The document discusses getting qualified leads into your sales funnel to increase conversion rates and sales productivity. It emphasizes that unqualified leads clog up the funnel and waste time. The key is to generate qualified leads through referrals from ideal clients who are a good fit. Having the right people in the funnel results in a faster moving funnel with higher velocity. The document provides tips for identifying ideal clients and criteria to qualify leads in order to focus on generating referrals from collaborative clients who value your work.
7 Lessons Helping Start Pardot, SalesLoft, and Calendlysaastr
David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill, Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Join him for a session on lessons learned over the years through Pardot to Calendly.
Like it or not, more travelers visit TripAdvisor than any other website when planning their trip. So ranking high matters. Learn how to master the fine art and science of ranking high on the travel planning site that matters most.
Recruit and Train Extraordinary Tour LeadersArival
Your amazing experiences depend on cultivating amazing people to deliver them. This workshop with will walk you through the essentials of creating extraordinary tour leaders. Write the perfect job description, recruit your dream employees, and avoid the common mistakes companies make when mentoring staff.
You know who they are. They shake things up. They blow expectations out of the water. They're Game Changers — they're the employees who take your organization from satisfactory to exceptional.
Identifying game changers during the hiring process takes both skill and instinct. This deck will show you how to strengthen relationships with hiring managers, get on the same page with interview teams, and identify the highest-potential, top talent.
You will learn:
How leading recruiting teams find and source game changing talent
How you can identify key talent pools
How to collaborate with Hiring Managers using LinkedIn Recruiter
How to conduct exceptional intake meetings and create aligned interview teams
Check out the recording of this webinar: [coming soon]
7 Lessons Helping Start Pardot, SalesLoft, and Calendlysaastr
David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill, Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Join him for a session on lessons learned over the years through Pardot to Calendly.
Like it or not, more travelers visit TripAdvisor than any other website when planning their trip. So ranking high matters. Learn how to master the fine art and science of ranking high on the travel planning site that matters most.
Recruit and Train Extraordinary Tour LeadersArival
Your amazing experiences depend on cultivating amazing people to deliver them. This workshop with will walk you through the essentials of creating extraordinary tour leaders. Write the perfect job description, recruit your dream employees, and avoid the common mistakes companies make when mentoring staff.
You know who they are. They shake things up. They blow expectations out of the water. They're Game Changers — they're the employees who take your organization from satisfactory to exceptional.
Identifying game changers during the hiring process takes both skill and instinct. This deck will show you how to strengthen relationships with hiring managers, get on the same page with interview teams, and identify the highest-potential, top talent.
You will learn:
How leading recruiting teams find and source game changing talent
How you can identify key talent pools
How to collaborate with Hiring Managers using LinkedIn Recruiter
How to conduct exceptional intake meetings and create aligned interview teams
Check out the recording of this webinar: [coming soon]
7 Tips and Tricks to Having Happy Customers at Scale with New Relicsaastr
Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. New Relic, provider of real-time insights for software-driven businesses has this formula figured out. Hear from Roger Scott, New Relic's EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale.
Intake Meeting: Is it worth 30,000 of your time? DFWTRN
This is a TalentNetLive presentation I did for recruiters and sourcers at Capital One in Plano. TX.
The basic premise is that you have to 1) get managers invested in meeting with you prior to asking questions, 2) bring materials that show you are prepared and they should follow your lead, and 3) Use the intake to make sure you get buy-in on the process, and 4) Ask at least one push-back question, just to let the know you're there.
There are over 13 million Company Pages on LinkedIn. If yours isn’t set up and standing out, you’re missing opportunities to get your content in front of the audience that matters most to your business.
LinkedIn Company Pages 101 will help you learn:
• The basics of setting up a LinkedIn Company Page and publishing updates
• How to navigate your analytics dashboard
• What content gets the most engagement
• How our team built an engaged audience on our LinkedIn Marketing Solutions Showcase Page
Agent Quest Best Possible Advice for Launching Your Real Estate Career from T...Royal LePage Wolstencroft
You are about to embark on an AGENT QUEST! You’ve chosen an AWESOME industry and I personally welcome you and wish you endless success as YOU choose to define that. Enclosed in this free ezine is THE BEST ADVICE from some of Real Estate’s TOP industry leaders from all over North America; different markets; different roles and different brands but you’ll notice some similar themes and decades of experience and wisdom. It is my personal mission to empower newer agents and my hope is that the wisdom shared here will help streamline your business and move you forward seamlessly!
