Therese Jerrard, a gifted sales trainer at Deluxe Corp, gives a presentation that has great value for Small Business Sales – regardless of your comfort with selling or your type of business.
Not too long ago, Sales success was the result of a (rather mystical) combination of networking, people skills, intuition, and good ol’ cold calling.
But the advancement in enterprise technology over the past two decades has changed all that, especially in the B2B environment. Today, networking takes place online, technical skills are becoming more valuable than people skills, data has replaced the ‘hunch’, and automation is threatening to shrink the job market.
But while technology seems to have made selling harder, it has certainly made buying easier. Which, when you think about it, is exactly what Sales and Marketing are trying to do.
Luckily, Sales professionals are known for their ability to adapt. The Sales department is often the first in a business to embrace new technology, find better ways of doing things, and cut unnecessary tasks.
It was Sales, after all, who first embraced cloud technology (CRM was the first viable cloud application for business). And Sales who played a huge role in the consumerization of IT, by insisting on bringing their own devices to work.
The internet, SEO and ferocious content marketing have put a wealth of information at the buyer’ fingertips. And in many cases, have made Sales all but redundant until the final stages of the buying process.
Now, Sales needs to lead the charge once again – accepting the changes that technology brings, and making the most of their new situation.
To find out how our proposal management software is a necessity for a sales professional of the future visit our website for more info: https://www.qorusdocs.com/proposal-software
17 Stats on the Power of Proactive ProspectingOpenView
As if sales development reps didn’t have their jobs cut out for them already. Response rates are dropping, sales are becoming more complex, and as a result it’s getting more and more difficult to break through to the right person.
But does that mean prospecting is dead? Of course not. In fact, as the sales prospecting stats below show, smart SDRs are drawing on new skills and technology to help them develop a much-needed edge.
So don’t just sit there — jump on your leads, get to them first, leverage your network for referrals and connections, and above all, stay persistent and proactive!
Smarketing - Sales and Marketing Cooperation is Doable and PowerfulJay Baer
Smarketing is when sales and marketing departments work together harmoniously. Companies that implement a smarketing approach achieve 400% higher revenue growth than companies that do not. Critical for B2B, the Smarketing concept was popularized by Hubspot. This presentation was created by Jay Baer and originally delivered for the Cisco 2016 Partner Summit. B2B marketers and B2B sales people should find this information of interest.
Improve Sales Productivity with Digital Sales CoverageMarketBridge
Customers now spend significantly more time doing on-line research, they expect to be served up content aligned to their buying process and on their time frames.
As a result, sales productivity is suffering, with an estimated 67% of sales reps not meeting their quotas, mainly due to a lack of digital sales coverage.
In this whitepaper we outline the 5 steps required to implement digital sales coverage
Not too long ago, Sales success was the result of a (rather mystical) combination of networking, people skills, intuition, and good ol’ cold calling.
But the advancement in enterprise technology over the past two decades has changed all that, especially in the B2B environment. Today, networking takes place online, technical skills are becoming more valuable than people skills, data has replaced the ‘hunch’, and automation is threatening to shrink the job market.
But while technology seems to have made selling harder, it has certainly made buying easier. Which, when you think about it, is exactly what Sales and Marketing are trying to do.
Luckily, Sales professionals are known for their ability to adapt. The Sales department is often the first in a business to embrace new technology, find better ways of doing things, and cut unnecessary tasks.
It was Sales, after all, who first embraced cloud technology (CRM was the first viable cloud application for business). And Sales who played a huge role in the consumerization of IT, by insisting on bringing their own devices to work.
The internet, SEO and ferocious content marketing have put a wealth of information at the buyer’ fingertips. And in many cases, have made Sales all but redundant until the final stages of the buying process.
Now, Sales needs to lead the charge once again – accepting the changes that technology brings, and making the most of their new situation.
To find out how our proposal management software is a necessity for a sales professional of the future visit our website for more info: https://www.qorusdocs.com/proposal-software
17 Stats on the Power of Proactive ProspectingOpenView
As if sales development reps didn’t have their jobs cut out for them already. Response rates are dropping, sales are becoming more complex, and as a result it’s getting more and more difficult to break through to the right person.
