Summary:
> Leading Sales Organisations have strong abilities to execute and innovate
> Prospects buy – Offerors don´t sell
> It´s an illusion, that Offerors control the Sales Process - the customer does!
> Aligned Marketing & Sales offer the Chance to engage and empower
> Use simple metrics to coach people for success
Inside Sales: Building a Scalable Business Development EngineBill Moorehouse
Many organizations see the value of building an inside sales team. Managing a small inside sales team can be done in an informal fashion by a competent sales manager. A larger inside sales team requires more rigorous management. The complexity of managing the inside sales team will increase along with the size of the team, breadth of products or services sold by the team and geographic distribution of the team. This presentation focuses on an approach to building scalable inside sales teams.
Marketing Your Station is a PDF of materials from a one-day workshop for personnel from local radio and TV stations.The same presentation is available with embedded links through my website, BrainSnacksCafe.com.
Evolve Your Sales Approach Now Or Be Replaced By AutomationMike Kunkle
This is from my SMM Connect webinar on 09/27/2017. You can see the full webinar at: http://bit.ly/STSTonSMM-09272017
Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.
In this webinar, sales transformation expert Mike Kunkle will share:
- Several prospecting approaches,
- A discovery approach, and
- An opportunity qualification approach…
… all geared toward defining outcomes, delivering value, and creating an unfair advantage to generate and win more deals.
Inside Sales: Building a Scalable Business Development EngineBill Moorehouse
Many organizations see the value of building an inside sales team. Managing a small inside sales team can be done in an informal fashion by a competent sales manager. A larger inside sales team requires more rigorous management. The complexity of managing the inside sales team will increase along with the size of the team, breadth of products or services sold by the team and geographic distribution of the team. This presentation focuses on an approach to building scalable inside sales teams.
Marketing Your Station is a PDF of materials from a one-day workshop for personnel from local radio and TV stations.The same presentation is available with embedded links through my website, BrainSnacksCafe.com.
Evolve Your Sales Approach Now Or Be Replaced By AutomationMike Kunkle
This is from my SMM Connect webinar on 09/27/2017. You can see the full webinar at: http://bit.ly/STSTonSMM-09272017
Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.
In this webinar, sales transformation expert Mike Kunkle will share:
- Several prospecting approaches,
- A discovery approach, and
- An opportunity qualification approach…
… all geared toward defining outcomes, delivering value, and creating an unfair advantage to generate and win more deals.
How to Run a Planning Session to Win a Critical Sales OpportunityRetired!
The slides are from the March 2013 webinar Dave Stein delivered for Sales and Marketing Management magazine. Here is the link to the archive: http://www1.smmconnect.com/welcome/davestein_mar5
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
Successful Brand Management: Moving from a Product-Centric Focus
to a Customer-Centric Business Model by Susanne Kushner at SVPMA Monthly Event May 2002
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Ultimately, by bringing into sharper focus the emotional and rational drivers that influence customers’ perceptions and usage of a particular product, it helps to get a clearer perspective on what opportunities can be gained by this unique intelligence.
This presentation will help you understand how to:
Develop short- mid- and long-term business, sales and marketing goals and related objectives
Prepare your corporate Mission and Vision statement
Understand brand positioning and its importance
Recognize ideal target clients
Determine competitive factors that affect your market position
Define the elements that will shape your marketing budget
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Business Driven Development is a development methodology based on communication between the business customers, the developers, and the testers. BDD encompasses many of the same practices as Specification by Example, Acceptance Test Driven Development (ATDD), Example-Driven Development (EDD), and Story Test-Driven Development (SDD). All these processes aid developers and testers in understanding the customer’s needs prior to implementation and allow customers to be able to converse in their own domain language
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
How to Run a Planning Session to Win a Critical Sales OpportunityRetired!