If you’re looking to improve your sales processes then don’t miss this session as Regan Brown, Regional Vice President of Sales, shows you the top tips and tricks to motivate your sales team, streamline your sales processes, and increase your bottom line.
Scaling Up Your Sales Managers: 5 Mistakes New Leaders Make with CircleCIsaastr
If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business,
Tour Accounting Strategies: Budgeting & Pricing for Tour ProfitabilityArival
Many tour companies are not as profitable as they would like to be. After all, when you’re out on tour, are you thinking about your cost accounting? How much money are you leaving on the table? Getting a firm handle on the finances of your tour, before and after, doesn’t have to be hard. This workshop from tour accounting specialist Polymath provides hands-on exercises and easy-to-use tools that can help you optimize your tour and make more money.
Sam Nelson will dive into Outreach's highest performing sequence. Learn how one sequence and a few simple changes to your workflow can dramatically increase net new opportunities with no extra time.
Grow your business online in 2018 is an overview of how Fraser Hay can help you to grow your business online in 2018 with social media marketing plan, social media strategy, lead generation system, sales prospecting system and webinar marketing system to help you identify, pursue and achieve your social media marketing objectives.
Deep Dive: A CRO’s Perspective: Lessons learned from Sales Hire # 1 to Acquis...saastr
Join Moat Chief Revenue Officer, Chris Morgan for his take on lessons learned from the first sales hire all the way to acquisition. Moat was acquired by Oracle in April of 2017.
How to Scale an Award Winning Remodeling BusinessSurefire Local
Two successful entrepreneurs in the home remodeling business share their experiences on how to succeed in the home remodeling industry.
Mark Richardson is regarded as a pioneer in developing standards of professionalism in the residential remodeling industry. He served as President and Co-Chairman of Case Design/Remodeling, one of the leading remodeling organizations. He now assists others as a national educator, speaker, author of books including the best-seller “How Fit is Your Business?” as well as “Fit to Grow.” He’s columnist and contributor at Professional Remodeler magazine and advisor to leaders across the industry. During his weekly podcast, “Remodeling Mastery” Mark offers up actionable tips and industry wisdom listeners can put into practice for their own business success.
As Owner & President, Chad Hatfield’s belief in team building, product quality, customer value, and the importance of branding has been crucial to Hatfield Builders & Remodelers being one of the most influential remodeling businesses in the Greater Dallas Area. He lives and works by a pay-it-forward mentality in which he shares his experiences and learnings to to help mentor other remodelers. His company has won countless awards for their excellent work (Awards include: best of Houzz in design & service in 2015, remodeling big50, and many more), including recently being chosen for the Model Remodel project. Chad himself is also a CotY award winner, and he has the real hands on experience it takes to know this business inside out: certified Remodeler (CR)*, Certified Kitchen & Bath Remodeler (CKBR)*, (NARI).
Do you want to talk to somebody who can help you set up your digital marketing goals? Email us at info@surefiresocial.com
You've got a big sales pipeline to fill, and it won't happen by accident! Develop a structured lead generation process to make sure you're reaching and nurturing the leads that will be most valuable to your business.
7 Tips and Tricks to Having Happy Customers at Scale with New Relicsaastr
Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. New Relic, provider of real-time insights for software-driven businesses has this formula figured out. Hear from Roger Scott, New Relic's EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale.
Intake Meeting: Is it worth 30,000 of your time? DFWTRN
This is a TalentNetLive presentation I did for recruiters and sourcers at Capital One in Plano. TX.
The basic premise is that you have to 1) get managers invested in meeting with you prior to asking questions, 2) bring materials that show you are prepared and they should follow your lead, and 3) Use the intake to make sure you get buy-in on the process, and 4) Ask at least one push-back question, just to let the know you're there.
There are over 13 million Company Pages on LinkedIn. If yours isn’t set up and standing out, you’re missing opportunities to get your content in front of the audience that matters most to your business.
LinkedIn Company Pages 101 will help you learn:
• The basics of setting up a LinkedIn Company Page and publishing updates
• How to navigate your analytics dashboard
• What content gets the most engagement
• How our team built an engaged audience on our LinkedIn Marketing Solutions Showcase Page
Agent Quest Best Possible Advice for Launching Your Real Estate Career from T...Royal LePage Wolstencroft
You are about to embark on an AGENT QUEST! You’ve chosen an AWESOME industry and I personally welcome you and wish you endless success as YOU choose to define that. Enclosed in this free ezine is THE BEST ADVICE from some of Real Estate’s TOP industry leaders from all over North America; different markets; different roles and different brands but you’ll notice some similar themes and decades of experience and wisdom. It is my personal mission to empower newer agents and my hope is that the wisdom shared here will help streamline your business and move you forward seamlessly!
