The document discusses seven key concepts that sales reps for office technology dealerships should understand when prospecting for new clients. These concepts include: (1) knowing how their dealership differs from competitors; (2) providing examples of past client successes; (3) showing how their technology solutions can enhance a prospect's efficiency; (4) understanding industry compliance regulations; (5) managing time to schedule meetings; (6) using LinkedIn effectively for prospecting; and (7) viewing sales quotas as the minimum expectation rather than a goal. Mastering these seven concepts will help sales reps succeed in moving conversations with prospects to the next phase.
This is brief presentation on how to write business plan. Business plan, what are the contents and how it should be presented. What is business plan. No Jargon. It is like telling story. Simple and should be easy to understand. You should cover all areas of future. Action is better.Write a summery.
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
Tips on writing a business plan from an investor's perspective.
Please visit:
https://flevy.com/browse/business-document/developing-and-presenting-your-business-plan-148
For an improved version of these slides
Red Tape Busters is a leading tender writing company in Australia. We have Specialized Tender Writers assisting businesses and non-profit organizations in understanding the key concept involved in tender writing. For more information, please visit - http://bit.ly/2zcO7xW
This is brief presentation on how to write business plan. Business plan, what are the contents and how it should be presented. What is business plan. No Jargon. It is like telling story. Simple and should be easy to understand. You should cover all areas of future. Action is better.Write a summery.
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
Tips on writing a business plan from an investor's perspective.
Please visit:
https://flevy.com/browse/business-document/developing-and-presenting-your-business-plan-148
For an improved version of these slides
Red Tape Busters is a leading tender writing company in Australia. We have Specialized Tender Writers assisting businesses and non-profit organizations in understanding the key concept involved in tender writing. For more information, please visit - http://bit.ly/2zcO7xW
Some ideas about how to write a business plan.
The first chapter : introduction
See the second chapter : information & analytics : (http://www.slideshare.net/oscarz9/how-to-write-a-business-plan-02)
For more staff, visit my site : zhaoscar.com
Improve your sales recruitment process and hire more winners.Darren Spence
Despite having run 9 sales teams; hired many sales people; and run a business; I am afraid to say that in the early years I was pretty poor at hiring sales people. It was very hit and miss. This article, which is in ISMM's "Winning Edge" magazine and which is aimed at sales managers, sales directors, HR professionals, and business leaders will (hopefully) make you think differently about sales recruitment. Sales recruitment is a science and is not about guess work or hiring on a prayer. By introducing competency assessments into the hiring process candidates will be happier and so too will employers.
Given by agency brand expert Karla Morales-Lee, CEO of Hunter & Farmer
- Why marketing is more effective than selling in agency new business
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Sales pipeline management 2017 - sales prospecting systemFraser Hay
Sales pipeline management 2017 - sales prospecting system is an overview of the sales pipeline management coaching program and lead generation system from Grow Your Business. For more information visit www.fraserhay.co.uk
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sales prospecting
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lead generation
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sales training checklist
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B2B prospecting
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https://www.slideshare.net/hayfj/sales-pipeline-management-2017-lead-generation-system
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
Some ideas about how to write a business plan.
The first chapter : introduction
See the second chapter : information & analytics : (http://www.slideshare.net/oscarz9/how-to-write-a-business-plan-02)
For more staff, visit my site : zhaoscar.com
Improve your sales recruitment process and hire more winners.Darren Spence
Despite having run 9 sales teams; hired many sales people; and run a business; I am afraid to say that in the early years I was pretty poor at hiring sales people. It was very hit and miss. This article, which is in ISMM's "Winning Edge" magazine and which is aimed at sales managers, sales directors, HR professionals, and business leaders will (hopefully) make you think differently about sales recruitment. Sales recruitment is a science and is not about guess work or hiring on a prayer. By introducing competency assessments into the hiring process candidates will be happier and so too will employers.
