This document provides guidance on building a successful revenue team through effective recruiting, leadership development, team building, and focus on customer relationships. It emphasizes hiring enthusiastic people, developing leaders who mentor their teams, focusing on customer retention through emotional connections, and constantly improving performance through goal setting and metrics. The overall message is that a cohesive team with a customer-centric culture and drive for continuous improvement will achieve world-class results.
The Presentation explains the growing potential of social media in building brand advocates as well as strengthening customer relationships. Creating brand ambassadors depends on leveraging this social engagement tool to find new brand relationships, and then capitalize on nurturing these relationships. These 5 proven social ways are effective for daily–deal networking with customers and clients in the social marketing space.
Bree James, founder of Grand Publishing and Andrew Griffiths, Small Business author, hit the road in North Queensland to talk about "Old School Marketing" in a 2 hour workshop. This is the presentation from that workshop.
The Presentation explains the growing potential of social media in building brand advocates as well as strengthening customer relationships. Creating brand ambassadors depends on leveraging this social engagement tool to find new brand relationships, and then capitalize on nurturing these relationships. These 5 proven social ways are effective for daily–deal networking with customers and clients in the social marketing space.
Bree James, founder of Grand Publishing and Andrew Griffiths, Small Business author, hit the road in North Queensland to talk about "Old School Marketing" in a 2 hour workshop. This is the presentation from that workshop.
Entrepreneurship and retail from star bucksKiran TK
I have have just completed reading “ Pour your heart into it “ by Howard Schultz ( Chairman and CEO of Starbucks).
Starbucks has entered a low margin commodity industry and transformed its product into a cultural symbol.
Howard Schultz shares the story of how Starbucks built a company one cup at a time.
Basic 101 Provides the fundamental concept and step by step formula to create a lasting success in multilevel marketing. Through 100% commitment paired with the right action steps, you will see your network boom greatly...
I began a business journey in 1990 with a $200 investment and have over the last 22 years been involved as a Director or CEO in growing three technology companies that combined have sold for well in excess of $100m. These slides represent my attempt to record my lessons learned and what I consider are the success factors.
Are you toying with an idea for a business?
A lot of people think about starting a business, but for whatever reason the idea never becomes a reality. If you’re an entrepreneur who is on the fence about starting a business, we have the encouragement you need to take the first step.
We asked 30 business owners to offer persuasive reasons for entrepreneurs to launch a business.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Entrepreneurship and retail from star bucksKiran TK
I have have just completed reading “ Pour your heart into it “ by Howard Schultz ( Chairman and CEO of Starbucks).
Starbucks has entered a low margin commodity industry and transformed its product into a cultural symbol.
Howard Schultz shares the story of how Starbucks built a company one cup at a time.
Basic 101 Provides the fundamental concept and step by step formula to create a lasting success in multilevel marketing. Through 100% commitment paired with the right action steps, you will see your network boom greatly...
I began a business journey in 1990 with a $200 investment and have over the last 22 years been involved as a Director or CEO in growing three technology companies that combined have sold for well in excess of $100m. These slides represent my attempt to record my lessons learned and what I consider are the success factors.
Are you toying with an idea for a business?
A lot of people think about starting a business, but for whatever reason the idea never becomes a reality. If you’re an entrepreneur who is on the fence about starting a business, we have the encouragement you need to take the first step.
We asked 30 business owners to offer persuasive reasons for entrepreneurs to launch a business.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
The Circuit - The Market Has Changed...Have You?The Circuit
Learn a new strategy for selling in tough markets.
With the break down of the financial markets the very interpretation of value has altered; leaving us with in essence, a new market place. Customers behave differently and so must we, in how we sell to them.
The Rules of Engagement: How to leverage social media to grow your businessTrish Saemann
A presentation was given to femfessionals/Charlotte. An overview on effectively using social media to increase brand visibility, lead generation and how to position YOU as an expert in your field.
Used this marketing presentation while teaching a Business Canvas Model Workshop. Looking at the difference between branding and marketing. The changing nature of branding and the basics of sales.
Being good isn't enough these days. Find out how to be a better marketer and drastically change the way you do any task - from dating to applying for a job.
The Mental side of Sales - How to become a Sales JediSani Leino
Sales is in many ways a mental game instead of a product presentation. My thoughts on how one can view sales in a bit different perspective.
May the Sales Force be with you.
