The document outlines tips and strategies for social selling, cold calling, email prospecting, and personal branding. It discusses improving LinkedIn profiles, growing networks, creating and sharing content, and engaging with others. Specific advice includes focusing on problems customers want solved rather than products, using customer language and tones, asking permission before advancing in conversations, and personalizing outreach through filling in blanks. The presentation aims to teach salespeople to connect on social media and stand out from competitors.
What mistakes to sales leaders most often encounter when building outbound sales teams and models? Liz Cain, Partner at OpenView, and former sales leader at NetSuite, explains.
How to Build an End-to-End Process for Defining and Delivering on OutcomesGainsight
When Customer Success has a limited scope at a company, it likewise limits the scope of the outcomes that company can consistently deliver. If the Customer Success begins after onboarding and ends before renewal, what sort of effect can your CSM efforts have on customer outcomes? It's absolutely critical that your success planning strategy encompass the whole lifecycle—end-to-end. And that's just for starters. In this session, you'll learn best-practices methods for understanding customer goals, defining them in concrete terms, and building a scalable strategy to deliver on them.
Já dizia Peter Drucker que o objetivo do marketing era conhecer e compreender o consumidor tão bem, que os produtos ou serviços se adequariam a ele de tal maneira, que o esforço de vendas se tornaria supérfluo. O autor também afirmou que o propósito de qualquer negócio é criar e manter consumidores. Mas como fazê-lo?
O foco no cliente deve estar presente desde o desenho do modelo de negócio, passando pela inovação e continuando até muito além da prospecção e vendas, assegurando que este consumidor tenha uma experiência de sucesso em todas as suas possíveis interações, ao longo de sua jornada, extrapolando o nível de satisfação e atingindo o nível de encantamento, convertendo-o num verdadeiro multiplicador espontâneo de vendas.
Não se trata apenas DO QUE o seu cliente deseja alcançar mas, sobretudo, do COMO ele irá alcançar.
A experiência importa muito!
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
How to Develop Your Brand's Social Tone of Voice360i
Via 360i -- A quick guide for how brands should approach their tone of voice across social communities. For more information, visit http://blog.360i.com/.
What mistakes to sales leaders most often encounter when building outbound sales teams and models? Liz Cain, Partner at OpenView, and former sales leader at NetSuite, explains.
How to Build an End-to-End Process for Defining and Delivering on OutcomesGainsight
When Customer Success has a limited scope at a company, it likewise limits the scope of the outcomes that company can consistently deliver. If the Customer Success begins after onboarding and ends before renewal, what sort of effect can your CSM efforts have on customer outcomes? It's absolutely critical that your success planning strategy encompass the whole lifecycle—end-to-end. And that's just for starters. In this session, you'll learn best-practices methods for understanding customer goals, defining them in concrete terms, and building a scalable strategy to deliver on them.
Já dizia Peter Drucker que o objetivo do marketing era conhecer e compreender o consumidor tão bem, que os produtos ou serviços se adequariam a ele de tal maneira, que o esforço de vendas se tornaria supérfluo. O autor também afirmou que o propósito de qualquer negócio é criar e manter consumidores. Mas como fazê-lo?
O foco no cliente deve estar presente desde o desenho do modelo de negócio, passando pela inovação e continuando até muito além da prospecção e vendas, assegurando que este consumidor tenha uma experiência de sucesso em todas as suas possíveis interações, ao longo de sua jornada, extrapolando o nível de satisfação e atingindo o nível de encantamento, convertendo-o num verdadeiro multiplicador espontâneo de vendas.
Não se trata apenas DO QUE o seu cliente deseja alcançar mas, sobretudo, do COMO ele irá alcançar.
A experiência importa muito!
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
How to Develop Your Brand's Social Tone of Voice360i
Via 360i -- A quick guide for how brands should approach their tone of voice across social communities. For more information, visit http://blog.360i.com/.
Managing and developing your accounts is the key to sustainable business. As such, sales people and account managers need to be able to create strategic business relationships with their clients in order for the clients to remain loyal to them and the company. Sadly, most sales people and account managers treat their relationship with their clients as transactional instead of strategic.