Given by agency brand expert Karla Morales-Lee, CEO of Hunter & Farmer
- Why marketing is more effective than selling in agency new business
- How to position and market your agency for growth
Sales pipeline management 2017 - sales prospecting systemFraser Hay
Sales pipeline management 2017 - sales prospecting system is an overview of the sales pipeline management coaching program and lead generation system from Grow Your Business. For more information visit www.fraserhay.co.uk
sales pipeline management 2017
sales prospecting system
sales prospecting
sales pipeline management
sales management,
lead generation system
lead generation
sales prospecting
sales training checklist
sales plan
sales
selling
sales management
sales strategy
how to sell
how to sell online
B2B prospecting
B2B lead generation
b2b marketing
pipeline management
pipeline selling
sales coaching
authority selling
https://www.slideshare.net/hayfj/sales-pipeline-management-2017-lead-generation-system
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
Rebranding: A 4 Step Plan for B2B MarketersTodd Ebert
Your brand has huge strategic importance for improving your competitive position, engaging more prospects and ultimately winning more customers. So that’s why I wrote this ebook, “Rebranding: A 4-Step Plan for B2B Marketers”. In the book, I lay out detailed how-to’s for pulling off every part of a rebranding from aligning your leadership around the brand to launching it internally and externally. You’ll discover examples of what my team and I did to make MultiView’s rebranding successful at every stage. I’ve also included a scorecard for selecting your digital agency and a checklist for making sure you have all your bases covered. I hope you find the content helpful and if you have any questions, please DM me on Twitter @ToddEbert. I’d be happy to share my experience having done this several times.
Finding the Right Place for Your Professional Futurehwheatley
For a financial advisor, the decision to change firms is a big one. J.P. Turner's white paper discusses the four key things you'll want to consider before making a move to a new broker-dealer.
Business PaperDescriptionThe business analysis paper sh.docxRAHUL126667
Business Paper
Description:
The business analysis paper should focus on the use of information systems within a company of your choice. You should pick a company for which information systems played a key roll in making that company successful, and the paper should focus on how information systems contributed to that success. Your paper should answer the following areas:
· Industry Profile: What is the industry? What value does the industry provide to its customers?
· Include an analysis of the competitive landscape of the industry in terms of the Porter Competitive model. You will learn about Porter's 5 forces early in the quarter. Your paper should discuss each of the five forces that effect the competitive landscape of your company's industry. Discuss why each of the forces plays a strong or weak role in the industry and give evidence to support your argument.
· Be careful to define the industry correctly. To do so, ask the question "with whom does your company compete?" Be careful that the definition is not too narrow. For instance, Charles Schwab is a discount broker and they obviously compete with other discount brokers like Quick and Reilly and Fidelity. But, they also compete against full service brokers and deep discounters. There is also a risk of defining the industry too broadly. For instance, total retailing in the U.S. is over $2 trillion a year. This includes everything that is sold to a consumer--groceries, automobiles, fast food, clothing, etc. There are sub-sections to the retail industry and these provide a better definition since they are consistent with the criteria cited above regarding who companies compete against. Automobile dealers do not compete with McDonalds or Safeway.
· Company Profile: What business is your company in, and what value does it provide its customers. In what ways is it different than its competitors? How has it's history shaped what it can offer its customers?
· Information Technology: How does the company use IT to support or enable its business processes and competitive strategies? What technologies in particular does it use? Does the company use existing technologies,develop its own technology, or some combination of both? How much of the company’s success do you attribute to its use of IT and/or the company’s early adoption of IT into their business processes? Is it used to enhance or differentiate their product, reduce costs, or both?
· Leadership: Who are/were the key leaders of the company? What decisions did these leaders make, in particular decisions relating to the deployment of IT? What opportunities did they identify that helped make their company what it is today.
· Market and Financial Performance: What is the company’s revenue and profit, and how has it evolved over the years? How does the company’s performance compare to its competitors? You may also want to include other industry specific measures of performances, like cost per available seat mile (CASM) for airlines or sales ...
10 Things Emerging Technology Companies Need to Know to Jump Start Their Way ...
BTA Jan 17 PROOF
1. T
he goal of prospecting is for the sales rep to deliver
a unique proposition that creates enough perceived
value so the prospect will want to meet with the rep.
In this article, I will share seven key concepts (and how to
identify them) that office technology dealership owners
should expect their reps to fully understand and utilize when
pitching to new prospects that will allow them to move the
conversation from the introduction to the discovery phase.
(1) Know how your dealership is truly different from
your competition. Identify your top three competitors and
create “apples-to-apples” comparisons on topics such as:
n Turnaround of a service call
n Investment in employee training
n Your customer satisfaction survey results
n General call response time
n Investment in customer training
n Quality of service
n Increase in uptime
n First-time-fix rate
n Tenure of staff
n Leasing options
n Diversity of products
These are just a few examples. Sales reps should know the
answers and be able to articulate how your dealership com-
pares to your competition.
(2) Give examples of past successes with clients and
how they are applicable to your new prospect. Gather cli-
ent references or “power numbers.” For example, how many
law firms your dealership has as clients. The statement, “We
partner with more than 75 law firms,” is more impactful
than the statement, “We work with many law firms.” This
adds real power to a rep’s prospecting pitch. The rep may
not be able to find this information on his (or her) own,
but you should look at all of your current clients, identify
the similar businesses and provide your reps those “power
numbers” by industry.
