The document provides guidance on developing and leveraging a center of influence for business development purposes. It discusses identifying key clients and influencers, conducting research on their connections and challenges, scheduling meetings to understand how they view your relationship and value, asking for introductions to expand your network, following up, adding value, and making lives better to strengthen relationships over time. The goal is to recognize existing clients as potential referral sources to new prospects and continuously deepen your understanding of clients to better serve their needs and retain their business.
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the agency account executive is changing. Yet many agencies have not yet profiled what their AEs of the 21st Century should be like. Or what they should expect from them.
Here are some thoughts on creating that profile and establishing expectations.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
What makes “the greats,” great? Is it natural talent, hard work and hustle, networking, building relationships, great customer service, or all of the above?
These are the top 10 reasons that our own sales team gave when asked the question: What are the reasons as to why you think you are a successful sales person?
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the agency account executive is changing. Yet many agencies have not yet profiled what their AEs of the 21st Century should be like. Or what they should expect from them.
Here are some thoughts on creating that profile and establishing expectations.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
What makes “the greats,” great? Is it natural talent, hard work and hustle, networking, building relationships, great customer service, or all of the above?
These are the top 10 reasons that our own sales team gave when asked the question: What are the reasons as to why you think you are a successful sales person?
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Tips on how charities can find and attract corporate donors in tough financial times.
Slideshare suggested blogs might be of interest; please let me know if they're not!
The Ultimate Guide to Professional Development for Sales ProfessionalsThe Muse
Are you a salesperson who wants to be even better at your job? Or, just wondering what it takes to have a great career in the sales world?
Look no further.
The Muse asked some of the best sales professionals out their for their secrets to success, and brought it all together in one place. Flip through for their practical tips and resources for upping your career game.
For exciting job opportunities, expert advice, and a peek behind the scenes into fantastic companies and career path check out the http://www.themuse.com. Everything you need to find a job and kick ass in your career.
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Tips on how charities can find and attract corporate donors in tough financial times.
Slideshare suggested blogs might be of interest; please let me know if they're not!
The Ultimate Guide to Professional Development for Sales ProfessionalsThe Muse
Are you a salesperson who wants to be even better at your job? Or, just wondering what it takes to have a great career in the sales world?
Look no further.
The Muse asked some of the best sales professionals out their for their secrets to success, and brought it all together in one place. Flip through for their practical tips and resources for upping your career game.
For exciting job opportunities, expert advice, and a peek behind the scenes into fantastic companies and career path check out the http://www.themuse.com. Everything you need to find a job and kick ass in your career.
Presentation of the technical foundation, Improve Foundations, wich is an operational distribution of Open Source components dedicated to Java development of business applications.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
Go grab yourself a cup of coffee, give yourself a talking and plan what you’re going to do to make the rest of the year and 2016 a great time for you and for your business.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
How to Build Marketing Presentations for Webinarstodd.lewis
Marketing webinars can build awareness of your company, help advance prospects along the sales cycle and establish you as a thought leader in your field. Or they can frustrate and annoy your audience so that they never want to hear from you again!
Join Ken Molay, president of Webinar Success and a former director of product marketing, as he presents practical guidelines for creating webinar presentations that engage your audience and create sales interest.
In this one-hour, interactive webinar you'll:
* Find out how to hook an audience quickly and make them want to pay attention.
* Learn the commonly used presentation technique that actually works against you in a webinar.
* Get examples of proper structure and flow for a marketing webinar.
* Hear much more practical advice on building engaging webinar presos.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
It's very hard to succeed in sales unless you know and understand the causes of failure. Otherwise, you're left to guess at what will work based on what everyone else is doing and - by definition - what everyone else is doing only generates mediocre results.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
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.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Unveiling the Secrets How Does Generative AI Work.pdf
Building A Powerful Center of Influence (Notes Version)
1. As you listen think of 1-2 key concepts for ideas you can take away from what you
learned – this will create an immediate impact and reinforce new prospecting habits.
If you just listen and don’t do something with it, that’s entertraining, not looking for
real change. Think of 1 new tactic, practice it, then come back for more!
1
2. Top producers practice 3 core principles in their day to day activity.
They recognize Zig Zigler was right when he said ‘you can get
anything you want in the world if you help enough other people get
what they want’.
They work smart, not hard, and focus on a few key relationships
that create substantial impact in their business.
And finally, they know that most people just don’t bother to follow
up. They do and don’t let the details slip – this immediately
differentiates them from the majority of sales people.
2
3. When you examine your center of influence you have to compare
perception to reality – your perception to your client’s reality.
To do this you will inter view your clients to find gaps, services you need
to offer, gain introductions to potential partners, improve your client
retention and grow your sales!
You will also discover what most of us face – we must have key
influencers to reach our prospects, not lovely people! It’s not a fun time
activity – if it doesn’t lead to business the relationship belongs at happy
hour, not in your prospecting effort!