In this short “Nine-Grid Key Account Management” training course, we will focus on creating strategic business relationships with clients by understanding how to manage their time and activities to better serve their key accounts.
By the end of this training course, participants will be able to:
1. Select and rank their key accounts
2. Create strategies to handling the different levels of key accounts
3. Manage time and activities for each type of key account
How to Achieve a 52% Reply Rate on Cold EmailsDatanyze
1. How to narrow down your search for companies and contacts
2. How to create an authentic outreach email
3. How to follow up
4. A/B testing to increase open and reply rates
5. Tools to help you along the way
The Onboarding and Training Playbook for Big CustomersGainsight
By Denise Stokowski, VP of Client Solutions at Gainsight
Emilia D’Anzica, VP CSM at WalkMe
Glenn Oclassen, SVP Customer Success at Replicon
Presented at Pulse Conference 2015.
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
Você trata as objeções como uma batalha pela venda? Aqui está o por que isso não está funcionando
Se você durante a sua jornada para ser vendedor fez cursos ou treinamentos de vendas, leu livros sobre como aumentar as habilidades que você acreditava precisar melhorar, já deve ter pensado muito em como vencer as objeções de seus clientes.
These are slides I used to keynote the inaugural MarTech Delhi event in India. It covers the topic of CX (Customer Experience) and provides practical advice to build a roadmap and strategy for your organization.
Outbound sales are quite effective when you are launching a new product or when you want to make the best use of a newly-launched marketing campaign. Defining an ideal customer profile and generating a list of the target audience is one of the most vital elements of an outbound sales strategy.
Outbound sales are effective as long as you are able to draw the attention of the prospect and he is ready to listen to you. While performing outbound sales, it is important to convince the client to just listen to you for the one reason being, it is always said if your product is good, it will sell itself, you just have to put efforts in one direction, that is, putting up the product well in the eyes of the customer.
All the efforts of outbound sales are directed in two directions, first being preparing the customized sales calling script and the other one being outbound sales objection management. In this video, we will discuss everything that you needed to know about Outbound sales- Why, How, and When. We would also cover how NeoDove can help you in your outbound sales.
To know more , visit:
https://neodove.com/
Follow us on
Facebook-https://www.facebook.com/NeoDoveTech/
Linkedin- https://www.linkedin.com/company/neodove/
Twitter- https://twitter.com/NeoDoveTech
Instagram- https://www.instagram.com/neodove_tech/
Email:sales@neodove.com
Call us: +91-9509624540
Vendas SPIN: Perguntas que vendem CARO!Serge Rehem
Resumo do livro SPIN Selling do Neil Rackham, falando sobre as perguntas SPIN que devem ser efetuadas em vendas de alto valor.
Link para livro: http://amzn.to/1NS7YBI
This presentation outlines the Sales Territory Planning process I have developed and refined over 20 years of Enterprise Sales experience across Asia Pacific.
How to build an audience - Affiliate marketing with Craig CampbellAnton Shulke
This presentation is an integral part of Duda webinar
Join our host Craig Campbell, and Ben Adler, Founder of Keyword Chef, as they discuss how to build and monetize audiences, all while sharing examples from personal experience. You will learn how to build an online community, connect with influencers, validate your product idea, and build a minimal viable product.
High Ticket Sales - How to Sell Large Client RetainersRyan Stewart
We all get started selling our services at any price we can. But eventually, you need to land larger clients in order to scale. This deck walks you through how I attract, close and manage large retainer clients for our agency.
Managing and developing your accounts is the key to sustainable business. As such, sales people and account managers need to be able to create strategic business relationships with their clients in order for the clients to remain loyal to them and the company. Sadly, most sales people and account managers treat their relationship with their clients as transactional instead of strategic.
In this short “Nine-Grid Key Account Management” training course, we will focus on creating strategic business relationships with clients by understanding how to manage their time and activities to better serve their key accounts.
