Learn why The Net Promoter® Score is perhaps the best methodology to predict profitable brand growth and measure customer delight in this short overview presentation.
Partials vs Buyer Data, Best Way to Monetize LeadsAffiliate Summit
This presentation is from Affiliate Summit East 2015 (August 2-4, 2015 in New York, NY). Session description: How to properly monetize the leads before and after the sale.
Break through the marketplace noise and emerge as the premiere choice in banking. We will discuss ways to identify what makes you different, the questions to ask and how to communicate it to the marketplace.
Introduction to Net Promoter Score (NPS)SatisMeter
Building true customer loyalty is an important thing you can do for your business. Here we will present you introduction to Net Promoter Score as an innovative loyalty measurement tool, which accelerates business growth and win customers for life. So how does it work? How to use it? Watch the presentation and find out...
What is NPS? It stands for Net Promoter Score. Learn what it means, what it can do for your business, how to get the data, and how to turn it into your score.
Learn why The Net Promoter® Score is perhaps the best methodology to predict profitable brand growth and measure customer delight in this short overview presentation.
Partials vs Buyer Data, Best Way to Monetize LeadsAffiliate Summit
This presentation is from Affiliate Summit East 2015 (August 2-4, 2015 in New York, NY). Session description: How to properly monetize the leads before and after the sale.
Break through the marketplace noise and emerge as the premiere choice in banking. We will discuss ways to identify what makes you different, the questions to ask and how to communicate it to the marketplace.
Introduction to Net Promoter Score (NPS)SatisMeter
Building true customer loyalty is an important thing you can do for your business. Here we will present you introduction to Net Promoter Score as an innovative loyalty measurement tool, which accelerates business growth and win customers for life. So how does it work? How to use it? Watch the presentation and find out...
What is NPS? It stands for Net Promoter Score. Learn what it means, what it can do for your business, how to get the data, and how to turn it into your score.
Creating well meaning client relationships slideshareRachel Staggs
Financial adviser marketing - how you engage with clients and the stories you share can help build effective relationships with clients and business partners. Sharing stories helps articulate your value and displaying engaging characteristics ensures people will want to connect with you and listen to the advice you have.
5 Proven Ways to Leverage Net Promoter Score SatisMeter
Net Promoter Score is a powerful customer feedback system that determines how customers feel about the product. This presentation will teach you how to increase your NPS and turn detractors into promoters. Check it out!
What is customer experience and why is it a much talked about subject these days? How should customer experience be measured and what are some of the best customer experience examples over the world?
Presentation on creating authentic customer experiences in next best action marketing. Design for Conversion unconference, september 2010, Cologne. See http://designforconversion.nl/4th-dfc-cologne/ for more info.
Win the Inbox: How to Craft Subject Lines that Grab More Opens, Clicks, and L...Business Wise Inc.
You wrote a great email… but WHAT IF NO ONE READS IT??
Problem solved: craft a compelling subject line that gets more opens, and turns them into clicks, replies, and leads.
Learn the secret to effective subject lines in this presentation from Business Wise Insiders!
Your customers make decisions in your favor based on what they remember, not on what they forget.
Unfortunately, most people will forget 90% of your content after 48 hours—unless you keep their brains engaged.
In this webinar, Carmen Simon, Founder of Memzy (a Corporate Visions company) shares:
- Why it is so hard for audiences to remember your business presentations and related communications
- What neuroscience tells us about how the brain processes and remembers the information you provide
- How to avoid the 4 habits that lead to highly forgettable business presentations & related communications
Watch the full webinar replay here: https://corporatevisions.com/webinar-four-habits-highly-forgettable-people/
Three value conversations - Seattle Executive Insights session with Tim Riest...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
A SPLICE Expert Perspectives Webcast: Customer Experience Beyond SurveysSPLICE Software
Customer Experience (CX) has become a critical differentiator in today’s hypercompetitive, ultraconnected global marketplace. However, most organizations struggle due to technology restraints. This webinar shares simple, low cost strategies, like Journey Mapping, to help you improve your CX, and similarly, Net Promoter Score® (NPS®).
Creating well meaning client relationships slideshareRachel Staggs
Financial adviser marketing - how you engage with clients and the stories you share can help build effective relationships with clients and business partners. Sharing stories helps articulate your value and displaying engaging characteristics ensures people will want to connect with you and listen to the advice you have.
5 Proven Ways to Leverage Net Promoter Score SatisMeter
Net Promoter Score is a powerful customer feedback system that determines how customers feel about the product. This presentation will teach you how to increase your NPS and turn detractors into promoters. Check it out!
What is customer experience and why is it a much talked about subject these days? How should customer experience be measured and what are some of the best customer experience examples over the world?
Presentation on creating authentic customer experiences in next best action marketing. Design for Conversion unconference, september 2010, Cologne. See http://designforconversion.nl/4th-dfc-cologne/ for more info.
Win the Inbox: How to Craft Subject Lines that Grab More Opens, Clicks, and L...Business Wise Inc.
You wrote a great email… but WHAT IF NO ONE READS IT??
Problem solved: craft a compelling subject line that gets more opens, and turns them into clicks, replies, and leads.
Learn the secret to effective subject lines in this presentation from Business Wise Insiders!
Your customers make decisions in your favor based on what they remember, not on what they forget.
Unfortunately, most people will forget 90% of your content after 48 hours—unless you keep their brains engaged.
