For the past weeks, you have managed the emergency in the face of the unprecedented crisis we are experiencing. As measures to stem the progression of the pandemic are being reinforced, you find yourself having to make increasingly critical and difficult decisions for your company and your people.
Recent crises have shown that decisions that are made during severe crisis are directly related to the ability to recover and the time it takes businesses to recover. While the context creates strong emotions in everyone, your ability to make more rational decisions than your competitors will make the difference in a few months.
This webinar is an opportunity to :
- Provide you with scientific data to help you make key decisions during the crisis;
- Prepare you to emerge from the crisis today, to develop or strengthen an advantage over your competition.
The complete webinar is available here: https://www.primaressource.com/en-ca/webinar-prepare-sales-departement-post-crisis
How to manage your B2B sales team remotely in a time of crisisPrima Ressource inc.
Effectively managing a remote sales team requires :
- a good level of structure;
- a team that has the skills compatible with remote work;
- specific management skills in terms of accountability;
- an adapted pace of communication and meetings;
- skills to coach and motivate the team.
In a sudden crisis such as the one we are experiencing, these elements become even more critical in order to maintain the course of sales activities.
A full recording of the webinar given with this presentation is available here: https://www.primaressource.com/en-ca/webinar-how-to-manager-salesteam-remotely
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...G3 Communications
Access the full event here: https://event.on24.com/wcc/r/1943213/38846AF00F46D5307C0D6A919EC74D9C
"Retailers across categories are rethinking their brick-and-mortar strategies, shifting from pushing sales to building communities. In fact, new data from Retail TouchPoints and TimeTrade reveals that more brands are experimenting with pop-ups, product launch events, influencer events and classes to drive in-store traffic, build local engagement and even drive bottom-line results. During this webinar, RTP and TimeTrade will provide an exclusive first look at the results, delving into:
• Trends in experiential retail, including top tactics, promotion and amplification trends, and more;
• Common challenges in experiential strategy and execution; and
• Missed opportunities and areas where retailers can improve."
How to manage your B2B sales team remotely in a time of crisisPrima Ressource inc.
Effectively managing a remote sales team requires :
- a good level of structure;
- a team that has the skills compatible with remote work;
- specific management skills in terms of accountability;
- an adapted pace of communication and meetings;
- skills to coach and motivate the team.
In a sudden crisis such as the one we are experiencing, these elements become even more critical in order to maintain the course of sales activities.
A full recording of the webinar given with this presentation is available here: https://www.primaressource.com/en-ca/webinar-how-to-manager-salesteam-remotely
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...G3 Communications
Access the full event here: https://event.on24.com/wcc/r/1943213/38846AF00F46D5307C0D6A919EC74D9C
"Retailers across categories are rethinking their brick-and-mortar strategies, shifting from pushing sales to building communities. In fact, new data from Retail TouchPoints and TimeTrade reveals that more brands are experimenting with pop-ups, product launch events, influencer events and classes to drive in-store traffic, build local engagement and even drive bottom-line results. During this webinar, RTP and TimeTrade will provide an exclusive first look at the results, delving into:
• Trends in experiential retail, including top tactics, promotion and amplification trends, and more;
• Common challenges in experiential strategy and execution; and
• Missed opportunities and areas where retailers can improve."
A deck developed for a pro bono session to enhance knowledge/skills of small business/ retail owners in my community/locality. Turns out I learnt a lot in this process - The Basics almost never change!
Chris Haddow - Learning from the Past to Build for the FutureSales Impact Academy
Chris Haddow from SwapCard is joined the broadcast to talk about maintaining an outbound strategy whilst being overwhelmed with inbound.
1. Focus on your base - build your foundation of revenue in your core market
2. Whenever there is a dramatic market shift, the ones who adapt are the ones who survive - ensure you pivot your execution model.
3. When you have high inbound demand you must stay on target - Segment the wave and focus on your target market.
4. Take intelligent risks - the reward must be 3x proportionately higher than the potential downside.
5. Don't get too comfortable with the inbound model during Covid19. Look to the future and hire accordingly.
[Hiểu số để tăng số] How we use it at Ogilvy - bài thuyết trình của Mr. Greg ...WeCreate
BẠN CÓ ĐỦ DATA-IQ ĐỂ CẠNH TRANH TRONG THỜI ĐẠI MỚI?
Chẳng biết từ lúc nào, khái niệm “data” (dữ liệu) luôn đi kèm với từ “big” – big data mới ngầu, mà ngầu quá nên chỉ dành cho những big guys như Apple, Google, Facebook thôi.
Tập đoàn Ogilvy không đồng ý với việc đó. Ngược với quan điểm thông thường, Ogilvy – tập đoàn sáng tạo hàng đầu thế giới, rất quan tâm đến số liệu vì nó là những dấu hiệu quan trọng của nhu cầu, xu hướng và hiệu quả. Và như một đối tác sáng tạo kiểu mẫu, Ogilvy mong muốn khách hàng của mình thành công.
Ogilvy tin rằng điều này là có thể, và có một “công thức thành công” chung cho những thương hiệu hàng đầu như Coca-Cola, Cisco đến các startup mới (thậm chí chưa) thành lập.
Và họ viết hẳn một quyển sách về điều đó, đơn giản – mạch lạc như “sách dạy nấu ăn”, bạn có thể cầm lên, đọc một chương và ứng dụng ngay vào công việc.
