The document discusses strategies for effective cold calling and prospecting. It emphasizes the importance of execution, persistence, and having a clear process or system for prospecting. Specifically, it notes that 80% of sales are made between the fifth to twelfth contact with a prospect, so salespeople must be persistent in their follow up efforts to achieve their sales goals. It also provides prospecting metrics and conversion ratios that can be used to determine the daily and monthly prospecting activity needed.
Pivot to the only people worth listing to 3 31-2020Patrick Hogan
Introduction to the Gateway Adopter psychographic segment at the Seattle Angel Conference 3-31-2020. Know how to find and engage the small key set of people that are the leaders in your market.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
A contrarian view of Tag Management SystemsStéphane Hamel
Presented at eMetrics San Francisco 2015.
While everyone believe Tag Management Systems are the next best thing since sliced bread (at least, TMS vendors believe so!), I offer a different point of view based on my own experience and feedback gleaned from clients and consultants.
Leading a massive services organization or moonlighting and considering the jump to full time? Let's have a frank discussion about what it takes to run a growing services business. Check out these tips given out at SpiceWorld London from industry experts and your peers around the globe on what to consider before getting started, what to expect from clients (and what they expect from you!), and how to stand out from the masses. We'll take the discussion beyond tech and give you the lowdown on how to grow your business, big or small.
6 Month Startup - Month 1 Cohort I TacomaDave Parker
6 Month Startup - Ideation to Revenue is a program designed for Founder Development. Founder Development helps founder validate their idea before leaving their day job.
Pivot to the only people worth listing to 3 31-2020Patrick Hogan
Introduction to the Gateway Adopter psychographic segment at the Seattle Angel Conference 3-31-2020. Know how to find and engage the small key set of people that are the leaders in your market.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
A contrarian view of Tag Management SystemsStéphane Hamel
Presented at eMetrics San Francisco 2015.
While everyone believe Tag Management Systems are the next best thing since sliced bread (at least, TMS vendors believe so!), I offer a different point of view based on my own experience and feedback gleaned from clients and consultants.
Leading a massive services organization or moonlighting and considering the jump to full time? Let's have a frank discussion about what it takes to run a growing services business. Check out these tips given out at SpiceWorld London from industry experts and your peers around the globe on what to consider before getting started, what to expect from clients (and what they expect from you!), and how to stand out from the masses. We'll take the discussion beyond tech and give you the lowdown on how to grow your business, big or small.
6 Month Startup - Month 1 Cohort I TacomaDave Parker
6 Month Startup - Ideation to Revenue is a program designed for Founder Development. Founder Development helps founder validate their idea before leaving their day job.
Distance MBA in Services Excellence from EINS Education- Welingkar Institute ...EINS Education
EINS Education Provides Distance Learning MBA from Welingkar Institute of Management which is Top B-School in India.Distance Learning MBA in Services Excellence helps you to have access to wide array of careers in both commercial as well as non-commercialorganizations all around the world
Thorough and complete guide to cold calling and beyond. Easy steps to train yourself and or others. Works like a charm. A little long in the tooth, but it's an easy read.
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
Personal Branding To Stand Out & Differentiate YourselfMohamed Yasser
Learn how to stand out of the crowd and differentiate yourself by personal branding strategies, treat yourself as a brand that delivers a unique value in your career field, personal branding will help you stand out and differentiate yourself away of competitors.
A Do It Yourself Guide to Personal Branding. In today’s digital social world, with our identity crossing various social networks it can be a challenge to decide on, and keep a consistent brand identity that crosses platforms and channels. This deck puts a case for the importance of branding and some how to's. Do connect and give feedback.
Sales tips for taking advantage of prospect objectives to improve sales effectiveness. Successfully approach and engage prospects and create selling opportunities where others may not see any. Build credibility, expert status, and loyalty with existing and new buyers.
Discoverorg How to Handle the Objection 8-24-13DiscoverOrg
In the past I have written about the importance of context when it comes to objections, and a basic understanding of the root of objections. We looked at the importance of context, TIME and VALUE. We looked at how there isn’t a right time, just their time and our interruption of it, now let’s look at VALUE, and how we can use it to make it easier to manage, handle and leverage them for more engagement.