If you’re looking to improve your sales processes then don’t miss this session as Regan Brown, Regional Vice President of Sales, shows you the top tips and tricks to motivate your sales team, streamline your sales processes, and increase your bottom line.
Scaling Up Your Sales Managers: 5 Mistakes New Leaders Make with CircleCIsaastr
If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business,
Tour Accounting Strategies: Budgeting & Pricing for Tour ProfitabilityArival
Many tour companies are not as profitable as they would like to be. After all, when you’re out on tour, are you thinking about your cost accounting? How much money are you leaving on the table? Getting a firm handle on the finances of your tour, before and after, doesn’t have to be hard. This workshop from tour accounting specialist Polymath provides hands-on exercises and easy-to-use tools that can help you optimize your tour and make more money.
Sam Nelson will dive into Outreach's highest performing sequence. Learn how one sequence and a few simple changes to your workflow can dramatically increase net new opportunities with no extra time.
Grow your business online in 2018 is an overview of how Fraser Hay can help you to grow your business online in 2018 with social media marketing plan, social media strategy, lead generation system, sales prospecting system and webinar marketing system to help you identify, pursue and achieve your social media marketing objectives.
Deep Dive: A CRO’s Perspective: Lessons learned from Sales Hire # 1 to Acquis...saastr
Join Moat Chief Revenue Officer, Chris Morgan for his take on lessons learned from the first sales hire all the way to acquisition. Moat was acquired by Oracle in April of 2017.
How to Scale an Award Winning Remodeling BusinessSurefire Local
Two successful entrepreneurs in the home remodeling business share their experiences on how to succeed in the home remodeling industry.
Mark Richardson is regarded as a pioneer in developing standards of professionalism in the residential remodeling industry. He served as President and Co-Chairman of Case Design/Remodeling, one of the leading remodeling organizations. He now assists others as a national educator, speaker, author of books including the best-seller “How Fit is Your Business?” as well as “Fit to Grow.” He’s columnist and contributor at Professional Remodeler magazine and advisor to leaders across the industry. During his weekly podcast, “Remodeling Mastery” Mark offers up actionable tips and industry wisdom listeners can put into practice for their own business success.
As Owner & President, Chad Hatfield’s belief in team building, product quality, customer value, and the importance of branding has been crucial to Hatfield Builders & Remodelers being one of the most influential remodeling businesses in the Greater Dallas Area. He lives and works by a pay-it-forward mentality in which he shares his experiences and learnings to to help mentor other remodelers. His company has won countless awards for their excellent work (Awards include: best of Houzz in design & service in 2015, remodeling big50, and many more), including recently being chosen for the Model Remodel project. Chad himself is also a CotY award winner, and he has the real hands on experience it takes to know this business inside out: certified Remodeler (CR)*, Certified Kitchen & Bath Remodeler (CKBR)*, (NARI).
Do you want to talk to somebody who can help you set up your digital marketing goals? Email us at info@surefiresocial.com
You've got a big sales pipeline to fill, and it won't happen by accident! Develop a structured lead generation process to make sure you're reaching and nurturing the leads that will be most valuable to your business.
Sales Powered Marketing for Startups and Small BusinessesBrent Robinson
Start with a clear understanding of your sales process and a clear picture of your ideal customer.
Here are some inbound marketing and sales basics along with practical tips for delivering your digital marketing strategy on a shoestring.
Any size SMB can use this knowledge. Use it to build your own or if you want to speak confidently with your marketing team, freelance vendors, and your agency.
Improve each stage of your sales cycle and boost sales numbers with these eff...Zoho SalesIQ
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
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
Drumroll, please…. I’m excited to introduce you to our biggest, most requested webinar of the year: How to Create Your 2022 Marketing Plan (& Grow Your AUM by 25%)!
After working with thousands of independent financial advisors, we’ve really cracked the code on what works to help advisors get new clients. And that’s exactly what I go over in this time-sensitive, information-packed webinar.
Consult Australia Tasmania Seminar - Proactive Business DevelopmentSarah Edson
Proactive business development tips and techniques for consultants to deliver more work!
Are your business development practices the right ones?
