- The document discusses sales prospecting programs from Manard Warren & Associates that are designed to help companies improve their sales results, including Fear-Free Prospecting and Prospecting To The Top. - Several clients reported significant increases in key metrics like new sales, sales to decision-makers, and pipeline after implementing the programs. One client saw a 160-170% increase in online numbers. - The programs are meant to overcome psychological barriers to prospecting, teach a tactical approach to securing more appointments with decision-makers, and deliver a unique value proposition to help underperforming sales teams.

2.  SPQ*GOLD ®  Fear-Free Prospecting™  Prospecting To The Top™  The Wedge™ PROGRAMS

3. CLIENTS

4. The Results… “… We have improved our online numbers compared to recent months by 160% - 170% . Much of that is attributable to the new prospecting philosophies we have incorporated as a result of working with Manard Warren & Associates. As a result of this, we now incorporate some important concepts like having Business Impact Conversations with current customers. Requests for testimonials and referrals are now part of our sales culture. We have revised all our sales training for new hires to reflect the prospecting methodologies that we’ve learned.” Craig Billig Director, Hearst Business Development

5. The Results… “… By implementing your "7 touch method", [we] have increased net new prospect presentation by 35% per week. This process was one of the key sales programs we leveraged to get those results. As a result, [we are] on track to increase sales by 46% over last fiscal year.“ Michele Tomassetti ADP Small Business Services Division Vice President, Sales

6. The Results… “… Our current year’s sales have grown 50%… I can also tell you that we have had more new sales calls with C level individuals in the past year than ever before." Deb Cupp Business Development Director Fulfillment Services Standard Register Company

7. The Challenge Meeting Sales Expectations Initiating new contacts in sufficient numbers. New appointments with Decision-Makers

8. The Symptoms... More time is spent making excuses than making contact. Your people are always “putting out fires” versus prospecting for new business. Initial meetings are consistently scheduled with contacts other than decision makers. There is a lack of new accounts in the pipeline.

9. The Solution… A two-phased approach to significantly improve sales activity: Fear-Free Prospecting  - Overcoming emotional barriers that interfere with sales activity. Prospecting To The Top  - Implementation of a tactical approach to securing more appointments.

10. Fear-Free Prospecting ™ Day One Participants will... Confront Sales Call Reluctance ® Discover the 12 Psychological Barriers Learn powerful “success” techniques Comfortably make more prospecting contacts.

11. Cost of Sales Call Reluctance ® * Average annual difference in commissions. ** Utilizing the SPQ*GOLD profile and actual sales results, our research department conducts specific industry and company projects to determine the effect that call reluctance ® has on sales results.

12. Assessment The Sales Preference Questionnaire™ (SPQ*GOLD ® ) is a limited purpose self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance ® in candidates for sales positions. It is also used to provide assessment-based support for training and developmental applications with current salespeople in The Fear-Free Prospecting Workshop™

13. SPQ*GOLD ® Easy to implement – Web-based access. Fast Results – Reports available in less than 24 hours. Easy to Interpret – Reports in color-coded format. Measures Important Behavioral Characteristics Motivation Goal Level 12 Types of Call Reluctance ® Filters - Three scales used to detect non-standard attitudes.

14. Graphical Reports

15. Prospecting To The Top ™ Day Two Participants will learn to… Craft a compelling Value Proposition Maximize Visibility Create Competitive Differentiation Secure more new appointments with key Decision-Makers.

16. Delivering A Unique Value... Ineffective prospecting is a “root cause” to the problem of underperforming sales teams. Sales Call Reluctance ® and lack of a consistent approach are key symptoms. A comprehensive, two-phased approach delivers a material impact. Manard Warren & Associates has been helping companies achieve proven results for over 15 years.

17. Contact Us Dan Robinson (561) 629-7094 [email_address] Manard Warren (972) 691-9883 [email_address] http://manardwarren.com http://prospectingtothetop.com