(3) Show how the broad spectrum of your dealership’s
technology solutions can enhance your prospect’s effi-
ciency and profitability. A rep should understand all lines
of business within his customer’s organization. For example,
how a law firm accomplishes its business goals and makes
money are completely different from how a church uses tech-
nology to increase donations and communicate with its pa-
rishioners. Reps should be able to recommend the right hard-
ware and software from the suite of proprietary technology
solutions your dealership offers to assist in accomplishing
each prospect’s goals. Understand the biggest challenges and
priorities of your prospects and, most importantly, learn to
speak to them using their industry and executive language.
(4)Knowthespecificcomplianceregulationsthatapply
to your prospect and how your technology can keep your
prospect compliant. Today’s technology solutions must help
keep a company’s base data secure and compliant. A sales rep
should understand and know how these compliance regula-
tions affect the day-to-day workflow of the prospect, and he
should be able to recommend the right technology solutions
that can help achieve compliance for his client. You can assist
reps with this by having a conversation during each weekly
salesmeetingthatincludesadeepdiveintoaspecificindustry
that touches on all aspects of that type of client.
(5) Sales reps must know how to manage their time
consistently so they can schedule five to eight decision-
maker net-new meetings per week. Time management is
critical for a rep, and he must be able to carve out enough
Seven for Success
Key concepts every sales rep should master
by: Kate Kingston, Kingston Training Group
30 | www.officetechnologymag.com | January 2017
2. prospecting time each and every week
to identify new sales opportunities.
Kingston Training Group (KTG) has
surveyed more than 1,000 sales reps
and there is a general consensus that it
is easiest to reach decision makers by
phone on Wednesday afternoons and on
Thursdays than any other times during
the week. Monday mornings should be
avoided for prospecting calls, but they
are a great time to call customers who
had a service issue the week before. In some territories,
lunch hours are a good time to prospect in person by physi-
cally visiting potential prospects’ locations. Using email
resources like contactmoney.com or Yesware can provide
invisible read receipts, allowing a sales rep to calculate the
best times for emailing. This can also give him visual clues
as to when his prospects open emails.
(6) Understand how LinkedIn is reshaping prospect-
ing. Social media prospecting can no longer be ignored.
Sales reps have to understand how to use this technology
tool, not just to connect (which is really
the “old-school” approach to LinkedIn),
but to research, find contacts and ask for
meetings. There are certain prospects
who will be more open to a conversation
over LinkedIn than any other venue.
Here is one of the best-kept secrets in-
side LinkedIn: To find prospects by title
(even in the free version), start typing a
title such as “IT director” in the search
box on your LinkedIn home page. There
will be a drop-down menu that appears. The second choice
will be “People with the title IT director.” Choose that and a
sidebar will appear on the left-hand side. Scroll down and
choose “current,” and then under the location tab, click the
down arrow. This will allow you to select the “located in or
near” option. Now all you have to do is type in a ZIP code
and a radius and you will have access to all the profiles in
a ZIP code with a certain executive title. Sales reps may
not innately know how to use tools like this to succeed, but
dealership executives should expect them to be able to in-
corporate them when applicable.
(7) Each rep should understand that his sales quota
is the minimum expected sales volume required for the
month. The most important concept a rep must be expect-
ed to live by is that his quota is the bare minimum sales ex-
pectation to protect his territory — not what he is striving
to achieve. The territory that a dealership entrusts to each
rep has been determined to hold enough opportunity to
yield a specific amount of net-new sales each month. That
quota has to be looked at as the minimum amount needed
for the rep and the dealership to be successful. The bounty
comes from exceeding the quota, not meeting it. A dealer-
ship should demand that a rep not only meet quota, but put
repercussions in place for those who fall short.
Successful reps report that sometimes a 40-hour work
week is not sufficient to get the job done. Reps should spend
15 minutes at the end of each day planning what they will
do the following day, as well as be prepared to work outside
the office if necessary, making time for training, mentorship
and practice. It is fair to insist that reps meet or exceed quo-
ta every month and using the above concepts should help
keep them on the path to success. n
Kate Kingston is founder and president of the Kingston
Training Group (KTG). With more than 17
years of success in making appointments with
decision makers, she is a recognized authority
on lead generation, cold calling and new
business development. Kingston can be
reached at kkingston@kingstontraining.com.
Visit www.kingstontraining.com.
The most important
concept a rep must be
expected to live by is
that his quota is the
bare minimum sales
expectation to protect
his territory ...
32 | www.officetechnologymag.com | January 2017