Sampling of the topics covered as part of the one day intensive Coffee is for Closers sales seminar for entrepreneurs. See www.coffeeclosers.wordpress.com for more information
On Conference of Real Estate Marketing Technique
Covering Subject of Branding Real Estate
Real and virtual media for real estate living integration
Talk about place for projects to be talked about
Real estate is not only about online sales
Real market scenario positioning
Griffin Farley helps us understand all forms of strategic planning in advertising including Brand Planning, Account Planning, Media Planning, Connections Planning, Transmedia Planning and Propagation Planning. Griffin will also cover the deliverables for each form of planning and creative examples that have leveraged the various processes.
On Conference of Real Estate Marketing Technique
Covering Subject of Branding Real Estate
Real and virtual media for real estate living integration
Talk about place for projects to be talked about
Real estate is not only about online sales
Real market scenario positioning
Griffin Farley helps us understand all forms of strategic planning in advertising including Brand Planning, Account Planning, Media Planning, Connections Planning, Transmedia Planning and Propagation Planning. Griffin will also cover the deliverables for each form of planning and creative examples that have leveraged the various processes.
Out-Think | Marketing Start-ups, From The Ground UpBen Grossman
For most start-ups, budgets are slim and smarts are plentiful. This presentation covers how to approach marketing start-ups by using smart and sound strategy to OUT-THINK (rather than out-spend) competitors. This presentation was originally developed and delivered by Ben Grossman for the Microsoft BizSpark Incubation Week for Windows 7 at the Microsoft Technology Center in Boston, MA.
This thinking might help your ad agency or brand to increase strategic value and find the unexpected opportunities.
The good news is that it's simpler to fix than everyone thinks.
Here is my attempt that not only fix the flawed business model of advertising, but reinvent it.
2013 Marketing Blueprint: 3 Must-Haves for Success Cole Information
Struggling with completing your 2013 marketing plan all the while successfully running your small business? We know you wear several hats, so in this Small Business Marketing 101 webinar, we’ll break it all down for you in bite-sized pieces. You’ll come away with the three essential components you need to have in your marketing plan and a template for incorporating it all together. Plus, you’ll get tips on increasing your online presence and which social media networks you should be hanging out at.
My first brand strategy tool which covers end to end the brand development spectrum but focuses more on the practical day to day side of branding in a more strategic way. It is less about how brands are developed and more about how brands need to be managed
PM EXPO 2012 Managing your Reputation & Brand in a Social Media World Neighbourhood Buzz
Reputation Management is becoming a key component in every marketers tool box. This slideshow dives into reputation management tips and strategies for professionals in the real estate space. The slideshow covers 3 main topics: What is reputation management, Why it matters, and what you can about it. If you like the presentation shoot me an email at steve [at] neighbourhoodbuzz [dot] com
How to develop Unique Value Proposition for Existing Business in Digital AgeCharisma Glassman
Presentation selected best in class: Digital Strategies for Net Generation Enterprise Prof David Rogers, Faculty Columbia Business School and Author Digital Transformation Handbook 2017
2017 Lead Generation MBA Home Study Marketing CourseFraser Hay
2017 Lead Generation MBA Home Study Marketing Course is an overview of the lead generation and marketing course from Fraser Hay. You can connect with him on Linkedin via http://www.fraserhay.co.uk
Lead Generation System
lead generation mba
b2b lead generation
home study marketing course
business lead generation
small business marketing
business development plan
how to generate leads
how to generate business leads
Out-Think | Marketing Start-ups, From The Ground UpBen Grossman
For most start-ups, budgets are slim and smarts are plentiful. This presentation covers how to approach marketing start-ups by using smart and sound strategy to OUT-THINK (rather than out-spend) competitors. This presentation was originally developed and delivered by Ben Grossman for the Microsoft BizSpark Incubation Week for Windows 7 at the Microsoft Technology Center in Boston, MA.
This thinking might help your ad agency or brand to increase strategic value and find the unexpected opportunities.
The good news is that it's simpler to fix than everyone thinks.
Here is my attempt that not only fix the flawed business model of advertising, but reinvent it.
2013 Marketing Blueprint: 3 Must-Haves for Success Cole Information
Struggling with completing your 2013 marketing plan all the while successfully running your small business? We know you wear several hats, so in this Small Business Marketing 101 webinar, we’ll break it all down for you in bite-sized pieces. You’ll come away with the three essential components you need to have in your marketing plan and a template for incorporating it all together. Plus, you’ll get tips on increasing your online presence and which social media networks you should be hanging out at.