But does that mean prospecting is dead? Of course not. In fact, as the sales prospecting stats below show, smart SDRs are drawing on new skills and technology to help them develop a much-needed edge.
So don’t just sit there — jump on your leads, get to them first, leverage your network for referrals and connections, and above all, stay persistent and proactive!
Smarketing - Sales and Marketing Cooperation is Doable and PowerfulJay Baer
Smarketing is when sales and marketing departments work together harmoniously. Companies that implement a smarketing approach achieve 400% higher revenue growth than companies that do not. Critical for B2B, the Smarketing concept was popularized by Hubspot. This presentation was created by Jay Baer and originally delivered for the Cisco 2016 Partner Summit. B2B marketers and B2B sales people should find this information of interest.
Improve Sales Productivity with Digital Sales CoverageMarketBridge
Customers now spend significantly more time doing on-line research, they expect to be served up content aligned to their buying process and on their time frames.
As a result, sales productivity is suffering, with an estimated 67% of sales reps not meeting their quotas, mainly due to a lack of digital sales coverage.
In this whitepaper we outline the 5 steps required to implement digital sales coverage
Jumpstart: The Guide To Growing A Startup With Inbound MarketingHubSpot
Jumpstart your startup with inbound marketing. A simple guide for entrepreneurs that want to grow their business using SEO, blogging and social media. From the makers of the original #CultureCode deck
How to help your Sales with social media to engage with your customers? – Lau...B2B Marketing Forum
Why marketing and sales should cooperate and be aligned to engage more effectively with customers and increase customer intimacy through Social Media. Business examples will illustrate how alignment and social media enable organizations to communicate with customers at the right time, with the right message and to the right person.
Sales is undergoing a radical and fundamental change in response to the evolving demands of a more informed and increasingly digital world of prospects. HubSpot CRO Mark Roberge interviewed nine thought leaders regarding their predictions on the Future of Sales.
15 Tips for Creating an Incredible Startup PitchExperts Exchange
Delivery means everything. But in the competitive world of tech startups, your pitch is the difference between getting funded or going home empty-handed. Follow Leslie Bloom's 15 tips to make sure you walk away with the backing you need.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Personas are a hot topic. Marketers either love them or doubt their value. With customers and marketers alike becoming more demanding for content that's relevant to them, personas are the fuel that powers a marketer's ability to make meaningful connections.
Learn step-by-step how you can dramatically increase your audience of subscribers, leads, customers and fans by adding a few simple (and free) types of marketing strategies to the mix.
The B2B Buyers Journey Sales Guide eBookMark Gibson
New eBook on The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.
Will be of value to sales professionals, sales managers, sales enablement and operations professionals, marketers and product managers
As marketers in a customer-driven, digital-age that has evolved extremely rapidly in recent years, we’re challenged to constantly reinvent the way we market our products and services. There’s an ongoing debate in the marketing world about which approach to marketing, push or pull, will get us the most bang for our buck.
Trends, Tools and Techniques for the Modern Sales ProcessSean Henri
Question, how should sales teams spend their time? If you answered anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study showed that reps spend less than a third of their time actually selling – compared to a full 50% spent between administrative CRM tasks and searching for content.
So, how can your sales team make the shift to focusing more time on selling when you need them to keep up with everything else?
Join Pepperland Marketing’s Sean Henri to learn how your sales team can transform their approach the sales process.
During this session, you will learn:
· A new method of connecting with the modern buyer
· How to use technology to your sales team’s advantage
· Ways to easily identify the right prospects at the right time
View the slides or register to watch the on-demand webinar:
7 Content Marketing Trends That Matter in 2017Jay Baer
Content marketing will be harder than ever in 2017. More content. More competition. More channels. More pressure. Jay Baer and his Convince & Convert Consulting team present the 7 content marketing trends you need to know (and implement) in 2017.
Презентация по вебинару: Продажи ИТ - решений.
Освещенные вопросы:
1. Почему ошибаются сейлы при ведении сделки в самом начале: от первого контакта до результатов первой встречи: в оффере, в вопросах, в кейсах.