Với Ogilvy, “dữ liệu” không phải là một khái niệm tĩnh và xa vời, nó là một phương pháp suy nghĩ và kỹ năng, sống động – cụ thể và có-thể-học-được.
Đây là bài thuyết trình của Mr. Greg Sklavounos, Head of Consulting - OgilvyOne Vietnam tại buổi talkshow ra mắt sách DATA IS SEXY AND YOU SHOULD KNOW IT
Nhận ngay bí quyết sống sót trong kỷ nguyên digital do tập đoàn Ogilvy viết tại đây: http://bit.ly/Hieusodetangso
These are the slides presented by Aaron Hunt at InsightfulCRM's monthly Meetup.com get-together in June 2014.
The presentation covered characteristics of a challenging business market (steel) and discussed similarities with other industries, specifically the intensification of competition.
It was suggested that differentiation is the only viable strategy for most companies, and explored some of the research which supports the view of what makes a high-performing sales teams within complex environments.
The presentation also includes a number of models which the author believes provide significant value to sales professionals within complex selling environments.
This is by no means a comprehensive presentation of the subject matter in this area of research and practice.
IF Post Covid-19 Marketing and brand building in a new world-part 5Jacques Erasmus
Idea Foundry hosted a webinar on Marketing and brand building in a new world. Where we explore 5 Key areas for brand focus, we see that will impact brands and their marketing in the "new world" We have been asked if there is a more detailed presentation so we decided to make a more detailed presentation available in a 5 part e-book series. Here is part 5 and with the fifth of the 5 Key focus areas for brands.
Product life cycle (PLC) & Boston Consultancy Group (BCG) MBA pptPratik Thakkar
The ppt gives details info about BCG Matrix as well as Product Life Cycle.
The ppt project is on study of Automobile industry, done during my MBA (M.U).
Pitch Deck Summary - Garry Lloyd Harvard Business School Alumni New Venture C...Garry Lloyd
This pitch deck does more than just tell you what investors want to hear. It tells you what you need to do to succeed. It is the opportunity and your proof you can succeed that attracts investors.
"You can download this product from SlideTeam.net"
We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of sixty eight slides. Our tailor made Merchandise Management Powerpoint Presentation Slides editable deck assists planners to segment and expound the topic with brevity. The advantageous slides on Merchandise Management Powerpoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field. https://bit.ly/36MDMxO
Presenting this set of slides with name - Marketing Mix Powerpoint Presentation Slides. We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of seventy four slides. Our tailor made Marketing Mix Powerpoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. The advantageous slides on Marketing Mix Powerpoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field.
This panel event will be about trying to understand the do's and don'ts of inbound to ensure you convert your leads, rather than build you webtraffic
The Consequences of a Faceless Social Media Campaign
Heidi Grimwood - Campaign specialist Social Media Skills Club
The journey to modern marketing
Peter Reynolds - Marketing Cloud Alliances for Western Europe ; Oracle
Inbound Marketing - Secrets to Success
Alan Lynam - International Account Manager at HubSpot
"You can download this product from SlideTeam.net"
Presenting this set of slides with name Marketing Mix Powerpoint Presentation Slides. We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of seventy-four slides. Our tailor-made Marketing Mix Powerpoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. We have created customizable templates keeping your convenience in mind. Edit the color, text, font style at your ease. Add or delete content if needed. Download PowerPoint templates in both widescreen and standard screen. The presentation is fully supported by Google Slides. It can be easily converted into JPG or PDF format. https://bit.ly/3stqCMZ
How to Recruit, Assess and Coach Jedi Sales TalentSales Hacker
What You'll Learn:
- What the salesperson of the future look like
- The best blueprint for managing talent in sales, and where should sales leaders focus
- How you can reliably and repeatedly predict the success of a salesperson
- How you can apply predictive analytics to improve both speed to performance and success in recruiting
Webinaire offrant des conseils pratiques pour battre des records de ventes B2B en 2022. La recette du succès pour être motivé, bâtir un plan et l'exécuter.
A deck developed for a pro bono session to enhance knowledge/skills of small business/ retail owners in my community/locality. Turns out I learnt a lot in this process - The Basics almost never change!
Chris Haddow - Learning from the Past to Build for the FutureSales Impact Academy
Chris Haddow from SwapCard is joined the broadcast to talk about maintaining an outbound strategy whilst being overwhelmed with inbound.
1. Focus on your base - build your foundation of revenue in your core market
2. Whenever there is a dramatic market shift, the ones who adapt are the ones who survive - ensure you pivot your execution model.
3. When you have high inbound demand you must stay on target - Segment the wave and focus on your target market.
4. Take intelligent risks - the reward must be 3x proportionately higher than the potential downside.
5. Don't get too comfortable with the inbound model during Covid19. Look to the future and hire accordingly.
[Hiểu số để tăng số] How we use it at Ogilvy - bài thuyết trình của Mr. Greg ...WeCreate
BẠN CÓ ĐỦ DATA-IQ ĐỂ CẠNH TRANH TRONG THỜI ĐẠI MỚI?
Chẳng biết từ lúc nào, khái niệm “data” (dữ liệu) luôn đi kèm với từ “big” – big data mới ngầu, mà ngầu quá nên chỉ dành cho những big guys như Apple, Google, Facebook thôi.