My first brand strategy tool which covers end to end the brand development spectrum but focuses more on the practical day to day side of branding in a more strategic way. It is less about how brands are developed and more about how brands need to be managed
PM EXPO 2012 Managing your Reputation & Brand in a Social Media World Neighbourhood Buzz
Reputation Management is becoming a key component in every marketers tool box. This slideshow dives into reputation management tips and strategies for professionals in the real estate space. The slideshow covers 3 main topics: What is reputation management, Why it matters, and what you can about it. If you like the presentation shoot me an email at steve [at] neighbourhoodbuzz [dot] com
How to develop Unique Value Proposition for Existing Business in Digital AgeCharisma Glassman
Presentation selected best in class: Digital Strategies for Net Generation Enterprise Prof David Rogers, Faculty Columbia Business School and Author Digital Transformation Handbook 2017
2017 Lead Generation MBA Home Study Marketing CourseFraser Hay
2017 Lead Generation MBA Home Study Marketing Course is an overview of the lead generation and marketing course from Fraser Hay. You can connect with him on Linkedin via http://www.fraserhay.co.uk
Lead Generation System
lead generation mba
b2b lead generation
home study marketing course
business lead generation
small business marketing
business development plan
how to generate leads
how to generate business leads
Selling your code in the DotNetNuke storebrchapman
Slides from DotNetNuke World 2011 presentation, on becoming a seller in the DotNetNuke store. This presentation takes you from having an idea to making money from your software sales.
Power point presentation:
20 Things You Must Know to Market Your
Small Business Successfully.
Ideal for busineess owners whose companies don't have a marketing department and sales professional
who want to reduce cold calling and attract
high quality sales leads.
Lead generation for real estate brokersManaan Choksi
how to build a never ending pipeline of leads for your real estate business. Learn from time tested techniques of international trainers on how to cost effectively generate leads.
Insurance marketing like geico or progressive no notesCarole Mahoney
Do you work for or own an independent insurance agency? Have you seen growth either decline or just remain flat? Do you or your producers spend more time trying to find new business then you do servicing it?
how to build a never ending pipeline of leads for your real estate business. Learn from time tested techniques of international trainers on how to cost effectively generate leads.
Customers: How to Find, Sell, Wow and Keep Them. A 360º View
SALES & MARKETING
Customers are the lifeblood of every business. Join us to learn detailed strategies and tactics that help you understand your ideal customer and what it is that they really want to buy. We'll also outline a 360º approach to integrating sales channels and customer feedback that keep customers buying.
MaineBiz Momentum Presentation Moderated by Laurie Banks, Perry & Banks, Inc., Susan Dench, The Muddy Dog; Sage Peterson, Strategic Sales Advisor
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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.
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The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
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India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
3. Passion
I can judge passion in the first :10
• Passion is contagious
• Wear it on your sleeve
• Never takes a day off
3
4. “If people only knew how hard I
work to gain my mastery, it wouldn’t
seem so wonderful at all.”
– Michelangelo
4
5. Meet Your First VP of Sales
You
• selling the vision
• building a team
• establishing the unique selling/value proposition for the customer
You can’t teach it to others unless
you do it yourself
5
9. Customer
• Consumer
Who gets the most • SMB
value from the • Enterprise
product • Not for Profits
• Governments
9
10. By the Numbers
• Consumers
• 238M over 18
• 50.8% Female
• 16.7% Hispanic or Latino
• 120M Households
• SMB
• 10M small and medium size businesses
10
11. By the Numbers
• Enterprise
• $453B to $4.8B in revenue
• Down to $1.7B in revenue
• Down to $2M in revenue
11
12. By the Numbers
• Not for Profits
• 1M with $25K+ in fundraising
• Government
• City – 30K
• County – 3.1K
• State – 50
• Federal – 1
12
13. Product
• Widgets
An item that satisfies • Subscriptions
what a customer • Licenses
needs or wants • Apps
• Services
13
15. Price
• Neutral
The amount a • Penetration
customer pays for the • Forward
product • Skimming
• Cost Plus
• Value Based
What is the Total Cost of Ownership?
15
16. Making Money on Apps
• Paid
• Free
• Freemium
• Advertising
• In App Purchases
Premium pricing only works for established premium brands
Going from paid to free will result in a huge bump
China is not a market that likes to pay for apps
16
19. The Value Proposition
1. Make More Money
2. Save Money
Cheaper or Saves Time
3. Get Smarter
Better data or intelligence
19
20. Promotion
All of the methods of • PR
communication that • Advertising
the marketer may use • Trade Shows
to provide info to • SEO
different parties • Personal Selling
about the product • Word of Mouth
20
21. Place
• Retail
Providing the product • Web
at a place which is • Distribution
convenient for • Referral Programs
customers to access • Strategic
Partnerships
21
22. Cold Calling
Instead of contacting random people who will
never buy your product, create and enact systems
to uncover the people who want to buy your
product
When they are looking where do they go?
22
23. Here’s Where They Go
• Search the Web = search advertising, landing
pages, SEO
• Trade Shows = exhibit, speak or sponsor
• Meetups = attend, speak or sponsor
• Referrals = join associations, volunteer
• Inbound Calls / Emails = contact info clearly on
web page
23
24. Cold Calling
Cold calling destroys your status as an equal and
makes you appear needy and desperate. You
must present your self as an equal at the very
minimum and preferably as a superior
Edusales vs. Aggressive sales?
A good salesperson never actually sells but just educates
the customer to the point that they sell themselves
24
25. Cold Calling
70% of sales were made on the 1st appointment
23% of sales were made on the 2nd appointment
7% of sales were made on the 3rd and after
But 50% of his time was spent chasing the 7%
Don’t waste your time – move along!
