Fishing For Results
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The document discusses strategies for obtaining referrals from professionals to help sustain occupancy at an assisted living facility. It recommends using both scientific and creative approaches, including maintaining regular contact with referral sources, analyzing referral demographics and histories, and employing relationship-building tactics like networking events and power breakfasts to generate referrals in a cost-effective manner. The goal is to obtain a steady stream of qualified leads over time through a systematic and imaginative referral process.
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Key of success in carrier and life aaage bado hamesa kosis karne walon i kabh...Mahesh Chandra Manav
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Building relationships is core to success in indirect and national retail. Fostering strong informal relationships and influencing informal leaders is more powerful than formal relationships. Winning hearts and minds involves getting to know people on a personal level and providing recognition, which is a top motivator. Gaining buy-in from district managers and senior management is critical, such as attending meetings and events with public recognition. Success strategies include understanding customers' motivations, focusing on initiatives, reps, and event selling using a high-five strategy while addressing the five buying patterns. Achieving number one status provides visibility and growth opportunities. Expressing thanks and providing rewards and contests further motivates performance.
How to deliver a really effective pitch
A guide to developing a business pitch to match the needs of the job in hand. Pitching requires preparation and practice
Equity Research & Sales
Careers in equity research and equity sales can be fast-paced and financially rewarding, but also intense and demanding. A typical day involves tasks like meeting with company management, analyzing financial reports, presenting research to clients, and building client relationships. Employers seek well-rounded, driven candidates with strong communication skills who can work in teams. Backgrounds in fields like finance, music, or athletics are valued. While the work is interesting, the career may involve long hours and travel that could impact work-life balance.
Move a First-Time Donor Into a Major Donor
Converting a first-time donor into a major donor is easier than you think. If you are ready for a plan to get there, join our special guest Rachel Muir, CFRE, VP of Training at Pursuant, who will show you performance metrics to help you work smarter, not harder, to upgrade donors and manage your portfolio efficiently.
Trade Show Guide - How to make the most out of your trade show dollars
This document provides guidance on maximizing ROI from trade show participation. It recommends starting by defining clear objectives for attending an event. Key selection criteria for choosing an appropriate event include industry relevance, attendee quality, and regional focus. The document outlines strategies for participating as an attendee, exhibitor, or sponsor and highlights associated benefits. It also provides examples of metrics to track, such as impressions, leads, and sales, in order to evaluate an event's effectiveness. Finally, it offers best practices for pre-show preparations, engagement at the event, and follow-up activities to help convert leads into sales.
Ed nolan draft cfoas sales plan dec.12
The document outlines Ed Nolan's responsibilities and activities as a business development role, including surfacing leads, managing opportunities, coordinating team activities, and directly pursuing and closing business. It provides strategies and tactics for acquiring new business and growing existing business. Metrics include targets for pipeline growth, sales, and headcount. Annual sales forecasts show projections for hitting quota and stretching goals.
Ed nolan draft cfoas sales plan dec.12
The document outlines Ed Nolan's responsibilities and activities as a business development role, including surfacing leads, managing opportunities, coordinating team activities, engaging in strategic dialogues, and directly participating in pursuits, proposals, and closing business. It also provides strategies and tactics for acquiring new business and growing existing business, such as prospecting, creating touchpoint programs, and prospecting within current customers. Finally, it establishes goals and metrics for Ed's first 30, 60, and 90 days, including client visits, deal closure targets, and pipeline and revenue benchmarks.
Ed nolan draft cfoas sales plan dec.12
The document outlines Ed Nolan's responsibilities and activities as a business development role, including surfacing leads, managing opportunities, coordinating team activities, and directly pursuing and closing business. It provides strategies and tactics for acquiring new business and growing existing business. Metrics include targets for pipeline growth, sales, and headcount. Annual sales forecasts show projections for meeting, exceeding, and stretching quotas.
Prospecting webinar
Prospecting Strategies
● Setting Prospecting Goals
● How To Achieve Positive Mindset
● Dealing With Objections
Webinar Slideshow: How to convert trade show leads into customers
During this webinar, small business evangelist Ramon Ray, discusses the three principles of Lifecycle Marketing (Attract, Sell, Wow), a system used by over 20,000 small business to generate sales. He provides tips on how to attract new leads at trade shows, generate more referrals and turn customers into raving fans.
Webinar: The Playbook for Predictable Sales Growth: Understanding and Leverag...
Learn how to transform your guest data into insights! Join Fishbowl’s VP of CRM, Helen Baptist, for an insider’s view of the playbook on how to use data to drive predictable revenues. Helen will pull back the curtain and highlight insights from some of her real world case studies.
7 clés du succès dans l'Entrepreneuriat
Comment amener son business à devenir une activité très profitable et capable de fonctionner sans vous ?