The Green Bay Area Chamber of Commerce sponsored this session for area business owners and leaders. The session was facilited by Tim McAdow, Director of Marketing and Communication for Integrity Insurance; Tom Clifford, Director of Digital Development at HC Miller, Susan Finco, Owner and President of Leonard & Finco Public Relations; Patrick Hopkins, President of Imaginasium; Robert Jahnke, President of Top Hat Marketing; Diane Roundy, Director of Business Development for Schenck SC
A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy.
Will upload more from this book in due course for the readers.
Resumes, Cover Letters, and Applying OnlineBruce Bennett
This webinar showcases resume styles and the elements that go into building your resume. Every job application requires unique skills, and this session will show you how to improve your resume to match the jobs to which you are applying. Additionally, we will discuss cover letters and learn about ideas to include. Every job application requires unique skills so learn ways to give you the best chance of success when applying for a new position. Learn how to take advantage of all the features when uploading a job application to a company’s applicant tracking system.
Jill Pizzola's Tenure as Senior Talent Acquisition Partner at THOMSON REUTERS...dsnow9802
Jill Pizzola's tenure as Senior Talent Acquisition Partner at THOMSON REUTERS in Marlton, New Jersey, from 2018 to 2023, was marked by innovation and excellence.
NIDM (National Institute Of Digital Marketing) Bangalore Is One Of The Leading & best Digital Marketing Institute In Bangalore, India And We Have Brand Value For The Quality Of Education Which We Provide.
www.nidmindia.com
Want to move your career forward? Looking to build your leadership skills while helping others learn, grow, and improve their skills? Seeking someone who can guide you in achieving these goals?
You can accomplish this through a mentoring partnership. Learn more about the PMISSC Mentoring Program, where you’ll discover the incredible benefits of becoming a mentor or mentee. This program is designed to foster professional growth, enhance skills, and build a strong network within the project management community. Whether you're looking to share your expertise or seeking guidance to advance your career, the PMI Mentoring Program offers valuable opportunities for personal and professional development.
Watch this to learn:
* Overview of the PMISSC Mentoring Program: Mission, vision, and objectives.
* Benefits for Volunteer Mentors: Professional development, networking, personal satisfaction, and recognition.
* Advantages for Mentees: Career advancement, skill development, networking, and confidence building.
* Program Structure and Expectations: Mentor-mentee matching process, program phases, and time commitment.
* Success Stories and Testimonials: Inspiring examples from past participants.
* How to Get Involved: Steps to participate and resources available for support throughout the program.
Learn how you can make a difference in the project management community and take the next step in your professional journey.
About Hector Del Castillo
Hector is VP of Professional Development at the PMI Silver Spring Chapter, and CEO of Bold PM. He's a mid-market growth product executive and changemaker. He works with mid-market product-driven software executives to solve their biggest growth problems. He scales product growth, optimizes ops and builds loyal customers. He has reduced customer churn 33%, and boosted sales 47% for clients. He makes a significant impact by building and launching world-changing AI-powered products. If you're looking for an engaging and inspiring speaker to spark creativity and innovation within your organization, set up an appointment to discuss your specific needs and identify a suitable topic to inspire your audience at your next corporate conference, symposium, executive summit, or planning retreat.
About PMI Silver Spring Chapter
We are a branch of the Project Management Institute. We offer a platform for project management professionals in Silver Spring, MD, and the DC/Baltimore metro area. Monthly meetings facilitate networking, knowledge sharing, and professional development. For event details, visit pmissc.org.
New Explore Careers and College Majors 2024.pdfDr. Mary Askew
Explore Careers and College Majors is a new online, interactive, self-guided career, major and college planning system.
The career system works on all devices!
For more Information, go to https://bit.ly/3SW5w8W
3. Business Planning
1) Goals/Objectives
2) Strategies
3) Tactics
Same applies to organization, departments and
individuals.
“What you Measure you Accomplish”
APPLY METRICS WHEREVER AND WHENEVER
POSSIBLE.