By the end of this training course, participants will be able to:
1. Select and rank their key accounts
2. Create strategies to handling the different levels of key accounts
3. Manage time and activities for each type of key account
How to Achieve a 52% Reply Rate on Cold EmailsDatanyze
1. How to narrow down your search for companies and contacts
2. How to create an authentic outreach email
3. How to follow up
4. A/B testing to increase open and reply rates
5. Tools to help you along the way
The Onboarding and Training Playbook for Big CustomersGainsight
By Denise Stokowski, VP of Client Solutions at Gainsight
Emilia D’Anzica, VP CSM at WalkMe
Glenn Oclassen, SVP Customer Success at Replicon
Presented at Pulse Conference 2015.
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
Você trata as objeções como uma batalha pela venda? Aqui está o por que isso não está funcionando
Se você durante a sua jornada para ser vendedor fez cursos ou treinamentos de vendas, leu livros sobre como aumentar as habilidades que você acreditava precisar melhorar, já deve ter pensado muito em como vencer as objeções de seus clientes.
These are slides I used to keynote the inaugural MarTech Delhi event in India. It covers the topic of CX (Customer Experience) and provides practical advice to build a roadmap and strategy for your organization.
Outbound sales are quite effective when you are launching a new product or when you want to make the best use of a newly-launched marketing campaign. Defining an ideal customer profile and generating a list of the target audience is one of the most vital elements of an outbound sales strategy.
Outbound sales are effective as long as you are able to draw the attention of the prospect and he is ready to listen to you. While performing outbound sales, it is important to convince the client to just listen to you for the one reason being, it is always said if your product is good, it will sell itself, you just have to put efforts in one direction, that is, putting up the product well in the eyes of the customer.
All the efforts of outbound sales are directed in two directions, first being preparing the customized sales calling script and the other one being outbound sales objection management. In this video, we will discuss everything that you needed to know about Outbound sales- Why, How, and When. We would also cover how NeoDove can help you in your outbound sales.
To know more , visit:
https://neodove.com/
Follow us on
Facebook-https://www.facebook.com/NeoDoveTech/
Linkedin- https://www.linkedin.com/company/neodove/
Twitter- https://twitter.com/NeoDoveTech
Instagram- https://www.instagram.com/neodove_tech/
Email:sales@neodove.com
Call us: +91-9509624540
Vendas SPIN: Perguntas que vendem CARO!Serge Rehem
Resumo do livro SPIN Selling do Neil Rackham, falando sobre as perguntas SPIN que devem ser efetuadas em vendas de alto valor.
Link para livro: http://amzn.to/1NS7YBI
This presentation outlines the Sales Territory Planning process I have developed and refined over 20 years of Enterprise Sales experience across Asia Pacific.
How to build an audience - Affiliate marketing with Craig CampbellAnton Shulke
This presentation is an integral part of Duda webinar
Join our host Craig Campbell, and Ben Adler, Founder of Keyword Chef, as they discuss how to build and monetize audiences, all while sharing examples from personal experience. You will learn how to build an online community, connect with influencers, validate your product idea, and build a minimal viable product.
High Ticket Sales - How to Sell Large Client RetainersRyan Stewart
We all get started selling our services at any price we can. But eventually, you need to land larger clients in order to scale. This deck walks you through how I attract, close and manage large retainer clients for our agency.
How to Crack the PM Interview by Gayle McDowellProduct School
Product Management Event Held at the Product Conference in San Francisco.
Gayle McDowell taught how to prepare for Product Manager interviews, what top companies like Google, Amazon, and Microsoft really look for, and how to tackle the toughest problems.
She also discussed how the ambiguously-named "PM" (product manager / program manager) role varies across companies, what experience you need, how to make your existing experience translate, what a great PM resume and cover letter look like, and finally, how to master the PM interview questions (estimation questions, behavioral questions, case questions, product questions, technical questions, and the super important "pitch").
5 tips to help marketers sell tech, and techies market their services, from Marketing Coordinator Anna Remus at WordCamp Boston 2014.
*Minor corrections will be made to slides soon.
How to Write a Great Sales Letter - A Simple 12-Step System That Works!Christopher Mohritz
A well-crafted sales letter can attract new customers, boost sales, and encourage current customers to buy more. But does your mind go blank when starting to write a sales letter? Do you have good ideas that somehow don't seem to make it onto paper? If so, you're not alone. This presentation will help! Topics include: a simple step-by-step process to create a sales letter that: gets attention, shows the benefits of your product or service, makes a compelling offer, and prompts your reader to take immediate action!
