This document provides an overview and table of contents for a book that provides advice to salespeople. The book is divided into chapters that discuss who should be in sales, getting started on a new assignment, prospecting and pipeline development, closing sales, dealing with challenges, and factors for critical success. It emphasizes building relationships with customers and prospects, developing a prospecting strategy, listening to understand prospects, helping prospects make good decisions, getting help on major deals, and maintaining objectivity.
The document provides guidance on creating an effective business plan for real estate agents. It outlines 8 steps to develop the key elements of a business plan, including: 1) establishing a vision and mission statement; 2) identifying core values; 3) analyzing past performance; 4) creating a budget; 5) setting goals and key performance metrics; 6) identifying lead sources; and 7) conducting a market analysis. The document emphasizes the importance of goal-setting and having a written business plan for success in real estate sales.
Knowing how to design a compelling business strategy is an essential skill for any creative leader. As businesses are ecological and evolve, adaptive business design means gaining the capacity to respond to change and an aptitude for identifying and seizing opportunities. This hands-on workshop was designed to help early-stage startups and young entrepreneurs to turn your ideas into action.
Covering: Business Models, Problem-Solution Fit, Customer Profiling, Business Culture and Psychology, Customer Discovery, Case Studies, Design Strategy and more.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and differentiation. Case studies show how unexpected campaigns like a giant carrot costume and yarn-filled van increased visibility and sales for various companies. While creative marketing is low-cost, it requires dedication over time. The document outlines advantages like low costs and networking opportunities, and disadvantages like the difficulty in measuring results. Overall, the document promotes creative marketing as a good option for small businesses that are willing to invest time in non-traditional advertising approaches.
This document discusses creative marketing tactics that can be used by small businesses. It begins by defining creative marketing and exploring its history. It then examines why creative marketing works, noting that unexpected elements catch consumers off guard. Several successful case studies are provided, as well as one example of a campaign that backfired. The document outlines advantages and disadvantages of creative marketing for small businesses. It explores variables that can impact campaigns and methods to reach target markets. Specific creative marketing tactics like word-of-mouth, signage, and digital methods are then defined and explained. The document concludes by discussing regulations and challenges related to creative marketing.
This document provides a summary of a report about starting an online business selling physical products. It describes the author's journey from selling information products, which required extensive persuasion, to selling tangible goods online through "brown box" stores. Selling physical products allows customers to easily see the value, reduces the need for sales tactics, and leads to higher conversion rates and sales. The report argues that as online shopping continues to grow significantly, now is a great time to start an online store selling physical products.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and focusing on what makes a business different. Some key points:
- Creative marketing is effective because tactics are often unexpected and advertise in non-traditional places, catching consumers off guard.
- It trades money for effort, allowing small businesses to compete through low-cost guerilla marketing rather than expensive traditional ads.
- Successful creative marketing capitalizes on what makes a business unique and differentiates it from competitors for the same market.
The document provides guidance on creating an effective business plan for real estate agents. It outlines 8 steps to develop the key elements of a business plan, including: 1) establishing a vision and mission statement; 2) identifying core values; 3) analyzing past performance; 4) creating a budget; 5) setting goals and key performance metrics; 6) identifying lead sources; and 7) conducting a market analysis. The document emphasizes the importance of goal-setting and having a written business plan for success in real estate sales.
Knowing how to design a compelling business strategy is an essential skill for any creative leader. As businesses are ecological and evolve, adaptive business design means gaining the capacity to respond to change and an aptitude for identifying and seizing opportunities. This hands-on workshop was designed to help early-stage startups and young entrepreneurs to turn your ideas into action.
Covering: Business Models, Problem-Solution Fit, Customer Profiling, Business Culture and Psychology, Customer Discovery, Case Studies, Design Strategy and more.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and differentiation. Case studies show how unexpected campaigns like a giant carrot costume and yarn-filled van increased visibility and sales for various companies. While creative marketing is low-cost, it requires dedication over time. The document outlines advantages like low costs and networking opportunities, and disadvantages like the difficulty in measuring results. Overall, the document promotes creative marketing as a good option for small businesses that are willing to invest time in non-traditional advertising approaches.
This document discusses creative marketing tactics that can be used by small businesses. It begins by defining creative marketing and exploring its history. It then examines why creative marketing works, noting that unexpected elements catch consumers off guard. Several successful case studies are provided, as well as one example of a campaign that backfired. The document outlines advantages and disadvantages of creative marketing for small businesses. It explores variables that can impact campaigns and methods to reach target markets. Specific creative marketing tactics like word-of-mouth, signage, and digital methods are then defined and explained. The document concludes by discussing regulations and challenges related to creative marketing.
This document provides a summary of a report about starting an online business selling physical products. It describes the author's journey from selling information products, which required extensive persuasion, to selling tangible goods online through "brown box" stores. Selling physical products allows customers to easily see the value, reduces the need for sales tactics, and leads to higher conversion rates and sales. The report argues that as online shopping continues to grow significantly, now is a great time to start an online store selling physical products.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and focusing on what makes a business different. Some key points:
- Creative marketing is effective because tactics are often unexpected and advertise in non-traditional places, catching consumers off guard.
- It trades money for effort, allowing small businesses to compete through low-cost guerilla marketing rather than expensive traditional ads.
- Successful creative marketing capitalizes on what makes a business unique and differentiates it from competitors for the same market.
This document discusses creative marketing tactics for small businesses. It begins by explaining that creative marketing can help address the top three reasons startups fail: lack of financial planning, poor sales skills, and poorly executed marketing. Creative marketing works because it employs unexpected marketing methods that surprise customers and trades money for effort. The element of surprise catches customers' attention when they are bombarded by ads. Additionally, creative marketing pays off because it capitalizes on what makes a business unique and different from competitors. The document provides examples of creative marketing methods and explains how and why they can effectively promote small businesses.
Creative marketing tactics and make money onlineMuhammad Ahmad
This document discusses creative marketing tactics and how they can be used to attract new customers. It defines creative marketing as unexpected advertising methods that think outside the box of traditional advertising. Creative marketing works because it employs surprise, capitalizes on what makes a business different from competitors, and trades money for effort through low-cost guerilla marketing tactics. The document provides several case studies and explores specific creative marketing methods including word-of-mouth promotion, canvassing, signage, vehicle advertising, promotional items, viral marketing, blogging, and legal considerations.