Teleprospecting the Inbound Way: How to Increase Connect Rates and Close More...HubSpot
The sales landscape is changing, but is your sales organization keeping up? Jay Gaines (VP and Group Director, SiriusDecisions), Mark Roberge (CRO, HubSpot), and Pete Gracey (COO, AGSalesworks) explain what teleprospecting best practices look like today, and why your organization would benefit from implementing them.
Sales trigger events are the catalyst that organizations need provide momentum for change. Watching for trigger events in organizations where you’ve determined a good fit is a great way to get in front of decision makers when they are looking to solve a problem. But, what if you didn’t have to watch and wait? There is more to the trigger approach than following events.
Triggers are the catalyst to a reaction. Why not trigger the reaction without having to wait for the event? Get in front of prospects ahead of the crowd. Attend this webinar to learn how to create your own sales triggers and get in front of prospects faster.
Three Sure-Fire Ways to Kill Your Pipeline - and How to Avoid ThemEllen Bristol
CRM 360 looks at your CRM platform as the heart of your relationships with your marketplace. It can and should also look at the productivity of your sales team. See three ways you might be hurting your opportunity pipeline without even realizing it - and how to cure the problems.
Distance MBA in Services Excellence from EINS Education- Welingkar Institute ...EINS Education
EINS Education Provides Distance Learning MBA from Welingkar Institute of Management which is Top B-School in India.Distance Learning MBA in Services Excellence helps you to have access to wide array of careers in both commercial as well as non-commercialorganizations all around the world
Thorough and complete guide to cold calling and beyond. Easy steps to train yourself and or others. Works like a charm. A little long in the tooth, but it's an easy read.
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
Personal Branding To Stand Out & Differentiate YourselfMohamed Yasser
Learn how to stand out of the crowd and differentiate yourself by personal branding strategies, treat yourself as a brand that delivers a unique value in your career field, personal branding will help you stand out and differentiate yourself away of competitors.
A Do It Yourself Guide to Personal Branding. In today’s digital social world, with our identity crossing various social networks it can be a challenge to decide on, and keep a consistent brand identity that crosses platforms and channels. This deck puts a case for the importance of branding and some how to's. Do connect and give feedback.
Sales tips for taking advantage of prospect objectives to improve sales effectiveness. Successfully approach and engage prospects and create selling opportunities where others may not see any. Build credibility, expert status, and loyalty with existing and new buyers.
Discoverorg How to Handle the Objection 8-24-13DiscoverOrg
In the past I have written about the importance of context when it comes to objections, and a basic understanding of the root of objections. We looked at the importance of context, TIME and VALUE. We looked at how there isn’t a right time, just their time and our interruption of it, now let’s look at VALUE, and how we can use it to make it easier to manage, handle and leverage them for more engagement.
Teleprospecting the Inbound Way: How to Increase Connect Rates and Close More...HubSpot
The sales landscape is changing, but is your sales organization keeping up? Jay Gaines (VP and Group Director, SiriusDecisions), Mark Roberge (CRO, HubSpot), and Pete Gracey (COO, AGSalesworks) explain what teleprospecting best practices look like today, and why your organization would benefit from implementing them.
Sales trigger events are the catalyst that organizations need provide momentum for change. Watching for trigger events in organizations where you’ve determined a good fit is a great way to get in front of decision makers when they are looking to solve a problem. But, what if you didn’t have to watch and wait? There is more to the trigger approach than following events.
Triggers are the catalyst to a reaction. Why not trigger the reaction without having to wait for the event? Get in front of prospects ahead of the crowd. Attend this webinar to learn how to create your own sales triggers and get in front of prospects faster.
Three Sure-Fire Ways to Kill Your Pipeline - and How to Avoid ThemEllen Bristol
CRM 360 looks at your CRM platform as the heart of your relationships with your marketplace. It can and should also look at the productivity of your sales team. See three ways you might be hurting your opportunity pipeline without even realizing it - and how to cure the problems.