Tập đoàn Ogilvy không đồng ý với việc đó. Ngược với quan điểm thông thường, Ogilvy – tập đoàn sáng tạo hàng đầu thế giới, rất quan tâm đến số liệu vì nó là những dấu hiệu quan trọng của nhu cầu, xu hướng và hiệu quả. Và như một đối tác sáng tạo kiểu mẫu, Ogilvy mong muốn khách hàng của mình thành công.
Ogilvy tin rằng điều này là có thể, và có một “công thức thành công” chung cho những thương hiệu hàng đầu như Coca-Cola, Cisco đến các startup mới (thậm chí chưa) thành lập.
Và họ viết hẳn một quyển sách về điều đó, đơn giản – mạch lạc như “sách dạy nấu ăn”, bạn có thể cầm lên, đọc một chương và ứng dụng ngay vào công việc.
Với Ogilvy, “dữ liệu” không phải là một khái niệm tĩnh và xa vời, nó là một phương pháp suy nghĩ và kỹ năng, sống động – cụ thể và có-thể-học-được.
Đây là bài thuyết trình của Mr. Greg Sklavounos, Head of Consulting - OgilvyOne Vietnam tại buổi talkshow ra mắt sách DATA IS SEXY AND YOU SHOULD KNOW IT
Nhận ngay bí quyết sống sót trong kỷ nguyên digital do tập đoàn Ogilvy viết tại đây: http://bit.ly/Hieusodetangso
These are the slides presented by Aaron Hunt at InsightfulCRM's monthly Meetup.com get-together in June 2014.
The presentation covered characteristics of a challenging business market (steel) and discussed similarities with other industries, specifically the intensification of competition.
It was suggested that differentiation is the only viable strategy for most companies, and explored some of the research which supports the view of what makes a high-performing sales teams within complex environments.
The presentation also includes a number of models which the author believes provide significant value to sales professionals within complex selling environments.
This is by no means a comprehensive presentation of the subject matter in this area of research and practice.
IF Post Covid-19 Marketing and brand building in a new world-part 5Jacques Erasmus
Idea Foundry hosted a webinar on Marketing and brand building in a new world. Where we explore 5 Key areas for brand focus, we see that will impact brands and their marketing in the "new world" We have been asked if there is a more detailed presentation so we decided to make a more detailed presentation available in a 5 part e-book series. Here is part 5 and with the fifth of the 5 Key focus areas for brands.
Product life cycle (PLC) & Boston Consultancy Group (BCG) MBA pptPratik Thakkar
The ppt gives details info about BCG Matrix as well as Product Life Cycle.
The ppt project is on study of Automobile industry, done during my MBA (M.U).
Pitch Deck Summary - Garry Lloyd Harvard Business School Alumni New Venture C...Garry Lloyd
This pitch deck does more than just tell you what investors want to hear. It tells you what you need to do to succeed. It is the opportunity and your proof you can succeed that attracts investors.
"You can download this product from SlideTeam.net"
We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of sixty eight slides. Our tailor made Merchandise Management Powerpoint Presentation Slides editable deck assists planners to segment and expound the topic with brevity. The advantageous slides on Merchandise Management Powerpoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field. https://bit.ly/36MDMxO
Presenting this set of slides with name - Marketing Mix Powerpoint Presentation Slides. We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of seventy four slides. Our tailor made Marketing Mix Powerpoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. The advantageous slides on Marketing Mix Powerpoint Presentation Slides is braced with multiple charts and graphs, overviews, analysis templates agenda slides etc. to help boost important aspects of your presentation. Highlight all sorts of related usable templates for important considerations. Our deck finds applicability amongst all kinds of professionals, managers, individuals, temporary permanent teams involved in any company organization from any field.
This panel event will be about trying to understand the do's and don'ts of inbound to ensure you convert your leads, rather than build you webtraffic
The Consequences of a Faceless Social Media Campaign
Heidi Grimwood - Campaign specialist Social Media Skills Club
The journey to modern marketing
Peter Reynolds - Marketing Cloud Alliances for Western Europe ; Oracle
Inbound Marketing - Secrets to Success
Alan Lynam - International Account Manager at HubSpot
"You can download this product from SlideTeam.net"
Presenting this set of slides with name Marketing Mix Powerpoint Presentation Slides. We bring to you to the point topic specific slides with apt research and understanding. Putting forth our PPT deck comprises of seventy-four slides. Our tailor-made Marketing Mix Powerpoint Presentation Slides editable presentation deck assists planners to segment and expound the topic with brevity. We have created customizable templates keeping your convenience in mind. Edit the color, text, font style at your ease. Add or delete content if needed. Download PowerPoint templates in both widescreen and standard screen. The presentation is fully supported by Google Slides. It can be easily converted into JPG or PDF format. https://bit.ly/3stqCMZ
How to Recruit, Assess and Coach Jedi Sales TalentSales Hacker
What You'll Learn:
- What the salesperson of the future look like
- The best blueprint for managing talent in sales, and where should sales leaders focus
- How you can reliably and repeatedly predict the success of a salesperson
- How you can apply predictive analytics to improve both speed to performance and success in recruiting
Webinaire offrant des conseils pratiques pour battre des records de ventes B2B en 2022. La recette du succès pour être motivé, bâtir un plan et l'exécuter.
