This document outlines a system called the GEAR system for generating high quality leads without selling one-by-one. The system involves four steps: 1) Gene - understanding your target market through interviews to create an avatar profile, 2) Engineer - structuring offers that solve your avatar's problems at different willingness-to-buy stages, 3) Attract - marketing directly to your avatar using their own words, and 4) Replicate - testing offers through 200 visitors and continually improving based on conversions. It provides examples of how to conduct interviews, design a value ladder of offers, build the marketing funnel, and test optimization. The key is understanding your avatar's psychology and moving buyers through the funnel with increasingly higher value offers proven to
Everywhere we go – regardless of the industry with which we’re working or the market position of the company we’re helping – we’re asked about how to win more sales. Or, just as often, we’re asked how to stop losing sales to competitors who undercut price.
This is true for manufacturing companies competing in the global market against rock-bottom-cost Chinese suppliers. It’s true of service providers who find themselves defending their pricing against a competitor who has commoditized a particular product or service and made it difficult to differentiate.
In cases like this, where the major issue becomes price, the best strategy to compete is to learn to sell on value.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
As a sales executive, you are looking to close more deals but you never know when you shift from pushing prospects in your sales cycles to a Pushy Salesman. A great tool when you plan to start auto-dialing using an Auto Dialer Software like Calley.
Here's a short list of what sellers should NOT say, especially with executive buyers. If these dangerous words/phrases are used, they could risk insulting the buyer.
Everywhere we go – regardless of the industry with which we’re working or the market position of the company we’re helping – we’re asked about how to win more sales. Or, just as often, we’re asked how to stop losing sales to competitors who undercut price.
This is true for manufacturing companies competing in the global market against rock-bottom-cost Chinese suppliers. It’s true of service providers who find themselves defending their pricing against a competitor who has commoditized a particular product or service and made it difficult to differentiate.
In cases like this, where the major issue becomes price, the best strategy to compete is to learn to sell on value.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
As a sales executive, you are looking to close more deals but you never know when you shift from pushing prospects in your sales cycles to a Pushy Salesman. A great tool when you plan to start auto-dialing using an Auto Dialer Software like Calley.
Here's a short list of what sellers should NOT say, especially with executive buyers. If these dangerous words/phrases are used, they could risk insulting the buyer.
How to Manage a Sales Team Like a Championship Football CoachSalesScripter
Have you ever noticed that there are some football coaches that always seem to have to get the most out of the players that they have and find a way to be competitive year in and year out?
What if you could run your sales team like one of those elite sports coaches? If you could get the most out of each rep? If you could establish consistent results and wins?
You might think that you have to have some unique personality or skill in order to manage a sales team like a championship level coach but there are actually a lot of small things that you can do to take you in that direction and we will discuss that in these slides “How to Manage a Sales Team Like a Championship Football Coach”.
Building your value proposition can often be tricky. We provide a systematic approach that will help you easily identify the value you offer and how best to communicate that to prospects.
Enterprise sales are difficult, and the sales cycles are long. For startups, selling to large companies can take even more time because of a number of factors that make it even more challenging to make a sale. This presentation describes the typical sales cycle for a large company, the additional hurdles that startups face, and tips for startups to overcome those hurdles.
Does your company have a "sales presentation process", or does it rely on your "sales stars" to close business without understanding or decoding what makes an effective sales presentation for your products and services that is consistently relevant and highly closing? "Sales Presentation Bootcamp" by BRADLEY | BOWERSETT, INC. will show you how to connect more with your customers and prospects, do more with every sales presentation dollar you invest and close more business than ever utilizing a powerfully simple process that will immediately leverage what works across your entire sales force!
What exactly does "social selling" mean and how does one use it? We breakdown the things that work and do not work in leveraging social networks as a channel to build credibility and generate quality leads.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
Each week, I was responsible for the upkeep of records, statistics, match ups, and roster updates. I also was responsible for researching the players past career in college and other leagues, and create bios for them.
How to Manage a Sales Team Like a Championship Football CoachSalesScripter
Have you ever noticed that there are some football coaches that always seem to have to get the most out of the players that they have and find a way to be competitive year in and year out?
What if you could run your sales team like one of those elite sports coaches? If you could get the most out of each rep? If you could establish consistent results and wins?
You might think that you have to have some unique personality or skill in order to manage a sales team like a championship level coach but there are actually a lot of small things that you can do to take you in that direction and we will discuss that in these slides “How to Manage a Sales Team Like a Championship Football Coach”.
Building your value proposition can often be tricky. We provide a systematic approach that will help you easily identify the value you offer and how best to communicate that to prospects.
Enterprise sales are difficult, and the sales cycles are long. For startups, selling to large companies can take even more time because of a number of factors that make it even more challenging to make a sale. This presentation describes the typical sales cycle for a large company, the additional hurdles that startups face, and tips for startups to overcome those hurdles.