How Ordinary People Are Manipulating This SECRET ALGORITHM To Make Perpetual Income Every Month!
https://bit.ly/3xNki4s
Be motivated that you can be a millionaire one day and you'll
This document provides 101 tips for advertising a business in 2018. It begins with an introduction explaining the importance of advertising for businesses. It then discusses how advertising has changed in 2018, emphasizing the need to stand out, deliver value to customers, and build trust. The document is organized into sections with tips covering word-of-mouth marketing, free advertising methods, website development, social media marketing, search engine optimization, blogging, distinguishing a business, local advertising, networking, and concluding advice. The overall message is that an effective 2018 advertising plan utilizes a variety of online and offline tactics to clearly communicate a business's value proposition.
This document outlines a 7-step system for building a successful Rodan + Fields business. It discusses focusing on duplicating proven successful activities, creating business goals and contact lists, packaging product and business stories, holding daily events to connect with others, measuring progress, and committing to ongoing personal development. The goal is to recruit new consultants and preferred customers through sharing simple language about the products and business opportunity.
46 ideas to make your business a successPim Piepers
This document provides 10 tips for achieving excellence in sales. It emphasizes the importance of self-knowledge, understanding customers, and continuous learning. Specific tips include getting prospects physically engaged with products, maintaining control of sales materials, asking questions to get feedback, using challenges and skepticism to motivate sales-savvy prospects, and managing time efficiently with each prospect. The overall message is that sales excellence requires confidence, knowledge, caring for others, clear presentations tailored for qualified prospects, and closing more sales through dedicated effort.
Recurring Income is another term for residual income. In a nutshell, there are
three (3) types of income streams that you may have coming into your business.
1. If you do a one-time job, sale or perform a contract, you get paid once
and the income stops there.
2. If you do a normal 9 to 5 job, you will continue to get paid as long you
continue to work for your employer—often called a linear income. This is
the type of income that the majority of workers “enjoy.” Even if you are a
neurosurgeon, lawyer or engineer, you are only paid as long as you
continue working. You stop working and the bank account dwindles.
3. The third type of income is the recurring income where you are paid
even after you have stopped working. For example, you wrote a book and
as long as your book continues to sell, you will continue to receive royalty
income for a work done once.
Today's business market is an extremely competitive place. More businesses enter the
fray all the time: for the past ten years, more than 750,000 new startups spring into
existence across North America. Unfortunately, over 60 percent of new businesses fail
in the first four years.
Why do they fail? According to a study performed by the U.S. Department of
Commerce, there are three main reasons startup businesses fold:
This document provides an introduction to a guide on marketing for small businesses. It discusses the importance of defining your "market position," which establishes who you want to be perceived as in the eyes of the market. It uses examples like McDonald's, Volvo, and Walmart to illustrate how effectively defining your market position through focusing on a specific target audience can help your small business succeed. The document emphasizes that you cannot try to appeal to everyone and must carve out your own niche. It also discusses how your marketing messages should promote and reinforce this defined market position.
This document provides 101 tips for advertising a business in 2018 both online and offline. It discusses how advertising has changed and now requires standing out more with unique, memorable messages. Tips are organized into categories like word-of-mouth advertising, free advertising methods, building a website, social media marketing, search engine optimization, blogging, and more. An effective 2018 advertising plan utilizes multiple channels and clearly communicates the business's value proposition.
advertise your business online and offlineRAVISAINI130
As a business owner, you know the importance of having other people
know about your business. Advertising is rarely an option. Even those
huge companies that you know well, who do not need to advertise
(because you will likely go to them repeatedly) put a good deal of their
profits back into advertising their business.
As a small business owner, marketing your business is important. It does
not matter if your business is a small one, such as a local repair shop or
retail store, or a larger one, finding the right way to communicate with
your prospective clients is critical.
People constantly use the term “branding,” and it is often misunderstood or confused with advertising. Here are 5 myths about branding that are not true.
This document provides a sales script template and tips for cold calling. It outlines four key steps for a cold call: 1) introduction, 2) establishing rapport, 3) positioning statement, and 4) next steps. For each step, it offers guidance on what to say and questions to ask prospects. The document emphasizes practicing the script, focusing on the call goal, researching prospects, asking open-ended questions, listening more than talking, and making variations to find the best fitting script. The overall aim is to help salespeople improve their cold calling effectiveness and productivity.
How you can Use Creative “Out of The Box” Thinking to Get Loads of New Customers. In this eBook you will discover the topics about what is creative marketing, how and why creative marketing works, the element of surprise, it pays to be different, controls and variable, fun with case studies, creative marketing for your small business, creative marketing methods, word of mouth, canvassing, the sign says, vehicle and body advertising, promotional items, digital creative marketing, rules and regulation and so much more!
Introducing Creating Marketing Tactics - How You Can Use Creative 'Out of the Box' Thinking to Get Load of New Customer. Inside this eBook, you will discover the topics about what is creative marketing, how and why creative marketing works, the elements of surprise, it pays to be different, controls and variables, fun with case studies, creative marketing for your small business, creative marketing methods, word of mouth canvassing, the sign says, vehicle and body advertising, promotional items, digital creative marketing, rules and regulations and so much more!
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and capitalizing on what makes a business different. While creative marketing is low-cost compared to traditional advertising, it requires dedication of time and energy over money. The document explores case studies of successful and unsuccessful creative marketing campaigns. It also outlines advantages like low costs and networking opportunities, and disadvantages like difficulty measuring results and requiring a long-term time investment.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and focusing on what makes a business different from competitors. Some key points:
- Creative marketing addresses the top reasons startups fail - lack of financial planning, poor sales skills, and poorly executed marketing.
- It is a low-cost, high-impact strategy that trades money for effort compared to traditional advertising.
- Creative marketing catches consumers off guard through unexpected advertising placements rather than traditional ads.
- Businesses should determine their unique selling proposition (USP) - what makes them different - to capitalize on in creative marketing campaigns.