The Art and Science of Sales Forecasting: A Webinar for Sales Managers and Co...Birst
Overview
Sales forecasting is a science and an art. It is the combination of information and metrics, intuition and best practices. However, sales forecasting is most commonly associated to the standard grading methodology of the particular customer relationship system that is being used (Salesforce.com, Oracle, Microsoft, etc.). In reality, how do key sales leaders become high performing accurate sales forecasters? In addition, how do companies effectively utilize sales forecasting information to increase overall organizational performance?
Here’s what we’ll discuss in this session:
State-of-the-art forecasting strategies, best practices, and key metrics
The interconnection between product complexity, company lifecycle stage, and accurate forecasting
Mitigating downside risk and triangulation strategies to determine the truth
Deal inspection and vetting sales rep forecasts
The different types of sales forecasters; exaggerators, sandbaggers, and Heavy Hitters
The difference between snapshot, intra-department, and inter-department sales forecasting
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
How to Measure and Use Lifetime Value and Customer Acquisition Costjessemarble
Presented at a Hubspot User Group Sept 2016. Focused on the LTV model, how to calculate and use LTV and CAC for budgeting, strategy development, and other marketing leadership. A great topic for in-house marketing leadership, as well as marketing/ad agency leaders.
Accelerate you customer Acquisition with Sales SprintsMichael Humblet
Bring focus to you customer acquisition by introducing targeted sales sprints to drive new revenue. Change your sales process from a sales centric to a customer centric approach by mapping the buyers journey.
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Buil...Gainsight
Customer Success Best Practices for SaaS Retention: Metrics and KSFs for Building a High Performing Customer Success Team
Insight Venture Partners and Gainsight presented a webinar on customer success best practices for SaaS retention, including the crucial metrics and Knowledge and Skills Frameworks (KSFs) for building a high performing Customer Success team.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
The Journey to Exceptional Customer ExperienceCartegraph
This Loras College Business Analytics Symposium breakout session presented by Cathy Carlson and Bruce Barchus of Vizability LLC described the journey on the way to exceptional customer experience. What does that have to do with analytics? Everything. Data-driven decisions are critical to optimizing the way your organization delights (or not) your customers. Challenging your organization to be great on an end-to-end basis is never ending. Welcome to the journey.
Participants received a guide for getting real world results, including a list of tools to help along the way.
Big Data = Big Business Problem. Big Business Problem = Big Business Opportunity. The Cloud Changes the way Customers adopt services and the Channel doesn't provide what the cloud requires (today). 3 things that you can do the accelerate adoption of your Cloud based Business Continuity Services.
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
Our research suggests that just over half (59%) of sales professionals think they can qualify effectively. The problem is that when you do a great job in qualification your pipeline shrinks, and even though it’s the right thing to do, sometimes you keep that deal in the pipeline longer than you should.
If you’re pursuing 10 deals and winning 3, that’s a 30% win rate—average for enterprise sales. How about winning 4 out of 7? That’s a 57% win rate – with less time spent on deals you can’t win.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
Tradeshows are exciting events that can greatly increase your brand awareness and boost lead generation efforts. However, there is much more to a successful event than having a big, fancy booth and droves of people interested in your cool SWAG.
Learn how to build an end-to-end sales and marketing campaign that will expedite your conference connection. You will learn how to:
Set meetings prior to the event
Append your lead list with missing information quickly
Build a priority follow-up strategy
Increase the open rates and responses of your emails Interested in ramping up you tradeshow program.
For better or for worse, B2B sales is changing rapidly. Attend this webinar to learn how to maximize the results from your SDR team and the tools you’ll need to scale your efforts to see repeatable success.
A recent article by Matt Sanatore, Research Director at SiriusDecisions, highlighted the fact that over the past twelve months, account-based marketing (ABM) generated enough global search traffic to warrant its first appearance on Google Trends. But the reality is, there is more to ABM than just display advertising.
