The document emphasizes the importance of identifying unusual usage patterns to discover sales opportunities rather than solely focusing on lease renewals. Sales reps are encouraged to analyze data, share insights with clients, and collaborate on solutions, which ultimately enhances client satisfaction and drives sales. The key takeaway is to proactively utilize data to deliver value and strengthen client relationships.

1. F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
P R E S E N T E D B Y B R A N D O N S C H A E F E R

2. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• Everyone wants to get quick sales, but if you keep
pounding on your clients only when their leases are
coming due, you’re missing out on what’s really
important.

3. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• By reviewing unusual usage patterns, all types of sales
opportunities will be found… such as…
underutilization and overutilization trends… which are
great entry points to upgrade or downgrade paths.

4. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• Listen, to make sales simple, just look to find some
unique usage pattern that a client is doing, find out
what’s going on and why it’s happening, and then work
together to find a solution.

5. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• It’s really not that hard to do… but when you keep
pounding on clients saying that they need to do
something just because their lease is up, it’s really not
providing any value to them.

6. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• Sales is all about providing value to the client, so when
you can share some insider (unique usage) information
with them, and then they can take this information and
present it to their internal staff and say, “look at what
I’ve found,” it makes them look good… and when you
can make a client look good, you’ll get sales.

7. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• It’s team work that I’m talking about here, but it’s you
that needs to run reports and find the most unusual
usage patterns because you’re the one with all the
behind the scenes data.

8. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• A client is really just looking at their invoice for 30-
seconds and then approving it for payment… so it’s up
to you to do the research and share with them some
helpful tidbits of information.

9. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• You can do a ton with data as a sales rep, big
companies use data to drive everything they do… and
if you run your sales rep territory like a big company
does, you’re going to position yourself to be very
successful.

10. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• Just to recap here… pick out a handful of clients, run
some reports on them, put the information into some
type of graphic which easily lets them see what’s
occurring, and then work together to come up with a
viable solution to solve the problem.

11. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• It really doesn’t get much simpler than this… all you
need to do know is to take action on what you learned
here and actually do it.

12. Presented by Brandon Schaefer
F I N D S A L E S B Y R E V I E W I N G U N U S U A L
U S A G E PAT T E R N S
• As always, my team, as well as myself, are here to help,
just open up a support ticket with us, or call
1-888-370-9917 anytime, and one of our team
members will get you setup in the right direction.

13. B R A N D O N S C H A E F E R
Thank You