This document provides an overview of creative marketing tactics that can be used by small businesses. It discusses how creative marketing works by using unexpected approaches to catch consumers' attention. Several case studies are presented showing how creative tactics like using a giant carrot costume or yarn-filled van helped boost awareness and sales for different companies. Both advantages like low cost and disadvantages like difficulty measuring results are reviewed. A variety of creative marketing methods like word-of-mouth promotion, signage, and digital tactics are then described.
This document provides 342 headline templates that can be used to advertise any business. The headlines use fill-in-the-blank templates to make them applicable to different industries and topics. They are intended to help copy and modify headlines without having to start from scratch. The document also includes brief legal disclaimers about the copyright and intended use of the material.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
This document discusses creative marketing tactics for small businesses. It begins by explaining that creative marketing can help address the top three reasons startups fail: lack of financial planning, poor sales skills, and poorly executed marketing. Creative marketing works because it employs unexpected marketing methods that surprise customers and trades money for effort. The element of surprise catches customers' attention when they are bombarded by ads. Additionally, creative marketing pays off because it capitalizes on what makes a business unique and different from competitors. The document provides examples of creative marketing methods and explains how and why they can effectively promote small businesses.
Creative marketing tactics and make money onlineMuhammad Ahmad
This document discusses creative marketing tactics and how they can be used to attract new customers. It defines creative marketing as unexpected advertising methods that think outside the box of traditional advertising. Creative marketing works because it employs surprise, capitalizes on what makes a business different from competitors, and trades money for effort through low-cost guerilla marketing tactics. The document provides several case studies and explores specific creative marketing methods including word-of-mouth promotion, canvassing, signage, vehicle advertising, promotional items, viral marketing, blogging, and legal considerations.
How Ordinary People Are Manipulating This SECRET ALGORITHM To Make Perpetual Income Every Month!
https://bit.ly/3xNki4s
Be motivated that you can be a millionaire one day and you'll
This document provides 101 tips for advertising a business in 2018. It begins with an introduction explaining the importance of advertising for businesses. It then discusses how advertising has changed in 2018, emphasizing the need to stand out, deliver value to customers, and build trust. The document is organized into sections with tips covering word-of-mouth marketing, free advertising methods, website development, social media marketing, search engine optimization, blogging, distinguishing a business, local advertising, networking, and concluding advice. The overall message is that an effective 2018 advertising plan utilizes a variety of online and offline tactics to clearly communicate a business's value proposition.
This document outlines a 7-step system for building a successful Rodan + Fields business. It discusses focusing on duplicating proven successful activities, creating business goals and contact lists, packaging product and business stories, holding daily events to connect with others, measuring progress, and committing to ongoing personal development. The goal is to recruit new consultants and preferred customers through sharing simple language about the products and business opportunity.
46 ideas to make your business a successPim Piepers
This document provides 10 tips for achieving excellence in sales. It emphasizes the importance of self-knowledge, understanding customers, and continuous learning. Specific tips include getting prospects physically engaged with products, maintaining control of sales materials, asking questions to get feedback, using challenges and skepticism to motivate sales-savvy prospects, and managing time efficiently with each prospect. The overall message is that sales excellence requires confidence, knowledge, caring for others, clear presentations tailored for qualified prospects, and closing more sales through dedicated effort.
Recurring Income is another term for residual income. In a nutshell, there are
three (3) types of income streams that you may have coming into your business.
1. If you do a one-time job, sale or perform a contract, you get paid once
and the income stops there.
2. If you do a normal 9 to 5 job, you will continue to get paid as long you
continue to work for your employer—often called a linear income. This is
the type of income that the majority of workers “enjoy.” Even if you are a
neurosurgeon, lawyer or engineer, you are only paid as long as you
continue working. You stop working and the bank account dwindles.
3. The third type of income is the recurring income where you are paid
even after you have stopped working. For example, you wrote a book and
as long as your book continues to sell, you will continue to receive royalty
income for a work done once.
Today's business market is an extremely competitive place. More businesses enter the
fray all the time: for the past ten years, more than 750,000 new startups spring into
existence across North America. Unfortunately, over 60 percent of new businesses fail
in the first four years.
Why do they fail? According to a study performed by the U.S. Department of
Commerce, there are three main reasons startup businesses fold:
This document provides an introduction to a guide on marketing for small businesses. It discusses the importance of defining your "market position," which establishes who you want to be perceived as in the eyes of the market. It uses examples like McDonald's, Volvo, and Walmart to illustrate how effectively defining your market position through focusing on a specific target audience can help your small business succeed. The document emphasizes that you cannot try to appeal to everyone and must carve out your own niche. It also discusses how your marketing messages should promote and reinforce this defined market position.
This document provides 101 tips for advertising a business in 2018 both online and offline. It discusses how advertising has changed and now requires standing out more with unique, memorable messages. Tips are organized into categories like word-of-mouth advertising, free advertising methods, building a website, social media marketing, search engine optimization, blogging, and more. An effective 2018 advertising plan utilizes multiple channels and clearly communicates the business's value proposition.
advertise your business online and offlineRAVISAINI130
As a business owner, you know the importance of having other people
know about your business. Advertising is rarely an option. Even those
huge companies that you know well, who do not need to advertise
(because you will likely go to them repeatedly) put a good deal of their
profits back into advertising their business.
As a small business owner, marketing your business is important. It does
not matter if your business is a small one, such as a local repair shop or
retail store, or a larger one, finding the right way to communicate with
your prospective clients is critical.
People constantly use the term “branding,” and it is often misunderstood or confused with advertising. Here are 5 myths about branding that are not true.
This document provides a sales script template and tips for cold calling. It outlines four key steps for a cold call: 1) introduction, 2) establishing rapport, 3) positioning statement, and 4) next steps. For each step, it offers guidance on what to say and questions to ask prospects. The document emphasizes practicing the script, focusing on the call goal, researching prospects, asking open-ended questions, listening more than talking, and making variations to find the best fitting script. The overall aim is to help salespeople improve their cold calling effectiveness and productivity.
