From a breakout session delivered at the ITExpo in Miami, January 2014. Learn sales and marketing techniques to massively increase sales.

1. DOUBLING YOUR SALES
Angela Leavitt
Peter Radizeski
2014

2. SPEAKERS
Angela Leavitt
Peter Radizeski
Chief Mojo-Making Officer
GTM Consultant
Mojo Marketing
RAD-INFO, Inc.
@MojoMktg
@radinfo
Peter Radizeski

3. 7 Ways to Double Your Sales
1.
2.
3.
4.
5.
6.
7.
Realize that selling has changed!
Get top-notch sales training & coaching
Become a time management master
Learn to say “NO!”
Niche Yourself
Establish trust fast!
Ask great questions and listen

4. Some days it feels like no one wants to talk to you…

5. Get top-notch sales training
•
•
•
Improve individual sales skills!
Doctors, Lawyers, CCIE need CEUs
“Don’t wish it were easier…wish you were
better.” – Jim Rohn

6. Hire a coach!
•
Sports teams have
coaches & trainers to
help them to peak
performance. Why
wouldn’t you?

8. Master Your Time
If you aren’t working your calendar to schedule your
appointments, follow up, sales activities, lunches
(never eat alone), etc., then you are letting your day run you.

9. MONEY HOURS
•
Routines, habits are the secret to
success – something that Stephen
Covey preached as well.
•
What are Money Hours?

10. Learn to say “NO.”
•
•
•
Walk away from tire kickers
Only spend time with those people who can buy.
Faster to NO, faster to Ink!

11. Niche Yourself
•
Ex: Hosted PBX is best leveraged by multi-location
businesses or businesses with virtual, remote or
mobile workers. If your prospect is a single site
without mobile or virtual needs, politely decline.
•
Niche experts have shorter sales cycles and can
charge more.

13. •
The best prospects have an immediate need – a pain
point – coupled with a budget and trust.

14. 4. Establish trust – fast!
•
The biggest factor in sales is TRUST
3 sales during every sale:
•
They have to buy (1) the salesperson, (2) the company
and (3) the service.
•
That’s a lot of trust building. That’s why testimonials,
references, relationships, social proof, case studies and
follow up are so important.

15. 5. Ask great questions & listen
•
Asking insightful questions is more powerful than
spouting off knowledge and facts.
•
•
Uncover pain – over and over again.
Keep the prospect talking…the more they talk, the
more you’re selling.

16. “If you don’t
listen,
you don’t sell
anything.”
—Carolyn Marland/
Managing Director/
Guardian Group

17. “Nothing is so
contagious as
enthusiasm.”
—Samuel Taylor Coleridge
ATTITUDE IS IMPORTANT!

19. The 3 Marketing Must-Do’s
1. USP
2. Email Marketing
3. Content

20. USP = Unique Sales Proposition

21. Developing Your USP
•
•
Avoid saying “the best.” It’s overused and subject to opinion.
There’s power and meaning in being:
o
o
The largest…
o
•
The first…
The only…
Examples:
o
We are the only cloud services provider specialized in the medical
industries.
o
We are the largest IT Solution Provider in the Greater Chicago area.

22. Email Marketing
•
Dead or alive? Very much alive, but
there must be a VERY well thought out
strategy.
•
•
Concentrate on growing your warm list
Use a catchy, interesting, edgy subject
line
•
Offer value… don’t sell! Answer
questions and address pain.
•
•
Infuse creativity
Test and tweak

23. Cablecos and Big Data Delivery
Fro m the d aw n o f c ivilizatio n until 2 0 0 3 , hum ankind g enerated
five exab ytes o f d ata. No w w e p ro d uc e five exab ytes every
tw o d ays…and the p ac e is ac c elerating .
Content Marketing
~ E r ic S c h m id t
Exec utive Chairm an, Go o g le
Big d ata used to b e so m ething that c o uld b arely b e p ro c essed and
used q uic kly eno ug h d ue to the lac k o f tec hno lo g y .
To d ay, tec hno lo g y has evo lved to b ring all o f this d ata to g ether , and b ig
d ata no w is ab le to b e analyzed .
•
What is it? A way of educating prospects into
your funnel.
The b ig d ata
FA C T O R S
o
o
The rate o f ho w fast new d ata is
p ro d uc ed and analyzed .
Blog posts
Quantity
The hug e am o unts o f d ata
p ro d uc ed p er sec o nd .
Infographics
Usab ility
Ho w p ro c essed d ata is ap p lic ab le
to b usiness p ro c esses.
Asso rtm ent
o
Sp eed
The vario us kind s and so urc es o f
d ata entering the d atab ase.
Dep end ab ility
The c red ib ility and relevanc e o f
availab le d ata.
White papers
o
o
•
PPT (SlideShare)
Videos
Keys to success
o
Address pain and questions, avoid being “salesy”
o
Be consistent. This is a marathon, not a sprint.
o
Creativity is KING. Be entertaining, clever, edgy.
o
Big d ata is
c h a n g in g b u s in e s s
$ 3 1 b illio n
fo rec asted g lo b al
sp end ing o n b ig d ata b y
o rg anizatio ns b y the
end o f 2 0 13 .
2 9 .6 %
fo rec asted c o m p o und
annual g ro w th rate at w hic h
b ig d ata sp end ing w ill g ro w
b etw een 2 0 13 and 2 0 18 .
$ 114 b illio n
fo rec asted g lo b al
sp end ing o n b ig d ata
b y o rg anizatio ns
in 2 0 18 .
Share on the right social platforms.
Tho se w ho leverag e
b ig d a t a
Pred ic t, analyze, and
fo rec ast trend s.
Gain im m easurab le
ad vantag es in m arketing ,
p ro d uc t d evelo p m ent,
financ ial p lanning ,
and m o re.
Disc o ver new
info rm atio n.

27. Q&A
Questions???

28. Angela Leavitt, Chief Mojo-Making Officer
@ gimmemojo.com
Peter Radizeski, sales/mktg consultant
@ sellecom.com