25
27. How to Get Leads
One to Many
• Email Campaigns
• Guerilla Blogging
• Speaking Opportunities
• Search Advertising
• Tradeshows-Exhibitor
• Social Media
27
28. Guerrilla Blogging
• Set up Google alerts
– Competitors, industry
keywords, product
keywords, thought
leaders
– Read articles and find
related posts
– Post comments on blogs
and articles cleverly
mentioning your product,
value proposition,
website
28
30. Trade Shows - Exhibitor
• Expensive!
• Great way to get qualified
leads
• Great way to learn the
industry and get connected
• Good for personal introductions and building
long-term relationships
• Primarily for finding Whales and establishing
credibility
30
31. Social Media
1.Blog
2. Facebook MUST HAVES on Day 1
3. Twitter
4. LinkedIn
5. Tumblr
6. Pinterest NICE TO HAVES save for later
7. Google+ SKIP IT
31
32. How to Get Leads
One to One
• Business Development
• “Useful” Networking Events
• Tradeshow-Attendee
32
33. “When I am getting ready to reason with a
man, I spend one-third of my time thinking
about myself and what I am going to say
and two-thirds about him and what he is
going to say.”
– -Abraham Lincoln
33
34. Business Development
Make a Hit List
• Strategic Partners
• Large “Brand” Customers (Whales)
Do the Research
• Understand their business – do not assume
anything
• Identify decision makers
34
35. Business Development
Don’t Act Desperate
• Business by desperation is a losing game
• Always come from a position of strength
• Fast growing
• Always busy
• On the road
Don’t Rabbit Hole
35
36. “Always look ahead and above yourself.
Always try to improve on yourself. Always
strive to elevate your craft. That's what he
taught me.”
– Yoshikazu Ono, son of Jiro Ono
Jiro Dreams of Sushi
36
38. Sales Process
A series of customer-focused steps that your sales
team can use to:
• Substantially build your customer base
• Generate repeat business
• Increase revenue
Repeatable and Scalable
Requires preparation, rehearsal and practice
38
40. Qualifying
You and the customer are sizing each
other up
Goal: convince the decision maker to move ahead
with an in-depth evaluation of your solution
40
41. Proposal
Customer has narrowed down the
competition
Goal: demonstrate the value your business can
provide the company through successful completion
of the evaluation plan
41
42. Decision
Negotiation is critical – don’t let it turn a
good deal to a bad one
Goal: facilitate deals that are beneficial to both your
company and the customer
42
43. Repeat Business
Build a long-term, profitable relationship
Goal: follow-on sales, referrals and testimonials
43
44. Types of Salespeople
• Transactional: those that simply wait for the transaction to
make their sale AKA Order Takers
quickly building rapport with the customer and often gets
• Relational: sales because the buyer likes them enough that they
become the deciding factor in the sales process
AKA Schmoozers
• Closers: those who are always trying to close the deal on a sale.
AKA Closers
genuinely thrive off of the problem-solving aspect
• Consultants: of their job, listening to customer needs and
helping them find a solution to their problem
AKA Experts
44
46. Key Sales Positions
• Founders Must Sell!
• VP of Sales ideal to work along with
Founder (develop sales process)
• Sales people (only when process is implemented)
• Marketing manager (biz dev role)
• Hunters (never good managers)
• Farmers (like to cultivate)
46
47. When to Hire
• As soon as you can afford to; and
• as soon as you have something to sell
A good salesperson will pay for themselves
quickly – if they don’t either too early or
wrong salesperson
47
48. Where to Find Them
• Top Talent Knows Top Talent
• Competitors
• Companies You Admire
• Social Media
• LinkedIn, Twitter, Facebook
• Start-Up Focused Job Posting Sites
• Startuphire.com
• Hotstartupjobs.com
48
49. The Posting
• Write a job description
• Require up front:
• Resume – background
• Cover Letter – communication skills
• Why they would like to work for a startup
• Salary Requirements – don’t waste time
• 3 References
Trash any that are not complete!
49
50. 3X3 Interview
GREAT sales people know how to turn
an “interview” into a “discussion.”
First: Let them sell you
Second: Challenge them with a task
Third: You sell them, close the deal
50
51. 3X3 Interview
• Meet 3 different times in 3 different locations
– Meet in office
– Meet for coffee
– Meet for a meal
You see the potential sales person in 3 unique
situations and you see how they respond not
only to you but to others
waiter, barista, colleague
51
52. Sales Compensation
Base salary (security)
Your top salesperson may be
+ Commission (reward) the highest paid in the
company.
Results = Reward
+ Benefits (gravy)
+ Stock options (fuzzy upside)
= Total Compensation
the whole package
52
53. Sales Hiring Red Flags
• Salesperson who tries to negotiate their base
salary
• Salesperson who doesn’t try to negotiate their
commission or bonus
• Salesperson who doesn’t want the word
“Sales” in their title
• Salesperson who isn’t willing to include their
personal cell phone number on their biz card
53