How you can Use Creative “Out of The Box” Thinking to Get Loads of New Customers. In this eBook you will discover the topics about what is creative marketing, how and why creative marketing works, the element of surprise, it pays to be different, controls and variable, fun with case studies, creative marketing for your small business, creative marketing methods, word of mouth, canvassing, the sign says, vehicle and body advertising, promotional items, digital creative marketing, rules and regulation and so much more!
Introducing Creating Marketing Tactics - How You Can Use Creative 'Out of the Box' Thinking to Get Load of New Customer. Inside this eBook, you will discover the topics about what is creative marketing, how and why creative marketing works, the elements of surprise, it pays to be different, controls and variables, fun with case studies, creative marketing for your small business, creative marketing methods, word of mouth canvassing, the sign says, vehicle and body advertising, promotional items, digital creative marketing, rules and regulations and so much more!
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and capitalizing on what makes a business different. While creative marketing is low-cost compared to traditional advertising, it requires dedication of time and energy over money. The document explores case studies of successful and unsuccessful creative marketing campaigns. It also outlines advantages like low costs and networking opportunities, and disadvantages like difficulty measuring results and requiring a long-term time investment.
This document provides an overview of creative marketing tactics for small businesses. It discusses how creative marketing works through elements of surprise and focusing on what makes a business different from competitors. Some key points:
- Creative marketing addresses the top reasons startups fail - lack of financial planning, poor sales skills, and poorly executed marketing.
- It is a low-cost, high-impact strategy that trades money for effort compared to traditional advertising.
- Creative marketing catches consumers off guard through unexpected advertising placements rather than traditional ads.
- Businesses should determine their unique selling proposition (USP) - what makes them different - to capitalize on in creative marketing campaigns.
This document provides an overview of creative marketing tactics that can be used by small businesses. It discusses how creative marketing works by using unexpected approaches to catch consumers' attention. Several case studies are presented showing how creative tactics like using a giant carrot costume or yarn-filled van helped boost awareness and sales for different companies. Both advantages like low cost and disadvantages like difficulty measuring results are reviewed. A variety of creative marketing methods like word-of-mouth promotion, signage, and digital tactics are then described.
This document provides 342 headline templates that can be used to advertise any business. The headlines use fill-in-the-blank templates to make them applicable to different industries and topics. They are intended to help copy and modify headlines without having to start from scratch. The document also includes brief legal disclaimers about the copyright and intended use of the material.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Best Competitive Marble Pricing in Dubai - ☎ 9928909666Stone Art Hub
Stone Art Hub offers the best competitive Marble Pricing in Dubai, ensuring affordability without compromising quality. With a wide range of exquisite marble options to choose from, you can enhance your spaces with elegance and sophistication. For inquiries or orders, contact us at ☎ 9928909666. Experience luxury at unbeatable prices.
𝐔𝐧𝐯𝐞𝐢𝐥 𝐭𝐡𝐞 𝐅𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐄𝐧𝐞𝐫𝐠𝐲 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 𝐰𝐢𝐭𝐡 𝐍𝐄𝐖𝐍𝐓𝐈𝐃𝐄’𝐬 𝐋𝐚𝐭𝐞𝐬𝐭 𝐎𝐟𝐟𝐞𝐫𝐢𝐧𝐠𝐬
Explore the details in our newly released product manual, which showcases NEWNTIDE's advanced heat pump technologies. Delve into our energy-efficient and eco-friendly solutions tailored for diverse global markets.
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...BBPMedia1
Nathalie zal delen hoe DEI en ESG een fundamentele rol kunnen spelen in je merkstrategie en je de juiste aansluiting kan creëren met je doelgroep. Door middel van voorbeelden en simpele handvatten toont ze hoe dit in jouw organisatie toegepast kan worden.
SATTA MATKA DPBOSS KALYAN MATKA RESULTS KALYAN CHART KALYAN MATKA MATKA RESULT KALYAN MATKA TIPS SATTA MATKA MATKA COM MATKA PANA JODI TODAY BATTA SATKA MATKA PATTI JODI NUMBER MATKA RESULTS MATKA CHART MATKA JODI SATTA COM INDIA SATTA MATKA MATKA TIPS MATKA WAPKA ALL MATKA RESULT LIVE ONLINE MATKA RESULT KALYAN MATKA RESULT DPBOSS MATKA 143 MAIN MATKA KALYAN MATKA RESULTS KALYAN CHART
Cover Story - China's Investment Leader - Dr. Alyce SUmsthrill
In World Expo 2010 Shanghai – the most visited Expo in the World History
https://www.britannica.com/event/Expo-Shanghai-2010
China’s official organizer of the Expo, CCPIT (China Council for the Promotion of International Trade https://en.ccpit.org/) has chosen Dr. Alyce Su as the Cover Person with Cover Story, in the Expo’s official magazine distributed throughout the Expo, showcasing China’s New Generation of Leaders to the World.
SATTA MATKA SATTA FAST RESULT KALYAN TOP MATKA RESULT KALYAN SATTA MATKA FAST RESULT MILAN RATAN RAJDHANI MAIN BAZAR MATKA FAST TIPS RESULT MATKA CHART JODI CHART PANEL CHART FREE FIX GAME SATTAMATKA ! MATKA MOBI SATTA 143 spboss.in TOP NO1 RESULT FULL RATE MATKA ONLINE GAME PLAY BY APP SPBOSS
The Genesis of BriansClub.cm Famous Dark WEb PlatformSabaaSudozai
BriansClub.cm, a famous platform on the dark web, has become one of the most infamous carding marketplaces, specializing in the sale of stolen credit card data.
Prescriptive analytics BA4206 Anna University PPTFreelance
Business analysis - Prescriptive analytics Introduction to Prescriptive analytics
Prescriptive Modeling
Non Linear Optimization
Demonstrating Business Performance Improvement
Discover the Beauty and Functionality of The Expert Remodeling Serviceobriengroupinc04
Unlock your kitchen's true potential with expert remodeling services from O'Brien Group Inc. Transform your space into a functional, modern, and luxurious haven with their experienced professionals. From layout reconfiguration to high-end upgrades, they deliver stunning results tailored to your style and needs. Visit obriengroupinc.com to elevate your kitchen's beauty and functionality today.