Bien au-delà de la confirmation d’un travail bien effectué, la mesure de la satisfaction client permet de remettre en cause le statut quo et de rester pro-actif dans ses ventes et son service à la clientèle. Cette pro-activité aura un impact financier indéniable et non négligeable sur l’entreprise et son retour sur investissement (ROI).
Les compétences en vente indispensables au succès des vendeurs de nos jours ont changées et incluent la vente virtuelle pour répondre aux exigences du contexte.
Avec l'industrie de la vente en constant changement, la vente virtuelle jouant un rôle plus grand que jamais et la façon de développer les relations changeant, la vente consultative prend de plus en plus d’ampleur. Cette tendance soulève l’importance d’avoir des équipes de vente qui sont plus petites, mais plus performantes; capables de générer plus de revenus grâce à des efforts optimisés.
Votre plan de rémunération est il compatible avec vos objectifs d'entreprise ?
La fin de l'année est généralement accompagnée d'une période de bilan. Vous dressez le point sur l'année écoulée et définissez vos objectifs de vente pour l'année suivante. Avez-vous ménagé du temps pour revoir votre plan de rémunération ?
En temps normal, votre plan de rémunération devrait être revu périodiquement afin d'être adapté aux objectifs d’affaires et aux changements dans l'environnement concurrentiel. Après tous les bouleversements survenus suite à la pandémie, on constate que de nombreux indicateurs sur lesquels reposait le plan de rémunération ne sont plus d'actualité. Les entreprises sont nombreuses à avoir rapidement modulé leur stratégie en mode réaction, sans pour autant avoir eu le temps nécessaire à une véritable réflexion.
Le plan de rémunération doit être optimisé afin que les représentants priorisent les bonnes activités pour maximiser leur rémunération tout en garantissant que l’entreprise atteigne ses objectifs de vente et corporatifs.
Cette présentation est conçue pour vous permettre de :
- Comprendre les mécanismes qui rendent le plan de rémunération efficace
- Augmenter la motivation des représentants
- Cesser de laisser de l’argent laissé sur la table à cause d’un mauvais plan de rémunération
Cette présentation s’adresse aux dirigeants, VP des ventes et chefs d’entreprises.
Comment vendre en milieu industriel quand le capex se fait rarePrima Ressource inc.
Le CAPEX n'est pas mort!
L’industrie manufacturière a été durement frappée au cours des derniers mois en raison de la pandémie. Les entreprises du secteur manufacturier, vivant un stress financier, ont alors réduit leurs budgets et révisé leurs priorités. Résultat? Certaines entreprises ont gelé les projets CAPEX au moins jusqu’en 2021! Il semble que seuls les projets OPEX soient à l'honneur ces temps-ci, entraînant ainsi une diminution des sources de revenus pour plusieurs vendeurs.
Beaucoup d’entre eux ont donc diminué leurs activités de vente, en réponse à la conviction que les opportunités de vente pour les achats d’envergure se font rares.
La bonne nouvelle, c’est qu’il est toujours possible de réaliser des ventes, même dans un contexte de crise, qu’il s’agisse d’opportunités OPEX ou CAPEX! Nous avons conçu ce webinaire pour outiller les équipes de vente des industries manufacturières et industrielles à vendre dans ce contexte particulier et atteindre leurs objectifs en 2020-2021.
Cette présentation permet de :
- Mieux saisir les enjeux actuels dans le secteur manufacturier
- Identifier les compétences en vente clés pour réussir en 2020-2021
- Évaluer le potentiel de revenus à partir de votre entonnoir de vente actuel
Preparer les ventes de 2021 priorites pour les PDG de PME B2BPrima Ressource inc.
Avec l'année exceptionnelle que nous vivons, la fonction vente se retrouve sous les projecteurs que ce soit parce que votre entreprise fait partie de celles qui bénéficient de la crise ou au contraire, parce que vous avez subi des pertes de chiffre d'affaires.
Quelle que soit votre situation, vous avez assurément des questions critiques à vous poser et des décisions complexes à prendre pour structurer votre département de vente et atteindre vos objectifs.
Ai-je la bonne équipe de vente ? Les bonnes personnes dans les bons rôles ? Trop de vendeurs ? Pas assez de vendeurs ?
Pourquoi est-ce qu'on n'a pas plus d'opportunités de ventes dans le pipeline ? Qu'est-ce qui manque à l'équipe de vente pour en générer plus et en gagner plus ?
Fait-on tout ce qu'on peut (et doit) pour atteindre les objectifs ?
Les strategies cles pour enfin obtenir un bon roi de votre crmPrima Ressource inc.
Transformez votre CRM en voiture de Formule 1
Est-ce que le meilleur pilote de Formule 1 au monde gagnerait le Grand Prix avec une voiture moins performante que ses concurrents? La réponse est simple : non. La voiture joue un rôle si important dans la performance du pilote que celui-ci sera toujours incapable de vaincre un concurrent qui possède une voiture plus performante, même si ce dernier est moins habile.
Pour votre force de vente, le CRM agit comme leur voiture de Formule 1. Il est le moteur de votre organisation de vente et il est primordial d’optimiser son implantation et son fonctionnement pour atteindre le plus haut niveau de performance. Vous pouvez avoir les meilleurs vendeurs, mais si le CRM n’est pas bâtit pour optimiser leur rendement, ils brûleront du gaz inutilement et laisseront beaucoup d’argent sur la table.