The slides are from the March 2013 webinar Dave Stein delivered for Sales and Marketing Management magazine. Here is the link to the archive: http://www1.smmconnect.com/welcome/davestein_mar5
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
Successful Brand Management: Moving from a Product-Centric Focus
to a Customer-Centric Business Model by Susanne Kushner at SVPMA Monthly Event May 2002
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Ultimately, by bringing into sharper focus the emotional and rational drivers that influence customers’ perceptions and usage of a particular product, it helps to get a clearer perspective on what opportunities can be gained by this unique intelligence.
This presentation will help you understand how to:
Develop short- mid- and long-term business, sales and marketing goals and related objectives
Prepare your corporate Mission and Vision statement
Understand brand positioning and its importance
Recognize ideal target clients
Determine competitive factors that affect your market position
Define the elements that will shape your marketing budget
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Business Driven Development is a development methodology based on communication between the business customers, the developers, and the testers. BDD encompasses many of the same practices as Specification by Example, Acceptance Test Driven Development (ATDD), Example-Driven Development (EDD), and Story Test-Driven Development (SDD). All these processes aid developers and testers in understanding the customer’s needs prior to implementation and allow customers to be able to converse in their own domain language
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
The Art of the Hand-Off, featured Phone Works founder Anneke Seley and Act-On Software CMO Atri Chatterjee as presenters.
This webinar focused on the handoff of leads between marketing and sales, using a simple formula: “Strategy + Process + People + Technology = Increased revenue results and decreased cost.”
Studies and results show that Challengers are much more performant than relation builders, problem solvers or any of the other typical sales types. How can you finetune your challenger skills and become a high value sales pro?
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
This was a presentation I gave at Siebel Customer World.
Presentation was given before most marketing operations companies existed. It had two goals:
1) To explain what Siebel does to improve marketing ROI, effectiveness, and efficiency.
2) Cover detail on how we manage the people, process, and technology responsible for the marketing department's goals, budgets, target audiences, segments, campaigns, leads, and overall performance.
Marketing for Where You Want to Be – Proven Ways to Grow in 2011 and BeyondClearEdge Marketing
This presentation covers the best ways to grow your firm in 2011 and beyond. It covers highly successfully marketing approaches and offers real-world case studies from IT services firms. It also examines a wide assortment of marketing approaches—from social media, PR and target account campaigns to events, award programs and the ever-essential website optimization—and shows exactly how industry peers are leveraging these techniques to achieve bottom-line results.
For questions or details email lvickrey@clearedgemarketing.com or call 312.731.3149.
In this webinar, Leslie Vickrey, CEO & Founder of ClearEdge Marketing, shares 3 marketing strategies for driving your growth. She focuses on website optimization, target account programs (sales campaigns) and social media marketing.
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5. Efficiently converting Prospects to Clients
You can´t control customers journey -
But you can be the Lighthouse to inspire their way.
Rainer Tolksdorf (October 2014)
6. Aligned Sales & Marketing: 4E Process
1. Evaluate
Markets & Communities
Target Accounts
Target Roles
Target Contacts
2. Engage
Listen & Learn
Relate & Attract
Connect, share Vision
Be patient
3. Empower
Listen & Learn
Share Content, Coach
Discuss
Build Trust to Act
4. Execute
Same Vision & Mission
Joint Action Plan
Proof Product /
Solution
Proposal & Order
LEAD Win People! OPPORTUNITY
7. Aligned Sales & Marketing: 4E Process
• Leads (= Business cards)
• Qualify Market, Need-Solution Fit, Upselling Potential, …
• Sales Project (focus on winning people)
• Engage and Empower Buying Center -> Results in RfP
• Ongoing Qualification Process
• Volume reflects Sales Potential
• Relevant for Sales Management (sales activity forecast)
• Opportunity (=solicited proposal)
• Proposal on SOLICITED Request for Proposal (RfP)
• Relevant for Management Board (business forecast)
Rainer Tolksdorf (October 2014)
8. Choosing Communication Channels
Communication Channel Recipients impression / Engagement Advantage Disadvantage
Mailing Might be categorized as
advertisment and sorted out or
thrown away.
Available to everybody. Expensive, read rate can´t be
calculated.