In this session, we will walk through simple account-based marketing strategies you can implement today to create air cover for your sales team, wake dead leads, grow your SMB faster, double down on events and turn your email marketing programs into account-based nurturing on-the-fly.
Jim Ninivaggi, Sales Enablement Research Director at Sirius Decisions and Henry Schuck, DiscoverOrg Co-founder and CEO will discuss the top issues getting in the way of sales effectiveness for sales teams today including
- Engineering value from the first call
- Understanding your buyer
- Leveraging opportunities to disrupt the status quo
DiscoverOrg is proud to introduce our latest free tool for searching and discovering companies and contacts relevant to you. The DiscoverOrg Chrome Extension gives you access to the world's most accurate contact database from anywhere on the web!
Attend this webinar to see live how this free tool will make you more effective and further leverage DiscoverOrg's powerful datasets:
- Direct DiscoverOrg searches in your browser
- Auto-matching of companies and contacts
- Links to Org charts and social networks
- Context search tool
Using Org Charts for Multi-stakeholder Account PenetrationDiscoverOrg
Learn how to leverage DiscoverOrg's key differentiator, the detailed organizational charts and the included direct dial and email contact information to include all of your relevant decision makers in the deal when you need them. Marketing and finance department datasets turbo-charge your approach and give you the access you need to close the deal.
Learn how to use the DiscoverOrg advantage to turn your prospects into customers and maximize ROI velocity with proven multi-stakeholder selling techniques.
Getting Into the IT Decision Maker's InboxDiscoverOrg
Email is the number one prospecting strategy in selling IT services, but with the inundation of emails your prospects are receiving, breaking past your contacts’ inbox delete barrier is tougher than ever.
Attend this webinar with DiscoverOrg Co-Founder Henry Schuck and learn how to perfect your pitch from Subject Line to Signature.
-Tips to write an email that’ll get read
-The 3 keys your first email must have to generate a response
-How to create a follow-up strategy
-Enticing subject lines and presumptive closings
-Keeping your Emails CAN-SPAM Compliant
-We will cover how to write an email that will get past SPAM filters and into your decision maker's inbox.
The webinar will also show you how to use segmented and specific mail merge campaigns.
DiscoverOrg Marketing Department Dataset WebinarDiscoverOrg
Sales trends show the Marketing department increasing influence over IT decision making. DiscoverOrg meets the trend with our newest dataset, profiling the Marketing Departments of leading companies. DiscoverOrg’s Marketing Dataset navigates the CMO's organization and helps you get all of the relevant decision makers at the table.
DiscoverOrg's Marketing Dataset expands your access to decision makers at target organizations:
- Our robust search engine allows you to find ideal prospects with finely targeted searches
- Detailed Org Charts provide multiple entry points into prospect organizations
- Decision Maker Profiles include direct contact numbers and email addresses
- Red Alerts trigger sales activity by providing actionable data on targets as they are seeking solutions.
Get in on the trend see how you can leverage access to this powerful decision making department.
Multi-Stakeholder Selling: A Modern ApproachDiscoverOrg
During this session Steve Hays of Inside Sales Team, Andrew Angus of Switch Merge and DiscoverOrg’s Carolyn Hollowell demonstrate best practices and cutting edge technologies to leverage the power of multi-stakeholder selling. Using these techniques, you will be sure to get your teams a seat at the “decision making table” and dramatically increase your account penetration.
Tradeshows are exciting events that can greatly increase your brand awareness and boost lead generation efforts. However, there is much more to a successful event than having a big, fancy booth and droves of people interested in your cool SWAG.
21 Do's and Don'ts for Handling Sales ObjectionsDiscoverOrg
Steve Richard, Co-Founder of VorsightBP, and Henry Schuck, Founder & CEO of DiscoverOrg, provide real life scenarios for turning that "No" into a "Yes."
Techniques for getting your message across in 30 seconds or less. Optimize your voice mail technique:
- examples of good and bad voice mail messages
- tips for achieving voice mail success
- #DOVoicemail
Selling to the IT Staffing Industry is challenging. With constant turnover in our industry and a very low barrier to entry, the salespersons job within IT staffing is continuing to become commoditized. Staying at the top of the pack requires a strategic and methodic sales approach. With so many players in the market, sales professionals need to stay focused and memorable if they want to move the sales process along and close the deal.