Drapeau jaune - Ralentissez, il y a danger
Le drapeau jaune est levé : danger sur la piste, le pilote devra s’ajuster.
En tant que chef d’entreprise, directeurs généraux et leaders des ventes, vous devez savoir quand c’est le moment de lever le drapeau jaune pour indiquer à vos vendeurs qu’il est temps pour eux de s’ajuster. La majorité des CRM souffrent d’importants problèmes qui mettent en danger les opportunités de vente de vos représentants.
Si vous constatez un de ces problèmes au sein des CRM de votre équipe de vente, il est temps de lever le drapeau :
- Système complexe et difficile à maintenir à jour
- Implantation du CRM qui traine
- Difficulté avec l’adhésion au processus de vente
- Grande proportion d’opportunités perdues ou qui ne mènent pas à des ventes
- Données imprécises ou incomplètes
- CRM qui n’est pas utilisé à son plein potentiel
Drapeau vert - Roulez à pleine vitesse et gagnez la course
Le drapeau vert en Formule 1 est agité lorsqu’il n’y a plus de danger sur la piste. Alors comment pouvez-vous, en tant que gestionnaire, vous aussi éliminer tout danger et risque lié au CRM pour enfin pouvoir lever le drapeau vert?
À travers le webinaire, nous vous présenterons les pistes de solutions pour vous assurer que vos équipes de vente travaillent avec un CRM de haute performance. Si vous voulez prendre de l’avance sur vos concurrents voici quelques éléments qui feront la différence :
- Implantation d’un processus de vente “mesurable, quantifiable et coachable”
- Nettoyage et bonification des données du CRM
- Suivis continus des activités et opportunités par le CRM et le gestionnaire
- Travailler avec des indicateurs de performance prédictifs du succès, pas des indicateurs de résultats
La nécessité pour les entreprises de s'adapter continuellement aux nouvelles exigences de leur environnement n'est pas nouvelle. Toutefois, la pandémie a provoqué des mutations rapides dans le comportement des acheteurs au cours des derniers mois, et cela devrait se refléter encore dans les mois à venir. Plus que jamais, le besoin de s'adapter et d'apprendre à vendre différemment est criant.
Les entreprises doivent prendre conscience de l’urgence d’agir si elles souhaitent assurer la pérennité de leur entreprise et une stabilité financière. Cette présentation qui s'accompagne également d'un webinaire permet de :
- Comprendre les mécanismes qui engendrent le besoin de revoir la façon de vendre
- Connaître la séquence optimale quant aux actions pour transformer le département de vente
- Éviter les erreurs les plus fréquentes lors d’une transformation des ventes
- Avoir un plan stratégique pour réussir votre transition vers votre nouveau modèle
Chefs d'entreprise - Comment préparer votre département de vente a la sortie ...Prima Ressource inc.
Alors que les mesures pour endiguer la progression de la pandémie se renforcent, vous vous trouvez à devoir prendre des décisions toujours plus critiques et difficiles pour votre entreprise et vos gens.
Les dernières crises, ont démontré que les décisions qui sont prises en situation de contrainte forte sont directement en lien avec les capacités de récupérer et la durée qu'il faut aux entreprises pour se redresser. Alors que le contexte crée des émotions fortes chez chacun, votre capacité à prendre des décisions plus rationnelles que vos concurrents fera la différence dans quelques mois.
Cette présentation est une opportunité de :
- Vous transmettre des données scientifiques pour vous aider à prendre des décisions clés pendant la crise;
- Transmettre des éléments de contexte sur les mécanismes de reprise;
- Vous préparer à la sortie de crise dès aujourd'hui, pour développer ou renforcer un avantage sur votre concurrence.
Un enregistrement complet du webinaire est disponible sur demande : https://www.primaressource.com/webinaire-preparer-departement-vente-sortie-crise
Gérer efficacement une équipe de vente à distance requiert :
- un bon niveau de structure;
- une équipe qui dispose des habiletés compatibles avec le travail à distance;
- des compétences de gestion spécifiques au niveau de l’imputabilité;
- un rythme de communication et de rencontre adapté;
- des compétences pour coacher l’équipe et la motiver.
En contexte de crise soudaine comme celui que nous vivons, ces éléments deviennent plus critiques encore pour maintenir le cap des activités de vente.
Cette présentation permet aux directeurs des ventes et leaders des ventes de prioriser les actions essentielles de gestion de leur équipe de vente et de se sentir plus en contrôle dans la préparation à la reprise des activités.
Le webinaire enregistré est disponible ici : https://www.primaressource.com/webinaire-gerer-equipe-de-vente-b2b-distance
Comment faire moins de soumissions, mais en gagner plus ? Apprenez les fondements de la vente consultative par le baseball pour améliorer votre ratio de closing, vous positionner comme expert et conseiller (et non comme vendeur), obtenir plus de rendez-vous et avoir des conversations d'affaires au lieu de faire des présentations de produits ou services.
Rarely have business and sales leaders had as many challenges as in recent years:
- Fierce competition;
- Market saturation;
- Strong pressure on margins;
- Harsh price competition.
Add to this list, the changes in B2B buyer behaviour and higher expectations, and you have a cocktail that puts a tremendous amount of pressure to change rapidly. But this is also a huge opportunities for companies who can better read their market and adapt faster.