2. В чем разница на старте развития сделки инфраструктурных решений и бизнес –приложений
3. Как отражаются тренды IT в бизнесе: разные подходы к решению одних и тех же задач
4. Что болит у ИТ- директоров в новой реальности: смещение акцентов и приоритетов
Jumpstart: The Guide To Growing A Startup With Inbound MarketingHubSpot
Jumpstart your startup with inbound marketing. A simple guide for entrepreneurs that want to grow their business using SEO, blogging and social media. From the makers of the original #CultureCode deck
How to help your Sales with social media to engage with your customers? – Lau...B2B Marketing Forum
Why marketing and sales should cooperate and be aligned to engage more effectively with customers and increase customer intimacy through Social Media. Business examples will illustrate how alignment and social media enable organizations to communicate with customers at the right time, with the right message and to the right person.
Sales is undergoing a radical and fundamental change in response to the evolving demands of a more informed and increasingly digital world of prospects. HubSpot CRO Mark Roberge interviewed nine thought leaders regarding their predictions on the Future of Sales.
15 Tips for Creating an Incredible Startup PitchExperts Exchange
Delivery means everything. But in the competitive world of tech startups, your pitch is the difference between getting funded or going home empty-handed. Follow Leslie Bloom's 15 tips to make sure you walk away with the backing you need.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Personas are a hot topic. Marketers either love them or doubt their value. With customers and marketers alike becoming more demanding for content that's relevant to them, personas are the fuel that powers a marketer's ability to make meaningful connections.
Learn step-by-step how you can dramatically increase your audience of subscribers, leads, customers and fans by adding a few simple (and free) types of marketing strategies to the mix.
The B2B Buyers Journey Sales Guide eBookMark Gibson
New eBook on The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.
Will be of value to sales professionals, sales managers, sales enablement and operations professionals, marketers and product managers
As marketers in a customer-driven, digital-age that has evolved extremely rapidly in recent years, we’re challenged to constantly reinvent the way we market our products and services. There’s an ongoing debate in the marketing world about which approach to marketing, push or pull, will get us the most bang for our buck.
Trends, Tools and Techniques for the Modern Sales ProcessSean Henri
Question, how should sales teams spend their time? If you answered anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study showed that reps spend less than a third of their time actually selling – compared to a full 50% spent between administrative CRM tasks and searching for content.
So, how can your sales team make the shift to focusing more time on selling when you need them to keep up with everything else?
Join Pepperland Marketing’s Sean Henri to learn how your sales team can transform their approach the sales process.
During this session, you will learn:
· A new method of connecting with the modern buyer
· How to use technology to your sales team’s advantage
· Ways to easily identify the right prospects at the right time
View the slides or register to watch the on-demand webinar:
7 Content Marketing Trends That Matter in 2017Jay Baer
Content marketing will be harder than ever in 2017. More content. More competition. More channels. More pressure. Jay Baer and his Convince & Convert Consulting team present the 7 content marketing trends you need to know (and implement) in 2017.
Презентация по вебинару: Продажи ИТ - решений.
Освещенные вопросы:
1. Почему ошибаются сейлы при ведении сделки в самом начале: от первого контакта до результатов первой встречи: в оффере, в вопросах, в кейсах.
2. В чем разница на старте развития сделки инфраструктурных решений и бизнес –приложений
3. Как отражаются тренды IT в бизнесе: разные подходы к решению одних и тех же задач
4. Что болит у ИТ- директоров в новой реальности: смещение акцентов и приоритетов
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Insurance marketing like geico or progressive.keyCarole Mahoney
Do you work for or own an independent insurance agency? Have you seen growth either decline or just remain flat? Do you or your producers spend more time trying to find new business then you do servicing it?
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
This presentation was given at a Markedu marketing web seminar presented to marketers from more than 20 countries.
The title Power Up Your Direct & Digital Marketing is also the name of a workshop/seminar which Markedu intend to bring to a number of cities in Europe and the Middle East in 2012.
The speaker is Michael Leander - an accomplished international marketing expert, trainer and speaker. He has presented current marketing topics to professionals in more than 35 countries.
The Power Up Your Direct & Digital Marketing event format is focused at bringing direction to focus on the many areas of marketing that are often neglected.
In this web seminar presentation Michael Leander covered only bits and pieces of what attendees at one of the workshops in the physical space will experience.