In this webinar, Carmen Simon, Founder of Memzy (a Corporate Visions company) shares:
- Why it is so hard for audiences to remember your business presentations and related communications
- What neuroscience tells us about how the brain processes and remembers the information you provide
- How to avoid the 4 habits that lead to highly forgettable business presentations & related communications
Watch the full webinar replay here: https://corporatevisions.com/webinar-four-habits-highly-forgettable-people/
Three value conversations - Seattle Executive Insights session with Tim Riest...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
A SPLICE Expert Perspectives Webcast: Customer Experience Beyond SurveysSPLICE Software
Customer Experience (CX) has become a critical differentiator in today’s hypercompetitive, ultraconnected global marketplace. However, most organizations struggle due to technology restraints. This webinar shares simple, low cost strategies, like Journey Mapping, to help you improve your CX, and similarly, Net Promoter Score® (NPS®).
Tycoon created this presentation specifically for participants in New York's Startup Weekend Global Fashion Battle on September 5-7 2014. As dedicated sponsors in this amazing event, Tycoon covers business and marketing fundamentals such as the elevator pitch, customer empathy map, customer decision journey, marketing map and key performance indicators.
Linkedin and Miller Heiman group came up with a research study to derive way of optimizing use of sales navigator. This presentation is adapted from that study/ebook, in context to my organization's selling perspective.
Addressable Customer Experience - Audience Insights and StrategyMerkle
Watch this Addressable Customer Experience webinar here: http://bit.ly/1A52sqx
Addressable Customer Experience On-Demand Webinar Series - For Financial Services and Insurance Marketing Leaders
Webinar 2: Audience Insight and Strategy
Learn how to segment your audience base and develop a strategy that leverages audience insights to move each customer through his or her lifecycle and ultimately convert. Full of actionable instruction, this webinar will equip marketers to create a thoughtful and thorough strategy.
From Publisher to Advertiser: Psychology and ConversionAffiliate Summit
This presentation is from Affiliate Summit West 2018 (January 7 - January 9, 2018 in Las Vegas).
Session description: This session examines the sales funnel from publisher to advertiser. The aim is to better understand our customer’s psychology and uncover efficiencies that will increase our conversion percentages.
Stop giving your time away for free: How to sell your services as a consultant Customer Focus Software
Selling on price is a hard-to-achieve strategy in the promotional products industry. With the right planning, positioning, promotion and presentation, you can command a fair price for services that you might currently feel you have to give away.
1. Stepping Stones for Qualifying
Business Insurance Prospects
Qualifying is discerning WHO to sell to
&
How to align YOUR strengths with
THEIR needs
2. Ask Open Ended Questions to
Determine Their Needs
YOUR
STRENGTHS
THEIR
NEEDS
3. Keystone Words Like These
Get At Prospects’ Motivations
• WHAT do you like best about your current
agent’s services?
• WHEN do you usually review your insurance and
risk options?
• HOW did the last review go?
• WHY did you decide to change agents last time?
4. Correlate Their Needs
With Your Strengths
The More Overlap > The Better the Match
NEEDS STRENGTHS
Manage claims better In-house Claims Manager
Improve Safety Profile
Out of Work Comp Pool
Difficult Coverage Lots of Markets
Loss Control Manager
Ex Mod audit
5. Teleprospecting is an Ideal
Communication Medium
Two-Way Exchange:
• Inquisitive
• Open-Minded
• Curious
• Engaged
• Friendly
• Sincere
• Genuine
• Synchronous
6. Real communication is about listening to
understand – Rather than listening to reply
Focus
Confirm
Understand
Clarify
Be confident
Show you care
7. Teleprospecting is a Reductive Process
It Reduces a Large Universe of Suspects
To a Small Group of Qualified Prospects
8. Eliminate Targets That Don’t
Match Your Prospect Profile
BAD RISKS
WILD GOOSE
CHASES
NOT ENOUGH
REVENUE
HARD TO
PLACE
COVERAGE
TIRE KICKERS
9. 3 Stages of Qualification
Pre-call list selection
Gatekeeper intel gathering
Determining buying
attitudes
10. Pre-Call List Selection
There are myriad ways to select target lists
Size: employees, sales, beds, rooms, etc.
Work comp x-dates & carriers
Minority-owned
Years in business
Business
class
More…
11. Intel From Gatekeepers
CONFIRM size, industry, etc.
Identify decision makers
When to reach decision
makers
Would DM take my call?
Do they “shop”
insurance?
Renewal
dates
More…
12. Seeing what companies and people have
done in the past gives you great clues to
what they’re likely to do now
Even with complex and large sales there’s
always an emotional component that
drives the process
Buying Patterns &
Psychological Motives
13. Have you compared insurance in the last few years?
What motivated you to investigate?
What did you find out?
Have you changed agents?
How often do you
review?
What do you LIKE most
about your current
service?
Patterns & Motives
14. Qualification is hugely important.
It’s the short path to increasing sales revenue.
From choosing target lists, to dealing with
gatekeepers, each step helps you zero in on your
most promising prospects
Editor's Notes
IN THE QUALIFICATION PROCESS we ask questions to uncover needs, concerns, and shopping patterns of target businesses. In communicating your agency’s strengths we first learn about your skills and resources. We pay attention to how you and your agency can address prospect’s challenges and solve their problems