This is why we present this webinar; it will allow you to:
- Have exclusive insights on the B2B environnement in Canada;
- Get an action plan to transform your sales for better results;
- Avoid the common mistakes of sales transformation;
- Learn the best methodology to transform your sales.
This presentation is intended for all business and sales leaders that are looking for growth, increase in their revenues and in their market shares, differentiation, and shorter sales cycles.
Traditional recruitment methods don't work when it comes to sales.
Do you know how to recruit a great salesperson? Recruitment of representatives often takes the form of trial and error that leads to frustration and prevents sales targets from being met.
Following the webinar you will understand the 16 steps of recruiting an elite salesperson and the importance of evaluating each candidate:
- Discover the different pitfalls of traditional recruitment approaches
- Learn how to conduct valuable telephone interviews
- Find out how to do more effective face-to-face interviews
- Learn how to integrate your salesperson effectively
Les processus de recrutement traditionnels ne fonctionnent pas en vente. Découvrez comment éviter les principales erreurs et commencez à embaucher de meilleurs représentants des ventes.
Comment devenir un bon coach pour votre équipe de vente - Prima RessourcePrima Ressource inc.
Est-ce que vous passez au moins 50% de votre temps à coacher vos équipes ?
Les directeurs des ventes influencent directement la performance de leur équipe de vente. Le rôle n’est pas uniquement consacré au travail sur les stratégies de vente, mais bien sur les actions des représentants et de la force de vente.
Si vous souhaitez augmenter l’impact que vous avez sur votre équipe de vente, le coaching est votre meilleur allié. Pendant ce webinaire vous allez apprendre comment coacher votre équipe.
- Bien comprendre ce qu’est un bon coaching des ventes
- Comment vous mettre dans le bon état d’esprit pour coacher vos vendeurs
- Les compétences requises pour le coaching en vente
- Saisir les différents types de coaching de vente à offrir à votre équipe
- Comment intégrer le coaching dans votre agenda
CRM comment choisir le bon et en tirer profit pour les ventesPrima Ressource inc.
Vous envisagez d'implanter un CRM ou voulez en changer? Ce webinaire est pour vous!
Pour que cet outil vous permette de réaliser des gains en efficacité et en performance au niveau des ventes, vous devrez bien le choisir, l'implanter, le personnaliser et l'utiliser.
Un CRM ne résoudra pas tous les problèmes de vente ou de gestion , cependant, c'est un outil à haute valeur ajoutée.
Cette présentation vous montre :
- Comment choisir le bon CRM pour vos besoins;
- Les erreurs à éviter dans l'implantation;
- Comment fixer les attentes de votre force de vente par rapport à cet outil;
- Comment exploiter le CRM pour être plus efficace en vente et en gestion des ventes;
- Les gains à réaliser en implantant le bon CRM.
Transformation des ventes pourquoi-quand-comment-prima-ressourcePrima Ressource inc.
Rarement les dirigeants et chefs d'entreprise auront eu autant de défis que ces dernières années.
Est-ce que vous vivez cela au quotidien?
Il est plus difficile de vendre, de maintenir les profits, de motiver les employés, de s'adapter aux comportements des clients, d'adopter les nouvelles technologies...
C'est bien la nouvelle réalité et pour maintenir la pérennité de votre entreprise, l'adaptation à ces nouveaux paradigme n'est pas optionnelle.
Nous présentons ce webinaire pour vous permettre de :
Comprendre les fondements du changement de paradigme en vente;
Prendre les bonnes décisions quant aux actions de transformation à privilégier;
Définir un plan stratégique pour transformer vos ventes;
Réussir votre transition vers le nouveau modèle d'organisation de vente.
Ce webinaire s’adresse aux à tous les chefs d'entreprise, VP des ventes et directeurs généraux.
Quels indicateurs clés suivre pour comprendre la santé de votre département d...Prima Ressource inc.
Juger de la santé d'une organisation de vente sur la base du chiffre d'affaires est insuffisant et peut même entraîner des erreurs.
De nombreux indicateurs plus importants doivent être sous votre radar si vous voulez comprendre ce qui se passe réellement dans votre force de vente et prendre les bonnes actions pour améliorer les résultats.
Il est difficile de faire le tri entre les multiples indicateurs, pourtant une poignée peut vous aidez plus que les autres.
Grâce à cette présentation vous :
- Connaîtrez les indicateurs incontournables pour évaluer la santé de votre organisation de vente,
- Saurez comment agir pour corriger les mauvaises performances sur ces indicateurs,
- Comprendrez où mettre les efforts pour atteindre vos objectifs de croissance.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
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
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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Frederic Lucas
Sales Growth Expert
President &CEO at Prima Resource
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AGENDA
1. Navigating the crisis
2. Getting your business out of the crisis
o Human
o Structure
o Execution
3
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THE IMPACT ON YOUR CUSTOMERS
AND PROSPECTS
1. Essential to the crisis -> Strong and rapid growth
2. Their industry has disappeared because of the crisis -> Recovery within 6
to 12 months after the end of the crisis
3. Slowdown due to the crisis -> Business continues with a rapid recovery at
the end of the crisis
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WATER LEVEL IN YOUR LAKE
1. The water level is rising rapidly
2. There's no more water
3. The water level dicreased
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Charles Sirois
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The lake is more important
than the canoe.