Many retailers are stymied by the complex, multi-channel world of today's consumer. In today’s era of one-to-one personalized relationships, you need a way to link customer interactions, visits, purchases and the like from multiple touch points to fill those gaps and capture the 360° customer view needed to improve the customer experience, target offers and generate better returns.
30 things 6/7 - MARKETING /SELLING - 30 things that I learned from my start...Suhas Dutta
This is the sixth of the seven part series on my experiences from Entrepreneurship. The previous parts covered the idea formation, the starting, the execution, funding etc.
This part covers marketing and selling your products.
How To Modernize Your Sales Approach To Drive Business Growth in Cyber SecurityJane Frankland
How to Modernize Your B2B Sales Approach to Drive Growth
This presentation is available as a 60-minute Master Class. It's right for you if you’re a business owner and want to increase your revenue. ONLY attend if you want to understand how to modernize your sales methods to drive growth, better communicate with your buyers and leave your competitors squabbling over your leftovers.
During the class we’ll be looking at how sales is transforming and why now is the time to use modern sales tools to gain an advantage. We’ll also be going through strategy and implementation, which most master classes don’t cover. By the end of this class I guarantee that you’ll be left hungry for more information and curious as to what more your missing!
REGISTER for the master class on business development here: https://jane-frankland.leadpages.net/modern-selling-master-class/
Is your holiday marketing strategy complete? Get everything sorted with help from the small business experts at Deluxe.
We will look at why sending holiday cards will help you stand out from your competition and how to round out your digital strategy with an email marketing campaign.
A custom website can help your business stand out in the marketplace, get found more easily online, and increase your revenue. In this Deluxe webinar learn;
- What you might pay for a custom website
- What you should look for in an agency or service
- What the design process looks like
While newsletters and one-off campaigns are an important part of your email marketing strategy, to get the most out of your email marketing with a minimal amount of effort you should be taking advantage of automated email campaigns. Automated emails that are triggered off of a user’s actions are timely, personalized, and relevant.
A logo anchors a brand — it’s shorthand for your business, telling customers who you are and unifying all of your marketing efforts. In an instant, the best logos are able to attract customers and engender goodwill. So how do you create a logo that works for your business?
Growing your email list is one of the most important things to do for your business. In this first webinar of the year, we’ll dive deep into the most important elements of your email list.
For most entrepreneurs, marketing tends to take a back seat to the more pressing needs of running a business. Likewise, most people didn’t start their business because they couldn’t wait to build their website or launch a marketing campaign. But the fact remains, marketing is essential and it works – if you approach it the right way. In this presentation, you’ll learn how to identify your marketing style; what marketing tools are a good fit for your business and how to make the right marketing investment.
What is ‘Customer Experience’ and how does it affect your business? We will discuss how to start being deliberate about crafting the experience your customers want. We’ll focus on how you get started and bring it to life on your website. Visit deluxe.com to learn more.
Learn how you can implement basic email and social media marketing principles that commercial businesses use for success to reach your nonprofit campaign goals.
Learn more about the key metrics you'll need to monitor and tactics to implement to ensure the world's biggest search engine starts 'loving' your business.
Learn more about the statistics around mobile apps and why it's valuable for small businesses to have one and use mobile marketing for their customers.
Define Your WOW! Factor - Creating an Unforgettable BrandDeluxe Corporation
Learn how to create a brand that keeps customers talking and forces competitors to take a new approach with their marketing to catch up with your success, using these valuable tips.
One of the most important piece of any email is the subject line, but many businesses have a difficult time creating interesting ones.
Reading through this presentation, you'll learn:
- How to write a good subject line
- What works in subject lines, or doesn't
- Pre-header text dos
- Subject line trends
Interested in watching a replay of the webinar? Add this link to your browser to view on Youtube: https://www.youtube.com/watch?v=jdLt_2hezmM
One of the best ways to attract and acquire new customers is to understand who they are, what they want, and how your business can provide it.
In this presentation you'll learn how to master the 4C's of Marketing:
• Communication
• Convenience
• Cost
• Consumer
and learn how you can tailor them to suit your business.
