scenario
Use the Buyer’s Matrix as a guide for this exercise,
filling out one for each of the primary decision makers.
Also, please note that this info is “in general.” More
specific insights are gained via account research and
on-going conversations.
12 | Accelerate Sales Onboarding
16. If you don’t articulate how your
company sells, new hires will
make up their own way. Don’t
leave their success to chance.
Make sure to document each
stage of the sales process.
Articulate how your company sells
• Lead generation/marketing. Tell new reps what initiatives
are currently underway, how salespeople are notified of
new leads and the most effective way to follow up.
• Initiating change. 95% of buyers aren’t interested in doing
anything. They’re too busy with other priorities. Your new
hires need to understand what it takes to get a prospect
to decide the status quo is no longer acceptable. It’s
helpful to include this information:
– Initial conversation guide that outlines the best way
to kick-off a conversation, the right questions to ask,
what to listen for, what the next step is, and how to
handle objections
– How to do a more in-depth analysis to determine the
value of change
– Case studies, ROI, or Total Cost of Ownership tools
– Sample presentations that have led organizations to
embrace change initiatives
– Demonstration scripts that highlight key points and
questions to engage buyers
• Closing the deal. After buyers have agreed that the status
quo is no longer acceptable, they move to selecting the
right options. Make sure your reps have these tools to help
them achieve success faster:
– Proposal and finalist presentation templates
– Competitive differentiation insights
– Proof sources, preferably from external resources
– Implementation plan
14 | Accelerate Sales Onboarding
17. Prospecting should be a
new hire’s main emphasis
for the first 90 days
Unless they can create a strong pipeline, there’s no way
they’ll be successful. Spend the bulk of your onboarding
time working with new hires on prospecting, as well as
initial conversations. Once they have good prospects to
work with, they’ll be highly motivated to learn the more
advanced sales skills.
New reps need to create a decent pipeline of potential
buyers. To increase their likelihood of success, it is
extremely helpful to create playbooks and cheat sheets
like these:
• Value propositions for each of the
primary buyers and main products
• Customizable voicemail and email templates that
have proven effective
• 8 to 10-touch prospecting series to keep in contact
with hard-to-reach buyers
• Examples of how to leverage trigger events
• Customer case studies that detail how other
organizations have tackled similar challenges and
the results they’ve attained
• Insights, ideas or info that could pique a buyer’s
curiosity and add value
15 | Accelerate Sales Onboarding
19. Top sales managers
invest 50% of their time
coaching
According to Dave Kurlan, CEO of Objective
Management Group, sales leaders who
consistently and effectively coach their
salespeople grow revenue by an average of
26% annually. They also invest 50% of their time
coaching. Sales managers who don’t coach—
or who do it sporadically—continually struggle
with mediocre (or worse) performance, and
excessive turnover.
New hires need your guidance and support
much more than you might imagine—especially
if they’re fairly new to selling. In the earliest
phases of coaching, your job is to ensure they
can answer basic questions: What does your
company do? Tell me about this product? How
does it help? Why should I consider changing
from the status quo?
Even after training, never assume new reps can
answer those questions adequately. Usually what
comes out at first is gobbledygook. They need
practice explaining the basics as well as your
coaching about what to omit or stress.
In the earliest phases of coaching
your job is to make sure reps can
answer basic questions.
17 | Accelerate Sales Onboarding
20. Coaching on sales skills is crucial
for new hire success
At each step of the sales process, your focus should be on helping new
reps get better by developing new skills. Check their knowledge and
facts first, then move to skills coaching and finally strategy coaching.
Here are some examples of this process in action:
To jumpstart prospecting success, have new reps observe your more
experienced reps:
• Talk to your rep beforehand and tell them what to look for
• Afterwards, discuss what they learned
• Have them practice and tune their message
• Have them call you and leave a message
• Listen in and tell them what you liked and where they can improve
Use mock meetings (aka role playing) for skill development:
• Have reps present their call plans first, explaining to you what
their objective is and how they’re going to achieve it.
• Role-play, but go easy on your reps at first till they get past that
gobbledygook stage.
• As their skills improve, ask tougher questions or throw in
some objections.
• Always debrief with a few suggestions on how to improve.
Finally, don’t ever assume that experienced salespeople can jump right
in and be successful in a new role without coaching. They still have
to figure out how to sell your products – and it may require different
knowledge, skills, and strategies than they’ve used in the past.
18 | Accelerate Sales Onboarding
22. Sales tools and technology
As a sales leader, one of your primary goals is to increase sales
productivity. That’s why it’s imperative to provide your new
hires (and entire sales team) with the tools and technology that
makes it easier for them to be successful in less time. CRM
systems provide the foundation, but more is needed.
In today’s business environment, these
resources are a godsend.
• Account research. LinkedIn is a great resource to learn
more about individuals, create account maps and engage
prospective clients. LinkedIn Navigator helps your reps
build customized prospecting databases and keep up-
to-date on your targeted accounts. The free Charley
App updates you on the individuals with whom you have
upcoming meetings.
• Alert services. InsideView and Lead411 give your
reps immediate updates on trigger events or targeted
accounts. With these timely insights, your reps can
identify new opportunities before your competitors.