Business Talents propose aux entrepreneurs ambitieux et réalistes une approche concrète sur comment y parvenir, notamment au travers des sujets suivants :
- Améliorer les résultats: avoir confiance en ses chiffres et planifier
- 5 voies pour amplifier vos stratégies de développement
- Comment mieux prioriser les tâches
- Test & mesure: La seule recette d’amélioration
- Définir vos forces sur votre segment de marche
- Dream team: bâtissez la meilleure et la plus performante
Ideas That Give - - ideathon - - Social Open Innovation with a Twist
The document describes an ideathon, which combines idea generation and fundraising. An ideathon allows organizations to engage audiences in fundraising campaigns by challenging participants to submit ideas and solutions. Participants earn donations to charity for every idea submitted. The ideathon process involves defining a challenge, recruiting teams to generate ideas over 5 days, evaluating the top 10 ideas, and having the public vote on a winner. The goal is to tap into collective intelligence and creativity to help organizations solve problems and raise funds for good causes.
Action Plan For Success
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Improve each stage of your sales cycle and boost sales numbers with these eff...
Sales tactics to help improve your sales conversion amidst the growing competition.
From this presentation, you'll learn how to:
* Increase the quality and quantity of your leads
* Build credibility among them
* Boost your chances of establishing contact
* Get prospects to buy from you
* Ensure steady sales growth from existing customers
* And, finally, how to handle the dreaded "No"
Here's the YouTube link to the webinar recording- https://youtu.be/7l9dRhnkiWs
Similar to Fishing For Results (20)
The 7 Essential Business Drivers - Quick Results Workshop
The 7 Essential Business Drivers - Quick Results Workshop
Success Strategies For Indirect And National Retail
Success Strategies For Indirect And National Retail
Trade Show Guide - How to make the most out of your trade show dollars
Trade Show Guide - How to make the most out of your trade show dollars
Webinar Slideshow: How to convert trade show leads into customers
Webinar Slideshow: How to convert trade show leads into customers
Webinar: The Playbook for Predictable Sales Growth: Understanding and Leverag...
Webinar: The Playbook for Predictable Sales Growth: Understanding and Leverag...
Ideas That Give - - ideathon - - Social Open Innovation with a Twist
Ideas That Give - - ideathon - - Social Open Innovation with a Twist
Improve each stage of your sales cycle and boost sales numbers with these eff...
Improve each stage of your sales cycle and boost sales numbers with these eff...
Fishing For Results
- 1. Fishing for Results How to Sustain Occupancy with Professional Referrals
- 3. The Science of Fishing for Results 70 Unit Assisted Living Needing 6 Move-ins in 30 days 300 Cold leads 192 Other Referrals 64 Advertising Referrals 12 Professional Referrals # of Leads Needed Lead Type
- 4. Supply & Frequency C=36 B=24 A=12 Supply 6 months-1 year 90-120 Days 1-90 Days Referral Frequency Every 90 days Every 60 days Every 15 days Sales Call Frequency
- 12. Creative Follow Up Ideas What Have You Tried?
Editor's Notes
- Tera-start out real ‘networky’, feel good, personal, model combining the science and art of the Sales Call. Discuss the plan for the presentation, ask for the group ‘Hopes’. Ask a few other questions-how many DCR’s/ED’s/Others. Mary-go into hard core science verses/art-very dramatic. Then ask ‘So, how did that go?’ get group engaged and participating. Transition to Science.
- Review slide-mention the science as the numbers to achieve basic results regardless of salespersons skill level. The science is easy, it is what it is. It helps create focus and to assist with time management.
- Explain slide-given that the conversion ratio is 50%-others convert at a much lower rate.
- How many Professional referral Sources are in your data bases? Basic statistics from ALFA/industry sources-Code your referral sources ABC or HWC…As a 70 unit AL, need 12, 24, 35 (75). Shocking to most of us huh? Sales Call frequency based on status of referral source is also very industry standard. Science helps manage time to achieve a basic result.
- There is plenty of science to find the best ponds to fish in for referrals….many sources and definitely not short on information. Analysis paralysis. Again. Repeat that the science says-it is what it is, plenty of data and statistics to prove it works…so as sales people…How do you feel about the fact that the science can create results regardless of experience or creativity? What’s good about this? What's not so good about this? Let’s look at the Art of sales….
- The science helps us know what we need to do and manage time to get it done. The art of selling is personal, it’s memorable, it has heart and soul.
- The Art of fishing for referrals creates (review bullets).
- Understanding that selling is a unique art form, it’s important to look at crafting each sales call based on the purpose and goal. Take for example cold calling and scheduled appointments.
- So, what’s in your tackle box that is creative, different, personal and memorable? Here are some basics-what else is in your tackle box?
- The art of planning for the sales call-basic’s that are critical!
- Creative follow up that enhances the chances of even better referral results! Next slide….what creative follow up has worked for you?