Selling to Enterprise Clients - WordCamp Boston 2018Jodie Riccelli
Enterprise clients are a unique group that requires special attention with their complex WordPress setups. In this talk, we will look at the methods to attract this level of client, how to convince them of the benefits of WordPress, and finally discuss the special considerations needed when working with Enterprise level clients.
eLearning for Sales Success: Fulfilling Today's (Changing) eLearning NeedsEve Lyons-Berg
Watch the webinar on demand here: https://www.elearninglearning.com/frs/10087777/fulfilling-today-s--changing--elearning-needs
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance - even if your learners are already aware of their skill gaps, they’re not going to wade through hours and hours of content to find the one course that might help them. Fortunately, if you follow the advice in this webinar, they won’t have to.
Bryan Marriott, President of P1 Learning, will walk through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
This webinar will cover:
- Conducting a learner needs assessment
- The elements of effective and engaging eLearning
- Developing (or buying) training to fulfill learner needs
- Learning only works if they press play
Presentation slides for the webinar done by Leading Results, Michelle Horn & Dan Kraus on October 4, 2012 on a dozen or more ways to improve your website.
How to build a business without losing your soulCiprian Gavriliu
How to build a business while having a life that you love. I talked about common pitfalls in the tech startups world.
Presentation held for Start Trek 2014 by Eleven.
Do it Yourself Marketing for Professional Speakers and ConsultantsAidan Crawford
https://shortcircuitmedia.com - Having an expertise doesn't necessarily mean your phone is going to ring off the hook with offers to speak and consult. You have to back up your expertise with a business model that works.
This presentation is specifically designed for speakers, trainers and consultants who know they need to do things differently and want some guidance on where to start
Yesterday’s Price Is Not Today’s Price” – How Your Personal Brand Can Help Yo...Rejoice Ojiaku
As a firm believer in the benefits of a personal brand, this deck will cover how you can nail your own personal branding, walking you through how I built my brand and used it to progress in my career.
Building a Unified Product Content Strategy | Quentin DietrichLavaConConference
In this session, you’ll learn about the challenges and victories as we worked to build a unified product content practice at an enterprise software company. We took a help documentation team, and from there grew the content practice to influence, drive, and unify content throughout the entire product ecosystem. Many times, it can be hard to know where to start. We’ll share the steps we took and the lessons learned as we reimagined our content practice.
In this session, attendee’s will learn:
Creating a product content style guide
Connecting content through the product ecosystem
Refining your product creation process
Influencing and content decisions across the organization
Working in an agile environment with few resources
Why Publishing is the Future of Marketing - 8 Step Content Marketing StrategyJoe Pulizzi
Content marketing expert Joe Pulizzi reviews how marketers are indeed publishers today, and details eight steps to completing a content marketing strategy that works for both small and large brands. Case studies include P&G, Hubspot, BlendTec and more.
Similar to Outbound Masterclass: How to Cold Call, Email, and Social Sell like a pro (20)
5. What are the common Social Selling mistakes?
● Poor LinkedIn profiles
● Not creating good content (only re-sharing company posts)
● Sending terrible “salesy” LinkedIn messages
● Not growing their LinkedIn networks
● Zero personal brand in their target industry
● Don’t know how to use search functions and filters effectively
6. 4 Easy steps to start using Social Selling TODAY
1. Update Your LinkedIn Profile & Make it CUSTOMER Focused
2. Grow Your Network EVERY SINGLE Day
3. Create & Share Content Regularly & Consistently
4. Engage in Industry Relevant Content Every Day
7. Top Profile Tips
● Make sure you have a professional headshot
● Create a billboard style LinkedIn banner
● Transform your LinkedIn Summary
● Add new recommendations every month
8.
9. Top Network Growth Tips
● Add 5-10 new connections every day
● Be open minded with who you connect with
● Add prospects and other people in prospects org
● Customize when necessary
10. Top Content Tips
● Give real VALUE in your content
● Make sure you have spaces in between sentences
● Share stories, tips, knowledge, experience and thoughts
● Be YOU
● Find ways to be creative
11.