Telephone (not
scheduled, cold call)
Very disturbing, no chance to
prepare, no information about
caller. Doesn´t fit in agenda.
Direct realtime interaction. Requires availability of person
called , very expensive and time
consuming for both caller and
person called . Inefficient.
E-Mail Unsolicited. Can be read at a
convenient time. Difficult to find
information on sender, company or
product using search engines. ?
Low cost, read rate can be
calculated. Easy to reach large
number of recipients.
Might get lost in junk mail
folder or unread mail.
Social Media Easy to get impression on partner,
networks, interests, references,
company and products.Full control.
Reading when it´s most convenient.
Engaged contact, transparency,
basis for networking and
individual offline interaction.
Success rate can be calculated.
Dependency on networking
platform.
Rainer Tolksdorf (October 2014)
9. Choosing Communication Channels
Experiences:
• People don´t like cold calls
• Do you like getting cold calls?
• People like info and full control
• Good chances for successful contact
requests with elevator pitches focus
on recipient´s interests
• Interest on relevant Info and Content provided via Social Media way higher
than pure e-mailing campaigns
• Way higher interest in scheduled phone calls after contacting via social media
Rainer Tolksdorf (October 2014)
10. Efficiency in Collaboration & Communication
Suitability in Sales Suitability in Management Suiteability in project
management
a) Develop
commonalities
Perfect, allows alternate ways
Good for dominant
contacts («leaders»)
Perfect, allows alternate
ways
Ok, possibly too time
consuming
b) Compromize Good in negotiations (win/win) Good in negotiations
(win/win)
Good when win/win
c) Coaching, asking
questions to motivate
developing solutions
Good, requires open &
super relationship
Contact gets a sales role
(internal risk)
Good, requires open &
super relationship
Ok
d) Teaching / preaching
(«consulting disease»)
Very dangearous,
better avoid
Good, when teacher acts
independent
Ok
e) Force No-Go Turn Around Turn Around
f) Lie No-Go No-Go No-Go
Rainer Tolksdorf (October 2014)
11. Efficiency in Collaboration & Communication
And the Winner is…
…the Sales Team
developing/maintaining
a relationship against all odds
Source: https://www.linkedin.com/pulse/article/20141031205127-2184825-why-is-persistence-rewarded?trk=object-title
12. Efficiency in Collaboration & Communication
The Joint Action Plan
Realistic expectation
• The prospect/customer shares information
about the buying cycle
– People and interests involved
– Success criteria
– Schedule, Milestones
– Purchasing process requirements, …
Unlikely to happen…
• The prospect/customer does what you want,
just to your benefit (quarterly sales quota, …)
13. Key Performance Indicators (KPI´s)
Use exact metrics for Engagement
• Leads and Sales Projects
• Individual or Team achievements
• Number of leads
• Number of Sales Projects, etc…
• Milestones reached in Sales Projects
• Opportunities & Engagement Ratio
• Number of prospects contact attempts
in opportunities
• Number of own contact attempts in
opportunities
• Weighted value of proposals
Challenge results with Gut Feeling
• Communication in sales process
Was it better, the same, or worse?
• „Estimated“ Chance to win (%)
Rainer Tolksdorf (October 2014)
14. Key Performance Indicators (KPI´s)
• How to predict Proposal Success Rate
1 Communication Prospect
• Chance = X X 100%
Total Number Offerors Communication Offeror
Optimum:
• Total Numer Offerors = 1
• Balanced communication offeror and prospect in both ways -> Engagement ratio (0% 100%)
15. Key Performance Indicators (KPI´s)
Problem - Sales Quota …
where is the right limit? Solution:
“There are only two tragedies in life:
• one is not getting what one wants,
• and the other is getting it.”
Oscar Wilde
16. Summary
1) Leading Sales Organisations have strong abilities to execute & innovate
2) Prospects buy – Offerors don´t sell
3) It´s an illusion, that Offerors control the Sales Process
4) Aligned Marketing & Sales offer the Chance to engage and empower
5) Use simple metrics to coach people for success
Rainer Tolksdorf (October 2014)