3
4. Influence is defined and used in one of 2 ways, either as a noun or verb. The first
question to ask in reference to referral partners is whether it needs to be used in
one form or fashion over another for your prospecting effort to be successful.
Many people of influence are unable or unwilling to use their influence on the behalf
of others. They may also struggle with how to use it for themselves. You need to
discover potential partners who are comfortable with using influence as well as
having it.
Your best partners recognize how they can impact your sales cycle and you theirs.
The goal is to find partners who will move or sway the prospect to work with you
over staying where they are.
4
5. Your Center of Influence is an asset you need to track, so step back and take a look
at what it really is and conduct a SWOT analysis
Know where your strengths lie,
What weaknesses can you identify resources to fill.
What opportunities do you need to leverage to better retain your key accounts and
find new business.
What threats from competitors or your own skill set do you need to immediately
address
Remember your best client is someone else’s best prospect!
5
6. First step in your analysis is what do you influence and what do you need to
influence
Has your decision making process changed?
Are there new key influencers impacting your sale?
Do you reach all stakeholders?
Do you sell ‘down’ or ‘up’ the stairway of influence?
Identify the highest relationships you can reach in your best clients and become
their ‘go to’ resource to fill their needs.
This is how you begin that process
6
7. Ask yourself – how often are you contacted for help?
If the answer is B or C you are viewed as a vendor by your clients and not a Trusted Advisor.
7
8. Look at your key accounts – A & B only.
A – very profitable, you have a lot of the opportunities in the account, they call you with
issues, love your service, take your advice and are cool people to work with.
B – typical accounts , good cash flow, easy sale cycle, profitable, you can probably grow the
account to an A with more cross selling – but it’s good $
C- marginally profitable, needy.
D – unprofitable, don’t appreciate you, pain in the you know what – they are on the list to
be fired.
With you’re a and B accounts understand what departments do you infleunce
Example – Sales, Finance, HR, Sales, Operations, Etc
What people do you influence?
Example – Owner, HR director, Marketing director, Sales, Etc.
Challenges – their challenges they face in growing and doing busienss.
Example – Attracting and retaining good people, looking different than competition,
reducing costs, growing sales, etc.
Look at this exercise and then conduct your Chief Executive Semi- Annual Review
8
9. Meet with the Chief Executive of you’re a & B accounts
Review what they came to you to solve, did you do so, what else
have you accomplished outside of their expectations, and what did
they wish you could solve.
Ask who they go to for advice on topics similar to yours – people,
process, financial, etc.
Ask who do they know who would benefit from the level of service
they have received from you.
Ask specifically for an introduction to a center of influence
relationship you have identified they know.
Remember a Cof I represents multiple clients wrapped up in 1
relationship – they are equal to your a accounts and in some cases
exceed their value.
9
10. Prepare for your meeting with your top decision maker.
Use Google Alerts to get notices of articles, press releases, lawsuits, anything that
mentions your clients
Join industry associations that your top client belongs to – in some cases this will
give you access to other clients that look like you’re A & B account.
Discover at least 1 way you can add value to your relationship with your client
outside of your service area.
Do not ask the world’s Lamest Sales Question – What’s keeping you up at night?
You need to know at least one thing that is causing them to lose sleep based on
what you find. If not, keep digging.
Interview vendors and their clients also for this insight.
10
11. Remember to research your clients connections through Linked In prior to meeting
with them. If you haven’t connected to them yet on LI, you’d better. Remember
‘Your best clients are someone else’s best prospects’!
The more specific you are with your ask for an introduction – Name of who you want
to meet, why you want to meet them, and how you will make your referral source
i.e. client look good for introducing you, the better your chances are for an
introduction.
11
12. Are you getting the emphasis that your best clients are someone else’s best prospects?
In business development we live in the world we can sell and sell and sell some more, but if
we don’t’ retain our clients we will end up with less than when we started.
If you are thinking you are solid in with your best clients and nothing could get you out of
their – you’re naïve and lazy. And you will lose them.
You must add value to the relationship above and beyond their expectations. It’s not
enough to be completely satisfied. If that’s all they are, you are not doing your job.
12
13. Now what?
Organize your clients into A & B categories, look at what departments you influence,, what
people do you impact, and what challenges do they face.
Schedule your client meeting to explore how they view you. That is your Center of
Influence –where it counts.
Identify key influencers you would like to add to your C of I.
Ask for an introduction by your client.
Follow up
Send thank you not for their effort
Add Value
Make their lives better.
13
14. For more information on how to build a powerful Center of Influence. Go to
www.productiveprospecting.com to register.
We will meet for 3 separate sessions to walk you through step by step building
and growing your center of influence. The cost of this series is only $149 for this
introductory offer.
If you would benefit from structure, support and accountability to grow your center of
influence, sign up now!
We will look forward to seeing you and hearing of Good Selling!
14
15. Thank you for your time, attention and contribution.
Have a Great day and Good Selling!
15