2. TABLE OF CONTENTS
CHAPTER I. WHO SHOULD BE IN SALES 6-8
CHAPTER II. NEW ASSIGNMENT – GETTING STARTED RIGHT 9 - 14
CHAPTER III. WHAT TO DO ALL DAY – PLANTING 15 - 19
CHAPTER IV. WHAT TO DO ALL DAY – HARVESTING 20 - 27
CHAPTER V. INSIDE YOUR HEAD (THE MIND GAME) 28 - 32
4
TABLE OF CONTENTS
CHAPTER VI. LIVING WITH YOUR BOTHERS AND SISTERS 33 - 43
CHAPTER VII. WHAT GOES WRONG AND HOW TO FIX IT 44 - 51
CHAPTER VIII. CRITICAL SUCCESS FACTORS 52 - 61
CHAPTER IX. MOVING ON UP 62 - 65
APPENDIX HOW TO FIND THE RIGHT SALES JOB 66 - 69
5
CHAPTER I
WHO SHOULD BE IN SALES
6
3. MAYBE YOU, IF YOU
• LOVE TO WIN
• HATE TO LOSE
• LIKE MONEY A LOT
• LIKE PEOPLE, AND VICE VERSA
• BELIEVE STRONGLY IN YOUR PRODUCTS AND SERVICES
7
• TRULY HELP PROSPECTS FIND SOLUTIONS
• CAN PERSUADE
• CAN TOLERATE INCOME RISK
• CAN HANDLE REJECTION
8
CHAPTER II
NEW ASSIGNMENT – GETTING STARTED RIGHT
9
4. MASTER IT NOW.
YOU WON’T GET ANOTHER CHANCE TO LEARN WHAT YOU NEED TO KNOW WITH-
OUT THE PRESSURE FOR SALES PRODUCTION.
PASS SOME TESTS BEFORE YOUR TRAINING ENDS BECAUSE YOU WILL SURELY
BE TESTED IN THE FIELD.
10
LEARN THY TERRITORY.
LEARN ITS HISTORY, ITS CUSTOMERS, ITS POTENTIAL, ITS STRONGEST COMPETI-
TORS, AND MORE.
____________________________________________________________________________________
DON’T EXPECT A BIG INHERITANCE.
NO MATTER WHAT YOU WERE PROMISED, BE PREPARED TO BUILD A NEW PIPE-
LINE FROM SCRATCH.
11
NEGOTIATE YOUR QUOTA WELL
ELSE YOU MAY HAVE TO LIVE A WHOLE YEAR WITH TOO MUCH QUOTA.
____________________________________________________________________________________
LOOK FOR SUCCESSFUL MODELS.
WHO ARE THE TOP PRODUCERS? HOW ARE THEY DOING IT? WHAT LESSONS CAN
YOU BORROW FROM THEM?
12
5. DON’T BE AN ORPHAN.
IF YOU ARE WORKING ALONE (REMOTE OFFICE, REMOTE TERRITORY, ETC.),
TAKE TIME TO BUILD INTERNAL RELATIONSHIPS, STARTING WITH YOUR BOSS.
____________________________________________________________________________________
SPEND ENOUGH TIME PLANTING.
EARLY ON, BEFORE EVERYONE EXPECTS YOU TO BE HARVESTING.
13
SCORE SOME POINTS EARLY.
GET ON THE SCOREBOARD TO PROVE THAT YOU CAN.
____________________________________________________________________________________
VERY FEW REPS SURVIVE A SERIOUSLY POOR START.
MAKE THE EARLY DAYS COUNT.
14
CHAPTER III
WHAT TO DO ALL DAY - PLANTING
15
6. SALES SUCCESS CAN BE SUMMARIZED IN EIGHT WORDS:
BUILD A GOOD PROSPECT PIPELINE, THEN HARVEST THAT PIPELINE.
IS THAT WHAT YOU ARE DOING?
16
HOW WILL YOU MAKE YOUR NUMBERS
FROM CURRENT CUSTOMERS OR FROM NEW CUSTOMERS?
FROM SINGLES AND DOUBLES OR FROM HOME RUNS?
MAKE A PLAN AND FOLLOW IT.
17
HUG THE RIGHT PROSPECTS.
YOU NEED A CLEAR PROSPECTING ROADMAP – A PLAN FOR BUILDING A GOOD PIPE-
LINE. WITHOUT IT YOU WON’T FIND AND DEVELOP THE RIGHT PROSPECTS.
____________________________________________________________________________________
HUG YOUR CUSTOMERS.
DO IT OFTEN. HUGGING CUSTOMERS BEGETS MORE BUSINESS AND MORE CUSTOMERS.
18
7. MINIMIZE COLD CALLS.
THE MORE COLD CALLS YOU MUST MAKE, THE WEAKER YOUR PROSPECTING ROAD-
MAP IS. FIND MORE EFFICIENT WAYS TO FIND NEW PROSPECTS.
____________________________________________________________________________________
YOU CAN’T HARVEST WHAT HASN’T BEEN PLANTED.
PLAN TO PLANT MORE THAN YOU NEED.
19
CHAPTER IV
WHAT TO DO ALL DAY - HARVESTING
20
WHAT CAN YOU CLOSE NEXT?
MAKE THIS YOUR FIRST AND LAST QUESTION EVERY DAY.
____________________________________________________________________________________
WATCH YOUR PIPELINE, NOT JUST YOUR SALES PRODUCTION.
SALES ARE THE END PRODUCT OF A PROCESS. THE BETTER YOUR PROCESS THE
GREATER YOUR PRODUCTION.
21
8. LISTEN.
YOU DON’T LEARN MUCH ABOUT YOUR PROSPECT WHEN YOU ARE TALKING.
____________________________________________________________________________________
LEARN EMPATHY.
THE MORE YOU CAN PUT YOURSELF IN YOUR PROSPECTS’ SHOES THE MORE LIKELY
THEY ARE TO BUY FROM YOU.
22
SELL PROPOSALS THAT YOU WOULD BUY.
WOULD YOU BUY YOUR PROPOSAL? IF SO, YOU PROBABLY KNOW WHY YOUR PROS-
PECT WILL BUY IT. IF NO, WHY ARE YOU SELLING IT?