- Charles Sirois
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SITUATIONAL STRATEGY
1. Multiply sales efforts to maintain market share
2. Pivot to a new lake and adapt your business model
3. Multiply sales efforts to gain market share
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In crisis, focus on sales
-Verne Harnish
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• Power to the buyers
• Enormous pressure on prices
• Strong competition
• Race to the bottom
• Spending freeze
WHAT WE CAN EXPECT AS THE RECOVERY
TAKES HOLD
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GETTING YOUR
BUSINESS OUT OF THE
CRISIS
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IDENTIFYKEYPLAYERSINSALES
Identify the salespeople who will help you get out
of the crisis.
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HUMAN DIMENSION STRATEGY
18
You have to rely on fewer salespeople,
but stronger salespeople.
- Frederic Lucas
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KEY PLAYERS:
THE WRONG CRITERIA
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• Revenue
• Compensation
• Relationships
• Seniority
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KEY PLAYERS:
THE RIGHT CRITERIA
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WILL TO SELL
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GROUP COMPARISON
23
Group Selling value Sales process Consultative selling Sales DNA
All salespeople 41% 45% 15% 28%
Top 5% of all
salespeople
97% 85% 60% 100%
Less than 2 years
experience
6% 29% 6% 11%
More than 10 years
experience
53% 53% 20% 37%
Bottom 50% of all
salespeople
11% 27% 3% 1%
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Ability to succeed remotely :
• Responsibility
• Works independently
• Self-starter
• Prospecting
• Level of supervision
KEY PLAYERS:
THE RIGHT CRITERIA
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HOW TO HELP YOUR DECISION-MAKING
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SALES EFFECTIVEMENT AND
IMPROVEMENT ANALYSISTM
1. Can we be more effective?
2. How much more effective can we be?
3. What will it take to accomplish that?
4. How long will it take to accomplish that?
SMART SIZING TOOLTM
1. Which salespeople are not part of our short-term
future?
2. How much will the company save from SmartSizing the
sales force?
3. How much potential does our SmartSized sales force
have?
4. What is the ideal role for each salesperson?
5. How viable is the pipeline of candidates for
redeployment?
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• Maintain their remuneration
• Pay attention to your message
• Coach to overcome obstacles
• Raise the bar and challenge them!
KEY PLAYERS:
KEY ACTIONS
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THE RIGHT PEOPLE IN THE RIGHT ROLES
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Major Retail Chains Record Labels Online Sellers
A - Competition resistant
B - High ticket seller
C - Value seller
A - Competition resistant
B - High ticket seller
C - Value seller
D - Resistance proof seller
E - Able to sell to top executives
I - Will hunt for new business
A - Competition resistant
C - Value seller
F - Compatible with a one call close
I - Will hunt for new business
J - Entrepreneurial seller
East Coast Sales
Gregg Allman ABC 56%
ABCDEI 48%
ACFIJ 40%
Tom Petty ABC 56%
ABCDEI 64%
ACFIJ 68%
Tom Scholz ABC 48%
ABCDEI 52%
ACFIJ 36%
Tommy Shaw ABC 60%
ABCDEI 56%
ACFIJ 44%
Bruce Springsteen ABC 92%
ABCDEI 88%
ACFIJ 88%
Steven Tyler ABC 52%
ABCDEI 56%
ACFIJ 40%
Europe Sales
Roger Daltry ABC 44%
ABCDEI 28%
ACFIJ 28%
Mick Jagger ABC 88%
ABCDEI 84%
ACFIJ 84%
Jeff Lynne ABC 76%
ABCDEI 68%
ACFIJ 72%
Brian May ABC 72%
ABCDEI 72%
ACFIJ 68%
Jimmy Page ABC 80%
ABCDEI 68%
ACFIJ 76%
Roger Waters ABC 76%
ABCDEI 64%
ACFIJ 80%
West Coast Sales
Donald Fagen ABC 24%
ABCDEI 36%
ACFIJ 28%
Steve Miller ABC 72%
ABCDEI 68%
ACFIJ 60%
Carlos Santana ABC 76%
ABCDEI 64%
ACFIJ 76%
Boz Scaggs ABC 80%
ABCDEI 68%
ACFIJ 48%
Steve Walsh ABC 24%
ABCDEI 36%
ACFIJ 40%
Bob Weir ABC 84%
ABCDEI 76%
ACFIJ 80%
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IMPACT ON THE AVAILABLE POOL OF CANDIDATES
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2 TYPES OF AVAILABLE CANDIDATES
1. Non-performing candidates who have lost their jobs
2. Candidates whose industry has disappeared
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SALES-SPECIFIC RECRUITMENT PROCESS
• Identify the ideal candidate
• Attract good candidates
• Select candidates scientifically
• Audition candidates
• Assess the fit
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OPTIMIZING YOUR SALES PROCESS
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ON-DECK
CIRCLE
PROSPECT
SELLQUALIFY
CLOSE
SCORE
2nd BASE
3rd BASE
HOME
1st BASE
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Sales & Marketing Funnel
Top of funnel
Marketing responsibility
Middle of the funnel
Shared responsibility for sales
and marketing
Bottom of the funnel
Responsibility of sales
Mainly lives in: marketing platform
Mainly lives in: CRM Opportunity
Customer
SQL
MQL
Lead
DEVELOP YOUR ONLINE MARKETING
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WHAT YOUR SALES MANAGERS