This session will help you win more business, differentiate yourself from your competitors and help you build your consulting practice. Presenter Kym Williams will work through how to build your pipeline, increase repeat work and referral opportunities and also take you through the meetings and structures you need to proactively put in place to engage your entire team around business development.
The presentation will:
· Work through how to build your pipeline, increase repeat work and referral opportunities
· Take you through the meetings and structures you need to proactively put in place to engage your entire team around business development.
The 10 Most Common Home Improvement Marketing Mistakes and How to Fix ThemSurefire Local
Have you wondered why some businesses get better results from their digital marketing than you do?
Tune in to learn about common home improvement marketing mistakes and how to fix them. Some of the things you'll hear are:
- Identifying and understanding the 10 BIG marketing mistakes made by home improvement contractors
- How to avoid each marketing mistake
- Know what changes need to be made to your marketing plan
- Which elements are critical for a marketing plan
Adding value is the number one thing companies and individuals can do to ensure success. It makes you stand out in the crowd, connecting is easier and value engenders customer loyalty. Why do so many value propositions read like cliches then? This presentation will help companies and individuals develop real value propositions.
This presentation describes the principles of Content Marketing and how it works with B2B referrers, prospects and customers. It is not a program that produces overnight results. Content Marketing takes a lot of time and a long time. The presentation was a joint effort put together in 2011 by three Nashville marketers. Download to see animated effects. See credits on slide 59.
7 Methods to Get your Sales and Marketing Teams Aligned InfographicInsideView
Learn what separates leaders from laggards. Then discover 7 best practices these leading B2B businesses follow to achieve sales and marketing alignment.
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
Account-Based Marketing is a red-hot topic. There’s a seemingly endless amount of information about why ABM is important, what tools you should be utilizing, and measures of success. But we’ve been so focused on the high-level components that we’ve overlooked the operational elements of ABM that will make or break our success.
It’s time to get beyond the basics. Learn from the sales and marketing teams at InsideView about how they aligned their teams to orchestrate a successful ABM Program.
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and tested and successful program tactics.
Attendees will go back to the office equipped to:
- Identify the right targets for your program
- Use insights to scale personalized ABM “plays”
- Orchestrate motions between demand gen and sales development
- Avoid common obstacles to operationalizing ABM
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]InsideView
In this case study, learn how Microsoft is applying deep AI-driven market intelligence through its applications to impact the different phases of its customers’ lifecycle
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and what program tactics to implement for success.
Aligned to Achieve: How to Unite Your Teams into a Single Force for GrowthInsideView
Marketing and Sales teams are frustrated with each other. Aligning these two teams is an age-old problem, but companies must get their collective act together in order to survive today's evolved buyer-centric market.
Originally presented at Marketing Nation Summit 2017, this session is based on original research, content, and contributions from "Aligned to Achieve", a groundbreaking new book. The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We’ll discuss real-world actions for improving your culture, processes, and technology, and you’ll learn the financial and strategic impact of getting alignment right.
How to Align Sales & Marketing - CEB October 2016 InsideView
Without tight alignment between sales and marketing, your company is leaving revenue on the table. Research shows aligned teams achieve more growth, better profits, and higher productivity.
Hosted by two industry veterans, Joe Andrews and Andrea Austin, this presentation from CEB in Las Vegas, is based on original research and content from Aligned to Achieve, a new book published by Wiley.
Indian Sales & Marketing Mindset Under the LensInsideView
InsideView continues its research into the state of B2B sales and marketing alignment with this latest report, "Indian Sales & Marketing Mindset Under the Lens."
How the sibling you never wanted, but grow to love: How Sales and Marketing Alignment can make or break your customer experience.
Jeff Marcoux, CMO Lead, Microsoft
InsideView Market Insights in action - InsideView DriveInsideView
InsideView grew up as a Sales Intelligence company and really defined the category. However in 2013 we expanded the company’s charter and our product portfolio to address the needs of marketing, customer success, and operations. Encompassing the lead to revenue journey.
InsideView Sales and Marketing Alignment - InsideView DriveInsideView
The ultimate, some might say only, goal of sales and marketing leaders is to grow revenue.
Whether you are talking about generating bigger and better pipeline, crushing your quota, or driving better lead- to-close rates...the end goal is always MORE REVENUE.
Top 3 Reasons Sales and Marketing Alignment is Off!InsideView
Misalignment between sales and marketing is an age-old problem that’s rarely addressed. This infographic breaks down the top 3 issues and why your top priority should be to align your teams for growth.