____________________________________________________________________________________
HELP YOUR PROSPECTS MAKE GOOD DECISIONS.
GOOD FOR THEM. WHICH WILL IN TURN BE GOOD FOR YOU.
23
EMOTION
MOST PROSPECTS MAKE EMOTIONAL DECISIONS WHICH THEY WRAP IN RATIONALE.
SO SELL TO YOUR PROSPECT’S EMOTIONS. BUT SUPPLY A RATIONAL WRAPPER.
____________________________________________________________________________________
HOME RUNS
YOU NEED TO HIT THEM, BECAUSE IT IS HARD TO CRUSH YOUR NUMBERS WITHOUT
SOME BIG DEALS ALONG THE WAY.
24
9. GET HELP.
HELP IS ALWAYS AVAILABLE FOR BIGGER DEALS.
____________________________________________________________________________________
JOINT SALES CALLS
MAKING JOINT SALES CALLS IS LIKE DANCING IN TIGHT SPACE – EACH OF YOU BETTER
KNOW WHAT THE OTHER IS GOING TO DO NEXT.
25
DON’T FALL IN LOVE WITH YOUR DEALS.
TOO MUCH OPTIMISM MEANS YOU WILL STAY WITH BAD DEALS TOO LONG. ALWAYS
ADD REALISM TO THE MIX.
____________________________________________________________________________________
STAY OBJECTIVE.
A GOOD REP INVESTS EMOTION, WHICH CAN CAUSE A LOSS OF OBJECTIVITY. HOLD ON
TO YOURS.
26
EVERY PROSPECT’S THREE BASIC QUESTIONS ARE
WHY DO IT? WHY NOW? WHY WITH YOU?
KEEP IT SIMPLE – SELL TO THOSE QUESTIONS.
____________________________________________________________________________________
LOSE RIGHT.
IF YOU LOSE, YOU LOSE. LEAVE YOUR RELATIONSHIPS INTACT FOR TOMORROW’S
BUSINESS.
27
10. CHAPTER V
INSIDE YOUR HEAD (THE MIND GAME)
28
YOUR INNER (MIND) GAME IS CRITICAL. FOR EXAMPLE:
IS YOUR HEAD REALLY INTO SELLING?
WILL YOU STEP OUTSIDE YOUR COMFORT ZONE TO BE SUCCESSFUL?
____________________________________________________________________________________
WHEN YOU ARE COLD CALLING
DO YOU FEEL MORE LIKE A PEST OR MISSIONARY?
29
DO YOU BELIEVE
IN THE PRODUCTS AND SERVICES YOU ARE SELLING? WOULD YOU BUY THEM IF YOU
WERE IN YOUR PROSPECT’S SHOES?
____________________________________________________________________________________
WHEN YOU HEAR OBJECTIONS
DOES YOUR BELIEF IN YOUR OFFERING UNDERPIN YOUR RESPONSE? DO OBJECTIONS
UNDERMINE YOUR CONFIDENCE?
30
11. ARE YOU SELLING
OR HELPING YOUR PROSPECTS SOLVE THEIR PROBLEMS? SHOULD THERE REALLY BE
ANY DIFFERENCE?
____________________________________________________________________________________
DO YOU TRULY KNOW
HOW YOUR PROSPECT GAINS FROM YOUR PROPOSAL? DO YOU CARE?
31
IF YOUR ANSWERS ARE TENTATIVE
THEN YOUR INNER GAME MAY NOT MATCH YOUR VISIBLE GAME – WHICH WILL INEVI-
TABLY LIMIT YOUR SUCCESS.
____________________________________________________________________________________
TO WIN CONSISTENTLY YOUR INNER GAME MUST BE CLEAR. AND
YOUR VISIBLE GAME MUST FIT THAT CLARITY.
32
CHAPTER VI
LIVING WITH YOUR BROTHERS AND SISTERS
33
12. KEEP YOUR WORD.
KEEP YOUR COMMITMENTS – TO YOUR CUSTOMERS, TO YOUR MANAGEMENT, TO
YOUR PEERS, TO EVERYONE.
____________________________________________________________________________________
COMMON LANGUAGE
IF YOUR TEAM HAS A COMMON LANGUAGE*, USE IT.
* LANGUAGE TO DESCRIBE OR EVALUATE DEALS, BUILD PROPOSALS, DISSECT SALES CALLS, AND THE LIKE
34
KEEP YOUR EXPENSE REPORTS CLEAN.
____________________________________________________________________________________
TREAT YOUR MANAGEMENT WITH RESPECT.
MOST OF THEM WILL EARN IT. MOST OF THEM WILL RECIPROCATE. DON’T HIDE FROM
THEM: THEY ARE ENTITLED TO KNOW HOW AND WHAT YOU ARE DOING. THEY CAN
HELP YOU. THEY ARE YOUR PARTNERS.
35
GUT CHECK YOUR BOSSES ON OCCASION.
YOU NEED TO KNOW WHAT’S ON THEIR MINDS.
____________________________________________________________________________________
SELL INSIDE.
SELLING INSIDE YOUR OWN ORGANIZATION IS JUST AS CRITICAL AS SELLING IN THE
FIELD.
36
13. NEVER INFLATE A SALES FORECAST
TO SATISFY YOUR BOSS OR YOUR EGO. YOUR MANAGEMENT ONLY WANTS PLEASANT
SURPRISES.
____________________________________________________________________________________
NEVER GET RANKED AT THE BOTTOM. REPS AT THE BOTTOM ARE AN
ENDANGERED SPECIES.
37
SALES MEETINGS
SHOW UP. CONTRIBUTE. BENEFIT.
____________________________________________________________________________________
TRY TO LIKE YOUR TEAMMATES.
IT WILL PROBABLY TURN OUT TO BE GOOD BUSINESS. IT WILL CERTAINLY MAKE THE
DAY GO BETTER.
38
TALK TO YOUR COMPETITORS
REGULARLY. WHAT YOU LEARN FROM THEM CAN PROVE MORE VALUABLE THAN
WHAT THEY LEARN FROM YOU.
____________________________________________________________________________________
BAD ATTITUDES ARE FOR LOSERS.