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VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
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/
Putting the SPARK into Virtual Training.pptxCynthia Clay
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.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Company Valuation webinar series - Tuesday, 4 June 2024
Cold Calling: How to get From Interruption to Conversation
1. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Cold Calling:
How to get from
Interruption to
Conversation!
September 19, 2013
2. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Tibor Shanto
• Principal – Renbor Sales Solutions Inc.
• Drive numbers by building top sales performers through
process and behavioural change
• Focus on Execution
3. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Commitment to Action
4. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Today’s Focus
• Current Climate
• Leveraging Intel and Strategy to win
• The Dynamics of B2B Prospecting
• Proactive regimen
• Execution
@discoverorg @TiborShanto
5. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
• Sales (All) people will do one of two things:
▪ Execute
▪ Excuses
• Execution – Everything Else is Just Talk
Taking Action
@discoverorg @TiborShanto
6. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Persistent Execution
• 48% Of Sales People Never Follow Up with a Prospect
• 25% Of Sales People Make a Second Contact and Stop
• 12% Of Sales People Make a Third Contact and Stop
• Only 10% Of Sales People Make More Than Three
Contacts
• 2% Of Sales Are Made On the First Contact
• 3% Of Sales Are Made On the Second Contact
• 5% Of Sales Are Made On the Third Contact
• 10% Of Sales Are Made On the Fourth Contact
• 80% Of Sales Are Made On the Fifth to Twelfth
Contact
@discoverorg @TiborShanto
7. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Sales
Revenue
$$$$$$$
Profit
Prospects
Direct
Engagement
8. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
9. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
10. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Using DiscoverOrg to QUICKLY
• Identify the new IT Buyer
• Better understand them
• Speak their language
@discoverorg @TiborShanto
11. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Target
Market70%
Status Quo
Timing
@discoverorg @TiborShanto
12. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Quality of Execution
70%
Status Quo
13. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
75% of customers who leave or switch vendors for a competitor,
when asked, say they were ‘satisfied or completely satisfied’ with
the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
Old Perception: Happy – Not Looking = Closed to alternatives
Yet to be presented or perceive a solution worth switching for!
14. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
75% of customers who leave or switch vendors for a competitor,
when asked, say they were ‘satisfied or completely satisfied’ with
the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
15. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Prospects are Created – Not found
Why People Buy
@disoverorg @TiborShanto
16. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Why Do People Buy
Risk Avoidance
Financial
Productivity
Time Shifting
Self-Interest
17. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Business
Continuity
State of the Art
NOC –
Continuity of
operations
through
disruption
Anticipate
Prevent
Respond
Predictable
operating costs
Scalable
Mitigate Client
impact/sat and
financial losses
Reduced
downtime
18. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Deficient Pipeline
Lack of Prospects
Job Loss
Disciplined Metrics
hands-on support
20% in real
prospects – Ian
Martin IT
Allows them to
be selective
Higher Margins
Accurate
Forecasts
Shorter Sales
Cycles
19. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Talk Track
• How can you directly support their goals?
• Can you help resolve their biggest issue?
• Can you help them reduce risk?
• Can you add value to their services?
• Can you enhance their reputation?
• Can you reduce their cost of doing business?
Win – Lose – Draw – 360o Deal Review
20. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Building a Talk Track QUICKLY with
DiscoverOrg
• Identify your Target accounts
• Understand their technology landscape
• Outline how you can solve their problem
• Build the Red Alerts and Real-Time Trigger notification
• Email notifications
21. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Speak Their Language
22. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
The Fact Remains
• Nearly 50% of B2B reps did not make quota?
• Over 80% of revenue from existing accounts & products
▪ What is your attrition rate?
• Conversion rate of lead to engagement remains low?
@discoverorg @TiborShanto
23. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
The Big Question
• Why is it that Sales People don’t like to Prospect?