Sales and Marketing have moved in TogetherInsideView
A Valentine’s Day-themed infographic talking about the relationship (or lack thereof) between Sales and Marketing within an organization. So what's next?
6. Business Challenges
1. Reaching the
decision maker
2. Converting
prospects to clients
3. Budgets cut
4. Getting qualified
leads
5. Making time to
follow-up
7. Discuss Today
• Why the shape of your funnel matters
• The damage when your funnel is clogged
• Get the “right” people in your funnel
• How to create real velocity in your sales
funnel
• Identify your Ideal Clients and fire the
others
8.
9.
10.
11.
12. You Will…
• Increase your conversion rate
• Have the best people in your pipeline
• Shorten time moving prospects to clients
• Work with only qualified leads
• Calendar 3 meetings in 7 days
16. Typical Demand Generation
• Companies that promise to deliver
“qualified leads” to your inbox
• Companies that sell you lists
• Website visitors
• Social media
• Downloads
• Blogs
25. The Role of Marketing
– Advertising
– Conferences
– Email campaigns
– Website presence
– Direct mail
– Marketing automation
26. The Role of Sales
Getting in front of the “right” people
27. But You Might Say…
– Prepare for the meeting
– Craft questions to ask
– Overcome objections
– Uncover the real issue
– Decide team roles
– Propose
– Present
– Close
– Follow-Up
28. If You Don’t Get to The Right People
Nothing else matters…
29. Joanne’s Point of View
Generating Qualified leads is the most
important step in your sales process
37. Who Is Your Ideal Client?
• Collaborative
• Listens
• Values our work
• Respects deadlines & deliverables
• Keeps promises
• Sense of humor
• Open to new ideas
• Budget authority
58. Why Referrals Work
• Pre-sold
• Credibility and trust
• Sales time shortens
• Competition goes away
• Time with clients increases
• No “hard” costs
59. Why Referrals Work
What percent of the time do you get a new
client?
30%
100
50% 80
70% 60
40
90% 20
100% 0
60. You Need a Targeted Strategy
• Written referral sales plan
• Weekly written referral goals
• Methods to track and measure referrals
• Accountability for results
Some of you know me and some don’t. Some are NMCC graduates and are here for a refresher. Some have heard me speak and want to hear the message once again—can never hear about referral too often or too much. Some of you I don’t know yet. I’m going to change that right now!
Maybe you feel like this or your customers do
Transition: When you adopt referral marketing you address all of these issues. Let’s find out why/how
Don’t have to be a follower-find your own direction. You will hear my opinions today—may be different than you’ve heard before or different than the way you’ve worked before—agree or not. Know what works--share
How do you do they’re “qualified?”Lists—one Partner told me that lists they get are a waste—people not there anymore, wrong contact information, not qualified
Try to make lists sound qualified--NO
Shannon—I think I took this from the web—needs to be replaced
Shannon—need new image—maybe someone who look like has authority
Shannon—This slide’s a mess. Need new image (s) Can also break into two slides if you think it has more impact.
Shannon—image showing a perfect client
Joanne – not sure if this violates any copyright. Check with your contact and let me know how to proceed.Shannon—got this from the web and love it. If we can’t keep, I’ll connect with my person at Cartoon Resources, and maybe we can come up with something
Shannon—something showing opposites—This is a lead in to the next slide
Shannon—replace image
Shannon—replace image
Shannon—replace image
Shannon—a build
Shannon—Can you create a chart here? Maybe a checklist of criteria with the actual criteria too small to read, but enough detail so people can see it’s a chart.
Shannon—image of firing someone
Shannon—need image here. This is tougher—I want to show a cost to do business with a PITA—costs a lot more than we imagine
Shannon—need image
Pre-sold: Know who we are and the work we do delivers solid business resultsTrust: Referred by a respected sourceShortens: Eliminate prospecting—demand gen occurs through people you knowCompetition: What?Face-time—Where we want to beCosts: No line item on a profit and loss statement for referrals
Ask: When you receive a qualified referrals—your ideal client and wants to talk to you.STAND UP AND CLAP—STAY STANDING
A plan is not a plan unless it’s written. If all you do is write and put in a drawer you will have a 70% better chance of achieving your plan than if you never wrote it.
YES—stand upNO—stand up
I close the gap (use hands)Consistently hear—forget, no mining referrals, nice when they happen. What if you made them happen—every, single day?Referrals work whether:New project within existing customerNew business unit within existing customerBrand new customersCollaborating with other partners