NEED TO DO
• Hold accountable to prospecting activities
• Coach
• Motivate
• Sales meetings
• Manage remotely
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HOLD ACCOUNTABLE TO PROSPECTING
ACTIVITIES
44
18
Average Score
100
Hunting
11%
61%
22%
6%
Hunters
Potential Hunters
Fishermen
PETP
0% 20% 40% 60% 80% 100%
Will Prospect
Prospects Consistently
Prospects via Phone and / or Walk-ins
Has No Need for Approval
Schedules Meetings
Recovers from Rejection
Maintains Full Pipeline
Not a Perfectionist or it Does Not Prevent Prospecting
Likable
Reaches Target Prospect
Gets Referrals from Customers / Network
Uses Social Selling Tools
Attends Networking Events
The Hunting Competency
3
Average Score
100
Accountability
100
Accountability
Effectiveness
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DEDICATE TIME TO COACHING
45
100
Effectiveness
3
Average Score
100
Skills
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PAY ATTENTION TO MOTIVATION
46
100
Score moyen
100
Motivation
Intrinsic 50%
Extrinsic 11%
Altruistic 6%
Not Motivated
6%
Mixed 28%
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Critical Metrics
Margins
Average Order Size
Average Account Size
Closing Percentage
New Meetings
Call Reports
Length of the Sales Cycle
Number of Meetings Required to Close
Cost per Sales Call
Salespeople Over/Under Goal
Schedules and Calendars
Quality of the Pipeline
Quantity of the Pipeline
Balance of the Pipeline
Stages of the Pipeline
Movement within the Pipeline
Profitability by salesperson
Target Account Status
Top 5 Opportunities
Account Retention
KEEP YOUR EYES ON THE RIGHT INDICATORS
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GOOD SELLING!
Stay healthy, take care of yourself and
your loved ones.
Prima Ressource, 2020 -All rights reserved
Editor's Notes
Ce webinaire s’adresse aux chefs d’entreprise et aux entrepreneurs ui sont déterminés….
Ce webinaire s’adresse aux chefs d’entreprise et aux entrepreneurs ui sont déterminés….
*dire que c’est un drame humain avant tout. L’important c’est de sauver des vies!!! Ensuite de sauver des entreprises, des emplois et l’économie. Aujourd’hui, les personnel infirmier, les médecins et les. chercheurs son nos héros. Toutefois, ce sont les entrepreneurs qui se seront au copieur de la reprise.
Votre réaction. Face à l’apocalypse
Nous avons plongé instantanément dans une récession
Nous ne l’avons pas vu venir
Ce que l’histoire peut nous apprendre : Nous avons vécu ce genre de situation avant : 2008-2009 : banques faisaient faillite, 2001 : bulles techno, 1981-82 crise des taux d’intérêts à 18,25%,
En croissance forte et rapide : transport, équipement médical, pharmaceutique, soins de santé, logistique, produits alimentaires (excepté les traiteurs), logiciels pour travail à distance;
Disparu, du moins temporairement : tourisme, aviation, évènementiel;
Les affaires continuent : toutes les marchés ;
Note : #3 les vendeurs doivent travailler 2-3 fois plus fort (pour bâtir le pipeline)
Business as usual : build a pipeline now for when we are bump. They will need to get a head start (continue selling)
Note : Le 1er réflexe est de couper les dépenses et préserver son cash flow (bon réflexe), ensuite d’aller chercher des subventions… mais faut-il vraiment compter la dessus. Il faut croitre les ventes! Il faut agir sur ce qu’on contrôle!
Competing on price, cruising along, taking orders, selling transactionally = they are dead
The only salespeople that will succeed will be the ones selling consultatively and can sell value!
It will be a race to the bottom. Buyers will squeeze price.
ce qui a fonctionner depuis 2-3 ans ne fonctionnera plus… les seuls vendeurs qui pourront avoir du succès sont les vendeurs consultatifs qui peuvent vendre la valeur et se différencier.
This isn't a pretty picture because it basically shows that except for the top 5%, most salespeople suck at selling value.
There are four reasons for this:
They aren't following or using a sales process that supports Value Selling - only 45% of all salespeople have Sales Process as a strength.
They aren't using a consultative approach and value selling won't work without one - only 15% of all salespeople have Consultative Selling as a strength.
Their Sales DNA doesn't support consultative or value selling - only 28% of all salespeople have Sales DNA as a strength
The company hasn't been decisive about not discounting - it sends conflicting messages.
You can't really get salespeople to properly and effectively sell value until they have been trained on sales process, consultative selling and been coached up on Sales DNA.
Note : pas facile, besoin de valider ses décisions - la meilleure façon est en utilisant notre analyse de la force de vente ou notre outil de restructuration des ventes.
Note : plus rapide de remplacer que de développer
Note : la bonne nouvelle c’est qu’il y aura plus de difficulté à trouver des candidats
Note : plus rapide de remplacer que de développer
Note : la bonne nouvelle c’est qu’il y aura plus de difficulté à trouver des candidats
Note : (CAN vs. WILL) - raconter l’histoire. il sera impossible de faire la différence
Note : pour intégrer le consultatif et vendre la valeur