39
14. AVOID MILITARY TERMS.
THE BEST SELLING IS WIN/WIN, WAR IS WIN/LOSE (AND OFTEN LOSE/LOSE).
____________________________________________________________________________________
BE PATIENT WITH FOOLISHNESS
IF IT CONTRIBUTES TO THE SALE.
40
CHANGE IS NORMAL.
WELCOME CHANGES. TAKE ADVANTAGE OF THEM.
____________________________________________________________________________________
COVET THY NEIGHBOR’S TURF.
SALES TERRITORIES OFTEN CHANGE HANDS. GET SOME OF THOSE CHANGES INTO
YOUR HANDS.
41
CRUSH YOUR NUMBERS AND YOUR MANAGEMENT WILL LOVE YOU.
MISS YOUR NUMBERS AND THEY MAY DIVORCE YOU.
____________________________________________________________________________________
EXPECT THE OCCASIONAL FLOGGING
BY YOUR CUSTOMERS, BY YOUR MANAGEMENT. SALES REPS ARE A CONVENIENT
SCAPEGOAT.
42
15. SHARE THE APPLAUSE
WHEN THINGS GO RIGHT. TAKE YOUR SHARE OF THE BLAME WHEN THEY DON’T.
____________________________________________________________________________________
HELP YOUR BROTHERS AND SISTERS
WHEN THEY NEED IT. IT’S SATISFYING. IT’S THE RIGHT THING TO DO. AND IT PAYS
DIVIDENDS.
43
CHAPTER VII
WHAT GOES WRONG AND HOW TO FIX IT
44
PROBLEMS ARE NORMAL.
SO DON’T WASTE ENERGY ON WHY THE PROBLEM CROSSED YOUR PATH. INVEST THAT
ENERGY IN SOLVING IT.
____________________________________________________________________________________
DECIDE WHAT THE REAL PROBLEM IS
VERSUS THE SYMPTOMS, AND SOLVE THAT.
45
16. IF YOU ARE NOT WINNING
IS YOUR PROBLEM FINDING DEALS OR CLOSING THEM? ONE IS A PROSPECTING PROB-
LEM, THE OTHER IS A HARVESTING PROBLEM.
____________________________________________________________________________________
IF YOU ARE NOT WINNING
IS ANYBODY WINNING, AND WHAT’S DIFFERENT ABOUT THEM?
46
LIVING THROUGH A DRAUGHT?
FARMERS SURVIVE, AND SO MAY YOU, BY WORKING THEIR PLAN, STAYING PATIENT,
AND WATCHING FOR RAIN.
____________________________________________________________________________________
TIRED OF PROSPECTING?
SO ARE WE ALL FROM TIME TO TIME. THE KEY IS TO KEEP DOING IT.
47
DOES A COMPETITOR SEEM UNBEATABLE?
COMPETITORS ARE RARELY UNBEATABLE. YOU JUST HAVE TO FIGURE OUT HOW.
____________________________________________________________________________________
THE LEAPFROG EFFECT
VENDORS ARE ALWAYS LEAPFROGGING EACH OTHER. SO IF YOUR FROG ISN’T IN
FRONT THEN MAYBE IT’S GETTING READY TO JUMP.
48
17. BURNED OUT?
SALES IS A GAME WITH FEW TIMEOUTS. SO TAKE TIMEOUTS WHEN YOU NEED TO, BE-
CAUSE NOBODY WILL CALL THEM FOR YOU.
____________________________________________________________________________________
CHECKPOINTS
CHECKPOINT YOUR NEXT DEAL ONCE A DAY, YOUR BEST DEALS ONCE A WEEK, YOUR
PIPELINE ONCE A MONTH, YOUR RANKING ONCE A QUARTER, AND YOUR JOB ONCE A
YEAR.
49
COMMISSIONS
COUNTING THEM BEFORE THE DEAL CLOSES IS NOT SMART. AND SPENDING THEM BE-
FORE THE DEAL CLOSES IS WORSE.
____________________________________________________________________________________
KEEP OUT OF TROUBLE.
IT IS ALWAYS A LOT EASIER TO STAY OUT OF A HOLE THAN TO GET OUT OF ONE.
50
NO WHINING.
YOU ARE PAID TO MAKE YOUR NUMBERS. IF YOU ARE NOT MAKING THEM, FIND A
REMEDY. IF YOU CAN’T FIND A REMEDY, MOVE ON. AND DON’T WHINE ABOUT IT.
51
18. CHAPTER VIII
CRITICAL SUCCESS FACTORS
52
REMEMBER THAT ‘NO’ MEANS ‘NOT NOW’, NOT ‘NEVER’.
____________________________________________________________________________________
A/B/C/ EVERYTHING
CUSTOMERS, PROSPECTS, PROBLEMS, TO DO LISTS, ETC. A’S ARE FIRST PRIORITY, B’S
ARE NEXT, AND C’S ARE ALL THE REST.
53
PLAN AHEAD.
IN SALES, TIME IS NEARLY ALWAYS YOUR SCARCEST RESOURCE. TREAT IT WITH
GREAT RESPECT.
____________________________________________________________________________________
CUSTOMERS ARE LIKE GOLD.
MAKE SURE THEY GET TWENTY FOUR KARAT TREATMENT.
54
19. TREAT EVERYONE LIKE A PROSPECT.
YOUR CUSTOMERS, YOUR MANAGEMENT, YOUR TEAMMATES, EVERYONE. SELLING IS
A FULL TIME HABIT.
____________________________________________________________________________________
TRY TO BE A REALISTIC OPTIMIST.
55
LEARN TO NEGOTIATE.
____________________________________________________________________________________
ROADBLOCKS
GOOD SALES REPS LEARN TO GET AROUND THEM.
56
SOLUTION SELLING REQUIRES THAT YOUR PROPOSALS MEET YOUR PROS-
PECT’S NEEDS. RELATIONSHIP SELLING REQUIRES THAT YOUR PROSPECTS
KNOW AND TRUST YOU. THE COMBINATION IS NEARLY UNBEATABLE.