Interested in watching a replay of this webinar? Click the link to view it on Youtube: https://www.youtube.com/watch?v=MzzfpBPAsqg
Your website is one of the most important links between you and your customers. That's why it's so important to invest the time in creating and maintaining a website that rocks the socks off your competition. This presentation will break it all down with tips on:
- Designing a more effective site
- Getting your website found online
- Attracting more customers with less effort
To listen to the recorded webinar, "Give Your Website Rock Star Status", please visit: http://www3.deluxe.com/website-rockstar-amplified
How to Drive Traffic to Your Website During the HolidaysDeluxe Corporation
Here comes the online Holiday shoppers! You know the ones; they’re looking for a great deal, a last minute special, a “black Friday” bargain. Trust us, they’ll be searching and when they do, you want to show up. We’ll be sharing some awesome traffic building tips, like:
• Utilizing SEO, shopping feeds and more
• Using social media to attract customer to your website
• Crafting the perfect email marketing campaign
Listen to the free, on-demand webinar at: http://www3.deluxe.com/part-2-holiday-traffic-to-website
Holiday Marketing: Get Your Business and Website Holiday ReadyDeluxe Corporation
Here comes the online Holiday shoppers! You know the ones; they’re looking for a great deal, a last minute special, a “black Friday” bargain. Trust us, they’ll be searching and when they do, you want to show up. In this webinar we’ll be sharing some awesome traffic building tips, like: crafting the perfect email marketing campaign, utilizing SEO, and using social media to attract customer to your website. Listen to the recorded webinar at http://www3.deluxe.com/part-i-business-web-ready-amplified
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
The Art Pastor's Guide to Sabbath | Steve ThomasonSteve Thomason
What is the purpose of the Sabbath Law in the Torah. It is interesting to compare how the context of the law shifts from Exodus to Deuteronomy. Who gets to rest, and why?
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Ethnobotany and Ethnopharmacology:
Ethnobotany in herbal drug evaluation,
Impact of Ethnobotany in traditional medicine,
New development in herbals,
Bio-prospecting tools for drug discovery,
Role of Ethnopharmacology in drug evaluation,
Reverse Pharmacology.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
2. Would you be interested in...
• Being a more successful sales
consultant?
• Increasing your number of sales?
• Decreasing the number of
objections you get?
• Doing the right thing for your
clients?
3. Solve sales the Puzzle
1. Market your 2.
POV Research
3. Present your
POV
4. Recommend
5. A Unique Point of View
• Why not stick with the status quo?
– Why is your product/solution worth it?
– How will you make it easy to implement your solution/add your product?
• Are YOU ―valuable‖?
– How do you define your ―value?‖
• What makes you different and better than your competition?
• Have you helped others like me?
6. Step 1. Market Your POV
• How should you broadcast your POV?
• Traditional marketing/prospecting still works
(to some extent)
• Show up online. (on page and off page)
– Your website or pop site is the backbone of
your online presence
– Social media is the new word of mouth
• Educate vs. product push
7. Step 2. Research
Have you invited all of the key decision makers to your meeting?
What do you know about my industry? Why
1 Industry should I talk to you?
2 Business What are my goals, problems, or desires?
Will implementing your product/solution
Role
3 affect my role? How? Will it be easy for
me? What can I expect during the sales
process? What can I expect after the
sale? What results can I expect?
How will this affect my position? Could
Person
4 this help me? Could this hurt me?
8. Step 3. Present your POV
• Virtually or face-to-face
• Internet access, screen share
application, Use of
PPT, Whiteboards, Websites, Graphs, PDFs
• Lead the conversation (set expectations for
meeting time, defer the price question)
• 3. Match vs. product pitch (WHY do they
Educate and
Present the
need to make a change?)
Solution
• Ask questions designed to engage prospect
in meaningful conversation for the Sale
4. Ask
and Answer
• Ask budget questions early in the sales
process Objections
9. Step 3. Present your POV
Lead the conversation
• Set expectations regarding time when
setting up your meeting but prepared to
adjust ―on the fly.‖
“Can we set up a 30 minute meeting in the next
couple of days? Will 10:00 am or 2:00 pm on
3. Match and
Tuesday work better for you? Who else will be
Present the
involved in making a buying decision that we
Solution
should invite?”