4. Fan Relationship Development
1. Know The Fan
2. Communicate with the Fan
3. Keep the Fan
4. Grow with the Fan
Create a Fan-Focused
Culture
5. Retention
“Create an emotional connection with our fans”
Increase loyalty of existing customers, which
creates:
• Reduced dependency on “low price” as a
marketing strategy
• Decrease costs incurred in an effort to
acquire new business
• Increased efficiency created by familiarity
with customers needs
• Increased margins, higher profits and a
greater market share
7. Monetize Your Business
• Understand and Improve Customer Lifetime
Value
• Customer Up-Sell and Cross-Sell Correlations
• Improve Customer Satisfaction and Build
Loyalty
• Acquire Profitable New Customers
• Recognize, Target and Replace Former
Customers
• Maximize the Value of Each Customer
• Reduce Churn
9. Targeting Filters
• Current Segment Size
• Motivators
• Segment Growth Potential
• Media Behavior
• Demographics
• Psychographics
10. A Sales Organization
Big Concepts
1) As managers we choose everyday if
we will be a mentor or tormentor to
our sales team.
2) Manager + Mentor = Sales Leader
3) Salespeople HAVE to work for Sales
Managers. They WANT to work for
sales leaders.
11. 30 Steps to Your Sales Success
1. Effort
2. Preparation
3. Education
4. Training
5. Practice
6. Presentation
7. Knowledge
8. Questions
9. Sell benefits
10.Time
management
11.Ask for the order
12.No?
13.Deadlines
14.Follow-up
15.Correspondence
12. 30 Steps to Your Sales Success
16. Customer service
17. Know your
competition
18. Assume the sale
19. Success sells
20. Enthusiasm
21. Relationships
22. Goals
23. Teamwork
24. Ask yourself if you
were at the other
end of the
presentation –
would you buy?
25. Most difficult
prospects are the
best customers
13. 30 Steps to Your Sales Success
26. Mentoring
27. Surround yourself with successful
people
28. Don’t make promises you can’t or
don’t intend to keep
29. One final call
30. Exercise
14. HIRE THE RIGHT PEOPLE - DUH
• Hire for enthusiasm. Promote for
enthusiasm. Cherish enthusiasm.
REMOVE NON- ENTHUSIASTS—
THEY ARE CANCERS. “Nothing is so
contagious as enthusiasm.”
15. HIRE THE RIGHT PEOPLE - DUH
• Non-Winners – On a scale of 1 to10, rate
between 1 and 3...don’t take risks, don’t try
new things, don’t try to meet new
people…will call on their current
customers, won’t seek new ones. Won’t
push their current customers to buy
more…resist trying to convince them to try
your newest products/services…don’t want
to be seen as salespeople…need to be
liked…Avoid them at all costs!
16. HIRE THE RIGHT PEOPLE - DUH
• At-Leasters – Most fall into this
category…rate between 4 and 6 on the
scale…will do enough to keep the their
jobs and maintain their lifestyle, but that’s
about it…If they need to earn $40,000 to
maintain their lifestyle they
will…performance will fall off once they
reach that…don’t have the ambition, drive
or desire to grab for the brass ring.
17. HIRE THE RIGHT PEOPLE - DUH
• The Winners –rate 7 to 10 on the
scale…not satisfied with the status
quo…want to make it happen…don’t
make excuses…perform whether the
economy is good or bad…will sell the
company’s newest
products/services…will fight to maintain
your profit margins...these are the people
you must hire in order to build a winning
sales organization.
18. Ask yourself …………..
• Are they articulate?
• What type of presence do they project?
• Are they building rapport?
• Do they project warmth and sincerity?
• Do they have a professional
appearance?
• Do they have the skills you require?
• Do their past selling experiences match
your needs?
• How much have they earned in the past?
19. Beyond hiring great people
• Hire those that will work well together
• Shared vision and commitment
• Physically together – open discussion
• Encourage positive, informal interactions
• Instilling a winning attitude organization
wide
• Eliminate jealousy, cynicism and defensive
behavior
20. Leadership Development
• Passion – do what you love, love what
you do
• Respect – make people your priority
• Vision – clearly communicate the future
• Humanity – its not about the paycheck
• Curiosity – look, listen and learn
• Integrity – honesty above all, to all
• Pragmatism – know what you don’t know
21. Get „em to buy in
• Your vision for the future
• Your strategy for getting there
• Why is this the best strategy
• Recognize and share every achievement
• Constant reminder what you stand for
and that the future is bright
22. Get „em to work together
• Involve them in the hiring process
• Assign projects for team members to work
on together
• Close proximity of offices
• Create incentive-pay plan common goals
• Part of salary review based upon
interaction with others
• Off site formally and informally
23. BUILD THE WINNING TEAM
• EVERYONE WANTS TO FEEL THEY ARE ON
A WINNING TEAM, THAT THE COMPANY IS
MOVING AHEAD. AND THAT THEY ARE AN
INTEGRAL PART OF THE GROUP
24. THE CREED OF THE CHAMPION
I never see failure as failure (rejection as
rejection) but only as….