57
20. CONVICTION
PROSPECTS CAN FEEL THE POWER THAT FLOWS WHEN YOU SELL FROM CONVICTION.
____________________________________________________________________________________
WORK HARDEST TO MEET PROSPECT’S NEEDS, NOT YOUR NEEDS.
58
TAKE CHARGE OF YOUR TERRITORY
MAKE SOMETHING HAPPEN.
____________________________________________________________________________________
TIME
IN A GIVEN SITUATION, IS TIME YOUR FRIEND OR YOUR ENEMY? IF IT’S YOUR FRIEND,
COAST. IF IT’S YOUR ENEMY, ACCELERATE.
59
FIND WAYS TO MAKE THE JOB FUN.
____________________________________________________________________________________
MANAGE YOUR TERRITORY LIKE AN INDEPENDENT BUSINESS.
60
21. MOTIVATE YOURSELF.
YOU HAVE TO KNOW WHY YOU’RE HERE. OTHERS CAN ONLY HELP YOU REMEMBER
WHY YOU’RE HERE.
61
CHAPTER IX
MOVING ON UP
62
FOR MANY OF US, SALES IS JUST THE FIRST STEP ON A LADDER. SO SOONER OR
LATER WE LOOK FOR A WAY TO TAKE THE NEXT STEP.
HERE ARE TWO SIMPLE RULES THAT WORK:
1. CRUSH YOUR NUMBERS.
2. ACQUIRE A STRONG SPONSOR (WHO IS HIGHER ON THE LADDER)
63
22. THINKING OF SALES MANAGEMENT?
HERE ARE A FEW SIMPLE TESTS:
1. WOULD YOU RATHER MOTIVATE PROSPECTS OR TEAMMATES?
2. WOULD YOU RATHER SELL OR HELP OTHERS SELL?
3. HAVE YOU COACHED ANYONE? DID YOU LIKE IT? DID THEY?
64
GO AHEAD, BE A SALES MANAGER. TAKE A PAY CUT.
65
APPENDIX
HOW TO FIND THE RIGHT SALES JOB
66
23. TO BE SUCCESSFUL IN SALES YOU WILL NEED A PLAYABLE HAND, IN-
CLUDING THESE CARDS:
• A HEALTHY MARKETPLACE
• COMPETITIVE PRODUCTS
• ENOUGH TERRITORY
• A GOOD COMPENSATION PLAN
• A STABLE EMPLOYER
• SUPPORTIVE MANAGEMENT
• REALISTIC GOALS – YOURS AND YOUR EMPLOYER’S
67
TO TEST WHETHER A PROSPECTIVE (OR CURRENT) EMPLOYER IS OF-
FERING A PLAYABLE HAND:
• ARE THESE PEOPLE WINNERS? (REVENUE AND PROFIT HISTORY)
• IS THEIR SALES TEAM MAKING ITS NUMBERS?
• HOW WELL DO THEIR CUSTOMERS REGARD THEM? (A SOLID VENDOR HAS A SOLID CUSTOMER BASE)
• HAVE YOU INTERVIEWED ANY OF THEIR REPS, ESPECIALLY THEIR TOP GUNS?
• WHAT ABOUT TURNOVER? (GOOD SALES TEAMS HAVE LOW TURNOVER)
• WHAT SUPPORT WILL YOUR BOSS COMMIT TO HELP YOU GET OFF TO A FAST START?
• DO THEY WANT YOU TO BE A HUNTER OR A FARMER? (MOST OF US ARE BETTER AT ONE OR THE OTHER)
• DO THE DETAILS OF THEIR DEAL MAKE SENSE? (COMP PLAN, TERRITORY, TRAINING PLAN, ETC.)
68
IF IT ALL CHECKS OUT, TAKE (OR KEEP) THE JOB.
IF NOT, KEEP LOOKING.
IF YOU ARE ALREADY IN THE WRONG JOB, START LOOKING.
DAYS SPENT IN THE WRONG JOB ARE LONG DAYS.
69
24. FOR MORE THAN FORTY YEARS I HAVE BEEN PRIVILEGED TO KNOW, TO WORK
WITH, TO TEACH, AND TO LEARN FROM MANY OF THE BEST SALES PEOPLE IN MY
WORLD, THE WORLD OF INFORMATION TECHNOLOGY.
YOU KNOW WHO YOU ARE. YOU ARE ALL IN THIS BOOK.
THANKS FOR THE LESSONS. wfb
70
About the Author
A Graduate of Princeton University, Walter Brown has spent his en-
tire career in the computing industry.
Beginning as a system engineer at IBM, he later co-founded a software
marketing firm at the dawn of the software products industry, and
was subsequently a principal in several related ventures.
Since 1979 Mr. Brown has been doctoring sales organizations exclu-
sively in the computing industry. His clients have ranged in size from
a few sales reps to a few hundred and are located throughout the
world.
71
Glossary of Terms
People in the world of sales do not always share a common language. And to the uninitiated our lan-
guage may be obscure. For these reason I include this list of common terms, as I use them in this book.
Rep– In this book I use “rep” as a generic term for all sales people under your management.
Crush Your Numbers—Exceed your assigned sales quota by an unusually large amount.
Quota— A mutually agreed-upon standard for sales production over a given period of time. Normally,
both reps and managers have quotas.
72
25. Prospects—Prospective buyers who would agree that they are in some kind of evaluation or decision
cycle with respect to your products or services.
Prospecting—The art and science of finding, and qualifying, active prospects. Otherwise known as
building pipeline.
Pipeline—List of prospects who are actively being pursued at any given time. In short, “real” prospects.
Harvesting—The art and science of squeezing sales out of a prospect pipeline.
Hunters—Reps who are unusually good at selling to new accounts (versus to customers)
Farmers—Reps who are unusually good at selling to customers (versus to new accounts)
73
Coverage—A measure of the quantity and quality of prospecting activity underway in a given sales ter-
ritory during a given time period.
Carry a Bag—A rep with an assigned quota is “carrying a bag.”
Territory—the definition of where a rep can prospect for new business
Direct Reports—The number of people who report directly to you.
Pro Hires—Reps who had significant sales experience the day they were hired.
Deal—A specific piece of business being pursued with a give prospect.
74
75