Does your company have a "sales presentation process", or does it rely on your "sales stars" to close business without understanding or decoding what makes an effective sales presentation for your products and services that is consistently relevant and highly closing? "Sales Presentation Bootcamp" by BRADLEY | BOWERSETT, INC. will show you how to connect more with your customers and prospects, do more with every sales presentation dollar you invest and close more business than ever utilizing a powerfully simple process that will immediately leverage what works across your entire sales force!
What exactly does "social selling" mean and how does one use it? We breakdown the things that work and do not work in leveraging social networks as a channel to build credibility and generate quality leads.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
Each week, I was responsible for the upkeep of records, statistics, match ups, and roster updates. I also was responsible for researching the players past career in college and other leagues, and create bios for them.
Alat ini menggunakan 3 sensor, yaitu sensor LDR, LM35 dan PIR sensor. Cara kerja dari alat ini yaitu ketika sensor LDR merasakan kondisi gelap maka lampu akan nyala dan akan mati ketika sensor merasakan ada cahaya.
Ketika sensor LM35 merasakan panas yaitu temperatur yang di setting 28 derajat celcius, jika lebih dari 28 derajat maka fan akan menyala dan temperatur ditampilkan si LCD, jika temperatur kurang dari 28 derajat maka fan akan mati.
Ketika PIR sensor merasakan adanya gerakan maka motor akan berputar dan pintu akan membuka dan menutup kembali secara otomatis.
Pretzelmaker Oportunidades de Franquicias Maestras en Guadalajara, Jalisco, ...Pretzelmaker
Pretzelmaker se complace a anunciar que estamos brindando la oportunidad de comprar una franquicia Maestra a Guadalajara , Jalisco , México
Guadalajara es el hogar de:
El Festival Internacional de Cine de Guadalajara
C.D. Guadalajara, uno de los clubes de fútbol más populares en México
Entidades globales como General Electric, IBM, Intel Corporación, Hitachi Ltd
La Universidad de Guadalajara, La Universidad del Valle de México, El Tec de Monterrey, y muchas otras instituciones de educación superior
Guadalajara es apodado "el Silicon Valley de México" por sus grandes sectores de tecnología de la información y electrónica.
Puntos de Referencias y Hitos
Culturales en Guadalajara
El Instituto Cultural Cabanas
Tempo Expiatorio
Teatro Degollado
Zoológico Guadalajara
Las Pirámides Guachimontones
El Estadio Omnilife
Guadalajara acogió los Juegos Panamericanos de 2011 y fue nombrado el primer “Smart City” en México en 2013.
Estamos buscando Franquicias Maestras interesados en desarrollando franquicias múltiples en el estado de Jalisco. El candidato ideal seria uno que le gusta trabajar con el publico y quien tiene un espíritu emprendedor!
Pretzelmaker Franchise Menu and Product OfferingsPretzelmaker
Pretzelmaker is known as the innovator in the Pretzel Franchise Industry. Take a look at our delicious menu options and find out how you can own your own Pretzelmaker Franchise today!
Building Your Revenue Engine As Your Startup EvolvesHana Abaza
Startups go through different stages of evolution. In this presentation we discuss what your marketing and sales engine might look like with a specific deep dive into demand generation, optimizing your unit economics and focusing on a specific buyer persona.
Demand Metric - Buying Process Marketing OverviewJesse Hopps
This overview will provide an outline for how we help our clients optimize the buying process for their prospects to drive predictable and scalable marketing-sourced revenue growth.
The Definitive Guide to Lead Generation WorkbookMarketo
Get some fresh ideas for your lead generation plan! This fun, interactive workbook, helps marketers develop their lead generation strategies through templates, fill-in-the-blanks, group exercises, word searches, checklists, and more.
This PPT is about a sales playbook. It is a systematic organization of all marketing and sales assets. Each asset is mapped to the buyer’s position in the sales cycle. It serves as a GPS for the channel partners.
“Does cold calling still work?” is one of the most commonly asked or debated questions. If you have asked this question, join us for our next webinar that is simply titled with that question – “Does cold calling still work?”.
You can probably guess how we will answer that question but we will spend this time together to discuss the challenges that come with cold calling and what to do (and not do) to make it work for you.
#INBOUND13 - Harnessing the Power of Segmentation for Marketing ResultsEllie Mirman
Email marketing isn’t dead, but unsegmented email is a tactic of the past. Segmentation has the power to transform your marketing results: delivering the right message to the right person at the right time is not only the right thing to do, it’s the smart thing to do. Segmentation brings higher click through rates, conversion rates, and close rates. This session will cover how to get the data you need for powerful segmentation and how to use it to get better results.
Presented at #INBOUND13 (www.inbound.com) on August 21, 2013
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.
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.