1. A learning experience
2. The negative feedback I need to change
course of my direction
3. The opportunity to develop my sense of
humor
4. An opportunity to practice my techniques
and perfect my performance
5. The game I must play to win
25. 25 NUGGETS TO CHEW ON
Good listeners are good sales people.
Period…Lousy listeners are lousy sales people.
Period.
GREAT LISTENERS ARE GREAT SALES
PEOPLE. (Listening “skills” are hard to learn
and are subject to immense effort in pursuit of
Mastery. A virtuoso“listener” is as rare as a
virtuoso cello player.)
“If you don‟t listen, you don‟t sell anything.”—
Carolyn Marland, MD/Guardian Group
26. The Gold Standard in selling: be
INDISPENSABLE to the Client. No other goal is
worthy.
Never stop growing-broadening-deepening the
relationship. The key to “indispensability” is to
get the Client more and more … and more …
and then more … imbedded in “our” web.Hence
the so-called “selling process” is only the first
step!
USE THE WORD “WE” … CONSTANTLY &
RELIGIOUSLY!
27. Shit happens. That’s what they pay you for.
This is not a “GE” or “Ben & Jerry’s” sale—it is a
Joe Jones/Jane Jones sale. YOU ARE THE
“BRAND” THE CLIENT BUYS —especially over
the long haul.
Duh: You make money, the company makes
money, on repeat business.
Master—yes, you—the “PR” Game. “Word of
Mouth” is not accidental! You want Word of Mouth?
Make it happen!
28. PAY YOUR DUES IN THE CLIENT ORG
AND IN YOUR OWN ORG!
YOU MUST LOVE THE PRODUCT!
The point is not to “prove yourself.” (That‟s
ego-talk.) Let the best person present to the
Client. “Control freaks” get their just
desserts in the long haul—or sooner.”
29. GOAL #1: MAKE YOUR CLIENT A HERO—
YOU ARE NOT THERE TO GET CREDIT.
(“Taking credit” is for ego-maniacs. And
losers.)
Don’t short-change (time, money, depth) the
proposal process. Miss one tiny nuance, one
potential incentive that “makes my day” for a
key Client player—and watch the whole gig be
torpedoed.
30. Is the proposal-sales team weird enough…weirdos
come up with the most interesting, game-changer
ideas. Period.
Lunch with at least one weirdo per month.
(Goal: always on the prowl for interesting new
stuff.)
Gratuitous comment: Lunches with good friends
are typically a waste of (professional) time.
“Sticking with it” sometimes pays, sometimes
not—it takes a lot of tries to forge the best path
in. Sometimes you never do, after a literal
lifetime. (Ah, life.)
31. Work like hell on :
LISTENING/INTERVIEWING, PRESENTING.
These are “the essence of [sales] life”—and
usually picked up in an amateurish, catch-as-
catch-can fashion. Mistake! (Become a
“professional student” of these two areas, achieve
Mastery.)
Are you good at flowers? Think: FLOWER
POWER! ” what you should know about a Client;
e.g., birthdays & anniversaries. My “flowers
budget” is out of control. Hooray
You can‟t do it all—be clear at what you are
good at, bad at, indifferent at. Hubris sucks.
32. Think “legacy”—what the hell is all this really about for
you and the world? (“Tell me, what is it you plan to do
with your one wild and precious life?”—Mary Oliver)
THERE ARE NO “MODERATES” IN THE HISTORY
BOOKS!
Keep it simple! (Damn it!) No matter how
“sophisticated” the product. If you can’t explain it in a
phrase, a page, or to your 14-year-old ... You haven’t
got it right yet.
Know more than the next guy. Homework pays. (Of
course it’s so obvious)
33. “THE DANGER FOR MOST OF US IS NOT
THAT OUR AIM IS TOO HIGH AND THAT WE
MISS IT, BUT TOO LOW AND WE REACH IT”
- Michelangelo
“EVERYONE LIVES BY SELLING
SOMETHING” — Robert Louis Stevenson