12.
13.
14.
15. Top Engagement Tips
● Like & comment on 3-4+ posts each day
● Share your thoughts on the posts
● Find good posts to engage on
● Be creative when writing comments
16. 4 Easy steps to start using Social Selling TODAY
1. Update Your LinkedIn Profile & Make it CUSTOMER Focused
2. Grow Your Network EVERY SINGLE Day
3. Create & Share Content Regularly & Consistently
4. Engage in Industry Relevant Content Every Day
17. Cold Email + Calls with KD
Focusing on the "person"
in "salesperson"
18. Elements of the “Perfect” Script
● Tonality
● Science and Customer Input
● Gap Questions
● Benefit Check In’s
● If/Then’s
● Fill in the Blanks
● Practice
19. Problem > Product
● This is key for prospecting messaging
● Talk more about the PROBLEMS your product
solves
● Talking about your product, or talking about the
future doesn’t work.
● Bring up potential or real problems your prospects
are dealing with.
● Email, VM, Video
● What are the top problems your prospects have that
you solve?
20. WWYCS?
● What would your customer say?
● If it not a word or term you’ve ever heard them say,
stop saying it.
● How do you describe our product?
● Why did you buy?
● What problems were you hoping to solve?
● What’s gotten better?
● What were you nervous about?
● Who almost prevented you from buying?
21. Tonality
● This is the missing sauce in most scripts.
● What tonality should your reps be using in
that moment.
● Tone is what makes the script come alive
and is the #1 thing you should be
practicing.
22. Example tones
● Lost in the City - Opening line for prospecting Calls
● Thinking Out Loud - Leads after questions
● Scooby Doo Tone - The MMS/Value Prop
● Pizza Dough - The “How are you X”
● Thank God Tone - We already have something objection
handling.
● Broken Hearted - Dealing with A**holes
● Strategic Down Tones
24. How to build a “Gap” Question
● What is something your product does that
you know most of your customers don’t do
now.
● Ask how they are doing that thing that you
already can do.
● Include the “Result” of that question as
well.
● How are you X to make sure Y isn’t
happening….
26. Email Writing - 101
● Stop sounding like a damn sales person.
● Think text messages first.
● 1st sentence matters more than subject line.
● Break it up into small digestible sentences.
● Tell a story/Emotion
● 1 Call to Action.
27. Email Writing 201
● Images and Videos Massively Increase
Response rates.
● Cliffhangers and Curiosity Builders.
● What they should do vs what you should do.
● Problem Based Language
● No such thing as long or short…
● Emails and Cadences should look like a
mountain range.
● Do you struggle with X?
28. Email Writing 301
● Priming Words - Use words that evoke the
emotion you want.
● Specific calls to action - not every email should
ask for a response.
● Click for the Cookies
● Pay attention to what the best b2c marketers do.
29. Email Writing - KDFIC
● Know - Here’s what I know about you, your
team, your industry
● Did/Doing - Here’s what I’m doing about it,
did because of it
● Found - what I found out
● Impact - The impact it’s having on you
● Call to Action - Here’s what you should do
now.
30. BONUS - Videos
● Videos can be great IF you’re doing it the
right way.
● Create a video cadence is MULTIPLE different
types of videos.
● Personalized vs Generalized.
● Show them HOW.
● Big Tip - Sell the click/watch
○ Time stamps
○ Summaries
● What + How + Proof = $
● Sell them on what you want them to do!
31. Fill In The Blank Personalization
● Stop paying your SDRs to be Marketo
knock-offs.
● If your SDRs aren’t filling in the blanks
on your emails…
● fire them.
● If you are mass blasting, you’re asking
for trouble.
● Snippits save time and energy!
33. How to Have Fun
● Search your “Persona/Industry”..
● Meme’s
● Gifs
● Funny Shirts/Posters/Mugs
● Jokes
● What do “personas” hate?
● Worst part of being a X
● Rewrite Popular songs from you Persona’s
Generation