4. Ask for the Sale
and Answer
Objections
10. Step 3. Present your POV
Lead the conversation
• How many calls will it take you to close
the sale? Set a timeline with your
prospect to make the process more
efficient.
“There are three things we need to
accomplish.3. Match and a better
I’d like to get
Present the
understanding regarding how I can help
you. Next, I’ll give you a couple of options.
Solution
Then, you can decide what will work best for
you. If everything makes sense, I 4. Ask for the Sale
can
schedule your first shipment next week, Answer
and
sound good?” Objections
11. Step 3. Present your POV
Lead the conversation
• Defer the price question.
Prospect: “How much will this cost?”
Sales Consultant: “We’ll get to that soon. I don’t
want to make a recommendation until I
understand your needs. and talk about your
3. Match Let’s
business/your operation/your timeline.”
Present the
Solution
4. Ask for the Sale
and Answer
Objections
12. Step 3. Present your POV
Educate vs. product pitch
• Ask questions designed to engage prospect
in meaningful conversation. WHY do they
need to make a change from the status quo?
“You mentioned that your sales are down 15%
this year. If this continues, what impact will that
have on your business next year?”
3. Match and
“Help me understand,the options are you
Present what
considering to fill the gap?”
Solution
“How important is it to make this change? How Sale
4. Ask for the
does it rank in your list of priorities?” and Answer
Objections
13. Step 3. Present your POV
Ask budget questions early in the sales
process
“Is your plan to use money currently
allocated to another program/product to
pay for this? How will that affect the
timeline?”
“How many months are left on your
3. Match and
contract with <competitor>?”
Present the
Solution
4. Ask for the Sale
and Answer
Objections
14. Step 4. Recommend.
• Ask for the sale.
– There are several
effective ways to do
this...
3. Match and
Present the
Solution
4. Ask for the Sale
and Answer
Objections
15. What would it sound like? EFA
EASY
• ―In 3 simple steps you could have a website that compels people to
contact you. And it can be up and running in as little as 3 days!‖
FAST
• ―Your email marketing campaign can be generating new customers
in just 24 hours!‖
AFFORDABLE
• ―Did you know that an average of $42 dollars of business is
generated for every $1 invested in email marketing. That’s a great
Return On Investment (ROI) and our solution is only $<x>.‖
16. What would it sound like? Ben Franklin
Technique
"One of my favorite Americans is Benjamin
Franklin. I’m sure that you’ll agree with me
Yes No
that he was one of the wisest men in our
nation’s history. Do you know what old Ben
did whenever he confronted a difficult
situation such as your facing right now?
He’d get a plain sheet of white paper and
draw a line down the middle. Franklin
would write Yes on one side and No on the
other side. Then he’d list all the reasons
favoring the decision in the Yes column and
he’d put down anything that was against in
the No column. What do you say that we
do the same thing?‖
17. What would it sound like? Alternative
Technique
―Mr. or Mrs. Customer I know
that you had mentioned that
the monthly investment was a
little high; therefore, would you
feel more comfortable having
full color, which jumped out to
you, or would you like to
remove the color, which would
reduce your monthly
investment.‖
18. What would it sound like? Contract
Technique
Draw up a contract and present it to the
prospect.
Stress the Positive Points:
• Reminding the prospect of the benefits
of the components on the proposed
contract.
Be prepared to make one or two
concessions:
• If the prospect objects to the price, ask
them to cross out the components they
don’t want.
19. Implementation
Always set clear expectations.
• How long will it take to implement your
solution?
• What’s the process if the customer
want to make changes/additions?
• What type of support/customer service
should the customer expect?
• How will you be involved going
forward?
20. Solve sales the Puzzle – Questions?
1. Market your 2.
POV Research
3. Present your
POV
4. Recommend
Editor's Notes
(Include current data and examples from credible sources, customer examples and testimonials)
Who is going to help you win? Who might challenge you? How will your product/solution help them? Who are some of the key decision makers you work with? Have you made the mistake of not inviting all of the players to your meeting? What happened? Talk about leveraging people who can help you push your sale through.
Helps the customer see that they could do something to improve their business.Opens the conversation to allow you to find out more about their business and match a product.Will allow you to best demonstrate a ROI for the customer and justify the investment later.
EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.