3. 5 COMMON MISTAKES
Not tracking the
right things
Never spoken to
your market
Don’t have a free
gift
Not provenNot automated
4. Not tracking the right things
Not knowing what works…
Not knowing what’s broken
Even when something works… you
can’t improve or repeat it
5. Not tracking the right things
5 Metrics for all businesses:
1. ATTENTION
2. LEADS
3. SALES
4. PROFIT MARGIN
5. FREQUENCY
6. Never spoken to your market
Typical startup journey:
- Have a business idea
- Find investors
- Spend months building a product
- Investing money, time & effort
- Market and sell…
- Few people buy
7. Never spoken to your market
Profitable startup journey:
- Have a business idea
- Validate with target market
- Sell
- Use revenue to build product
- Customers already locked in
8. Don’t have a free gift
Nothing to lure your target market with
Marketing becomes difficult...
Pour time, money and effort into many
types of channels
Hunting for customers instead of having
a ‘fisherman’ attitude
9. Don’t have a free gift
A value ladder that your customers ascend
Free gift lures strangers in
Strangers get warmed up into prospects
Eventually hot leads buy your highest offers
11. Not automated
Online sequence of landing pages
Emails that move segmented buyers from
page to page
Everything is tracked and measured
12. Not proven
2 types of proof…
- Customer validation
- Value exchange (paying in $$)
Ever met someone who say they’ll buy
if you do it… but never actually do?
13. Not proven
Marketing is just testing and testing
The 200 test
Ensure each step is optimized
Everything is targeted and segmented
The ROI equation:
CPA < LTV
Cost of acquisition < lifetime value
14. 5 COMMON MISTAKES
Not tracking the
right things
Never spoken to
your market
Don’t have a free
gift
Not provenNot automated
17. GENE
A real understanding of your target market
Demographics AND Psychology
All marketing is 1 to 1
What affects their buying behavior... Then
reverse-engineer it
Creating a target avatar
Referring to this cheat sheet for all marketing
18. GENE
How to:
1. Questionnaire
2. Interview >5 people who fit the
criteria
3. Understand their fears,
frustrations, wants & aspirations
Age:
Education:
Income:
Job:
Experiences:
Background:
Values:
Hobbies:
My Target Avatar
MaleFemale
DEMOGRAPHICS IDENTITY
I would describe myself as:
(list in bullet points)
FRUSTRATIONS
FEARS
WANTS
ASPIRATION
1.
2.
3.
.
1.
2.
3.
UNMET NEEDS
TRANSFORMATIONS
NAME: ___________________________________
19. ENGINEER
Structuring the entire business from the
ground up with your target avatar in mind
Everyone is at a different willingness to buy
A high value giveaway that solves their
immediate frustrations…
Making a paid offer they can’t refuse…
Automatically upselling them again and again
20. ENGINEER
How to:
Each step is delivered through a landing
page that speaks directly to their situation
They are automatically ascended by email
sequences
Your offerings just solve the ONE problem
for the ONE target avatar… just in many
different forms (e.g. subscription, training,
done-for-you, delivered product)
21. ATTRACT
All marketing is one to one
Reverse engineer their psychology
Using their own words against them
Creating no-brainer offer after no-brainer
offer… and then simply packaging it as what
they want
22. ATTRACT
How to:
1. Find where your target avatar congregates
2. Placing your high value giveaway/bait piece
3. Wait for them to bite…
4. Get their email
5. Begin upsell sequence
(Every step is worded in language that speaks
directly to their buying psychology)
23. REPLICATE
Proving it with conversions and sales
Getting it on the right side of the equation
Testing in iterations and continually improving
24. REPLICATE
How to:
1. Drive 200 traffic through each funnel step
2. Test conversion
3. Split test elements 1 by 1… continual
improvements to maximize conversion
4. Spending on traffic in iterations to always
improve ROI
5. Repeat entire system steps 2-4…
27. Taking Action
-
Target Avatar Sheet
• 5 interviews conducted
• Responses analysed and
compiled
• Final PDF cheat sheet
Engineering Your Funnel
• Craft the ideal bait piece
• Conceptualising the most
profitable 3-4 offerings in
your value ladder
Building Your Funnel
• Bait piece delivery page
• 3-5 email upsell sequence
• Upsell offer landing page
• Roadmap to find
customers and partners
Proving The Process
• Driving 200 targeted ad
traffic to your funnel
• Testing conversions
• A proven ad prototype
• Running an a/b split test
of one landing page
28. Taking Action
-
Target Avatar Sheet
• 5 interviews conducted
• Responses analysed and
compiled
• Final PDF cheat sheet
Engineering Your Funnel
• Craft the ideal bait piece
• Conceptualising the most
profitable 3-4 offerings in
your value ladder
Building Your Funnel
• Bait piece delivery page
• 3-5 email upsell sequence
• Upsell offer landing page
• Roadmap to find
customers and partners
Proving The Process
• Driving 200 targeted ad
traffic to your funnel
• Testing conversions
• A proven ad prototype
• Running an a/b split test
of one landing page
Value = $3,000 Value = $1,500
Value = $6,000 Value = $2,000