1. Fear of Rejection – Objections
2. Not a good use of time
3. Too many other things to do
4. Not enough leads
24. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Their Answer
• Why is it that Sales People don’t like to prospect?
1. Fear of Rejection – Objections
Not about avoiding – it is about managing
The Good News – One sure proof way to avoid Rejection
Bad News – Don’t make the call
Oddly, the number one choice of many sellers!
25. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Consider
• According to Sales Benchmark Index
(www.salesbenchmarkindex.com)
• The median conversion (across all B2B industries) for
SQL (Sales Qualified Lead) to Close is 11-15%
• The average contact to appointment conversion rate is
roughly 14%
@discoverorg @TiborShanto
26. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
27. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Reality
• Lack of process!
▪ Timing/Time
▪ System/Methodology/Process
▪ Metrics
▪ Persistence
▪ Execution
28. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Time
• Time – The Great Equalizer
• 1760 Hours – Investment Capital
How do you Maximize
your ROT?
Return On Time
29. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Time
• There are only two things you can do with Time
• Clue: One of them is not Manage it!
• You can Use It or Waste It
• Time Management – A stupid Concept
30. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Time Allocation
• You can only allocate time, you can’t manage it
• You can manage activities within the time allocated!
Prospecting
Selling
Acc’t Mgent
Admin
Prep/research
Prospecting %
Selling %
Acc’t Mgent %
Admin %
Prep/research %
%
%
%
31. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Manage Activities
32. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Multi-Tasking
Another Stupid Concept
Just an opportunity to not get a
whole bunch of things done at once
33. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
The Usual System
34. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
How Important is a System?
1996 - 2002
@discoverorg @TiborShanto
35. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
How Important is a System?
38. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
39. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Segment & Target
Industry Clasification or
Type of Business
Total in My
Territory
Number I
have as
Customers
Remaining
Prospects
Potential
Revenue
Profile
40. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALESPotential to Close
10
X
X
X
X
X
X
X
X
XX
X
X
X
Opportunity Matrix
“What’s in Your Pipeline?”
10
41. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
A Proven Methodology
I - Initiate
E - Engage
IQ - Impact Question
R - Ready
TiA - Take it Away
C - Commit
• The average contact to appointment is roughly 14%,
or 7 : 1 That’s for Cold Calls!
42. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
NO!
NO!
NO!
NO!
Objections – Rejection
43. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Deal with Rejection
• Interruptive Marketing
• Five Biggies:
Status Quo
No Interest
Time
Bad Experience
Send
What you do – Not how you avoid!
44. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Recycle
• Touch: keep on DRIP list,
indirect communication
every 30 to 90 days, i.e.
Newsletter, product
notices…
▪ Move to Contact 30 days before
scheduled contact date
• Contact: qualified for a call
back as a result of initial
call, but not immediate
appointment; or those move
up from Touch
• Engage: Those leads that
take an appointment and
are now either a firm first
appointment or Prospect
45. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Persistence
• Persistence: You are a long way from an Injunction Order!
• 48% Of Sales People Never Follow Up with a Prospect
• 25% Of Sales People Make a Second Contact and Stop
• 12% Of Sales People Make a Third Contact and Stop
• Only 10% Of Sales People Make More Than Three Contacts
• 2% Of Sales Are Made On the First Contact
• 3% Of Sales Are Made On the Second Contact
• 5% Of Sales Are Made On the Third Contact
• 10% Of Sales Are Made On the Fourth Contact
• 80% Of Sales Are Made On the Fifth to Twelfth Contact
46. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
47. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Time To Commit
Write Down Three Things You Will Put Into
Practice
When
1)
2)
3)
48. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Tibor Shanto
49. What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES
Thank you
Tibor Shanto
Principal
Renbor Sales Solution$ Inc.
(855) 25-SALES
Tibor.Shanto@SellBetterca
www.SellBetter.ca
www.SellBetter.ca/blog
twitter.com/TiborShanto
Henry Schuck
Chief Revenue Officer
DiscoverOrg
800-914-1220
hschuck@discoverorg.com
@discoverorg