20 | Accelerate Sales Onboarding
23. Accelerate customer
engagement with these tools
• Email software. HubSpot Sales, LiveHive and YesWare
inform salespeople when the emails they send are read
and forwarded, when attachments are opened and more.
Email templates and sequences can be automated.
• Online meetings. GoToMeeting, Join.me and Zoom.us
enable remote reps to have in-person meetings, build
relationships and speed up the sales process. Today’s
buyers often prefer these meetings.
• Sale acceleration. Companies like Velocify speed up
the sales cycle at the same time that they accelerate
ramp time for new reps. With prioritization technology,
salespeople are fed the highest value opportunities each
day. Additionally, the optimal outreach strategy for each
sales prospect is recommended based on what’s been
proven to drive the highest contact and conversion rates.
A contact strategy can include a mix of email, phone, and
SMS communications.
Keeping up to date on emerging technologies is essential for
increasing sales productivity.
Always be thinking, “What can I do
to give my salespeople more time
to prep for meetings or engage
with prospects?”
21 | Accelerate Sales Onboarding
25. Four ways to create
continuous learning
In today’s ever-evolving business environment, your entire sales team needs
to be in continuous learning mode. They need to be alert to changes in buyer
expectations and market dynamics. When necessary, they need to pivot
quickly – which means the need to leverage new knowledge, strategies and
skills. That’s what it takes to lead a high-performing sales team.
Here are some ways to make that happen:
1. Create sales challenges. Engage all your reps in exploring new ways
to tackle emerging problems or long-term issues. Brainstorm questions
like: How can we close more deals by the end of the month? How can
we get more business with our existing customers?
2. Set up experiments. Have your reps try new approaches to see what’s
most effective. For example, you might experiment with prospecting
emails. Try changing different factors (e.g., subject line, first sentence,
length, value proposition, or call-to-action) to see if you get different
results. Create team contests to see who can deliver the best results.
3. Explore failure. When failure is a natural part of the discussion, it loses
its nasty grip on reps. Conduct pre-mortems before big meetings,
trying to figure out what could go wrong and how you can prevent it.
Debrief losses, analyzing what you missed, where you messed up, and
what you could do differently. Have reps share failures during team
meetings – and the lessons learned.
4. Set “getting better” goals for the entire team. Have each rep (even
the experienced ones) pick one area they’d like to improve on, put a
plan together and then share what they’re doing with their colleagues.
Sales success skyrockets
in learning cultures. New
hires quickly pick up
knowledge, strategies
and skills from their
colleagues. Ultimately,
you’ll spend less time
hiring and training new
reps and more time
reaping the benefits of
their success.
23 | Accelerate Sales Onboarding
26. Accelerate time to
productivity of new sales
hires
As a sales leader, you’ll be hiring lots of new reps
throughout your career. The sooner you systematize
your efforts the better. Yes, it takes time—especially at
the front end—to pull together and implement a rock-
solid onboarding plan.
But the alternative takes even more time. You get caught
in a never-ending turnover loop that has a catastrophic
impact on revenue growth and profitability.
Start by analyzing the data of your most recent hires to
see what it reveals.
• Look at the process you currently have in place to
identify any shortfalls.
• Engage colleagues and top-performing reps in
filling in the gaps.
• Immerse yourself in learning everything you can to
become a better sales leader.
You don’t have to do it all at once. You just need to
get going, experimenting with new and better ways to
onboard reps. Hold yourself accountable to creating
measurable change.
When you give your new reps the best chance to
succeed, it’s a whole lot easier for you to meet your
numbers too.
24 | Accelerate Sales Onboarding
27. About the author
Jill Konrath
Jill Konrath is the author of Agile Selling, which
has been dubbed an “onboarding bible.” Her
other bestselling books include Selling to
Big Companies and SNAP Selling.
She’s a globally recognized sales acceleration
expert with over a quarter of a million LinkedIn
followers. As a frequent speaker at sales
conferences, Jill shares fresh strategies to help
salespeople win more deals in less time.
Her expertise has by featured by ABC News,
Fortune, Forbes, Entrepreneur, Bloomberg,
Fox News, NY Times, and many more.
Email: jill@jillkonrath.com
Web: www.jillkonrath.com
: www.linkedin.com/in/jillkonrath
: @jillkonrath
25 | Accelerate Sales Onboarding
28. Get Started Today!
Like this ebook? Share it.
Ramping new sales hires quickly is one of the most important things you can
do as a sales manager. Do you have the right technology to accelerate your
new sales hires time-to-productivity?
Get Demo
Call: 888.843.1777
Email: sales@velocify.com
Web: velocify.com
Blog: velocify.com/blog VELOCIFY.COM
Velocify® is the leading sales acceleration platform. The company helps more than 1,500 sales teams sell more by bringing
speed and control to the entire sales process. Velocify helps sales teams prospect with more precision, accelerate lead
engagement, and implement optimized workflows, ultimately helping sales teams find and convert more leads.
Velocify has recently been recognized as one of the fastest growing companies in North America by Deloitte and Inc. and
a Best Place to Work by the Los Angeles Business Journal. For more information, please visit velocify.com or follow the
company on Twitter @Velocify.