On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
How to increase sales force productivityLouis Ekome
This presentation contains tips on how productivity of the sales force can be improved in a business organization. Business organizations and managers often think about how they can get more out of their sales force. I hope you will find this useful if you are in that category
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Selling Skills For Medical Reps
Selling & Marketing Terms
Types Of Customers
Types Of Doctors
Steps Of Call
How To Question Effectively
How To Handle An Objection
Cross Selling
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
Selling is the most important process in the economy. This presentation covers overview of the main steps in the sales process: pre-sales, calling strategies, the meeting flow and after-sales.
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
How to increase sales force productivityLouis Ekome
This presentation contains tips on how productivity of the sales force can be improved in a business organization. Business organizations and managers often think about how they can get more out of their sales force. I hope you will find this useful if you are in that category
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Selling Skills For Medical Reps
Selling & Marketing Terms
Types Of Customers
Types Of Doctors
Steps Of Call
How To Question Effectively
How To Handle An Objection
Cross Selling
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
Selling is the most important process in the economy. This presentation covers overview of the main steps in the sales process: pre-sales, calling strategies, the meeting flow and after-sales.
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
Sales training organizations are challenged when trying to measure the impact of specific choices on behavior change, just like a weight scale can’t tell you how much you have benefitted from skipping the fries and how much was due to a new walking program. This brief describes how coupling training investment with coaching and measurement helps to enhance its overall impact.
Developing, Delivering & Reinforcing a Sales Training Program - CH07Omar Kotta
For all FCES-IANS students management of a sales force course .
you will find a simply notes with Arab Franco , to help you to understand the chapter easily
1. To determine the extent and degree of the training programmes fulfilling the set objective.
2. To identify and analyze whether the training’s input, trainings techniques and methods are in line.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
10 Video Ideas Any Business Can Make RIGHT NOW!
You'll never draw a blank again on what kind of video to make for your business. Go beyond the basic categories and truly reimagine a brand new advanced way to brainstorm video content creation. During this masterclass you'll be challenged to think creatively and outside of the box and view your videos through lenses you may have never thought of previously. It's guaranteed that you'll leave with more than 10 video ideas, but I like to under-promise and over-deliver. Don't miss this session.
Key Takeaways:
How to use the Video Matrix
How to use additional "Lenses"
Where to source original video ideas
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
Search Engine Marketing - Competitor and Keyword researchETMARK ACADEMY
Over 2 Trillion searches are made per day in Google search, which means there are more than 2 Trillion visits happening across the websites of the world wide web.
People search various questions, phrases or words. But some words and phrases are searched
more often than others.
For example, the words, ‘running shoes’ are searched more often than ‘best road running
shoes for men’
These words or phrases which people use to search on Google are called Keywords.
Some keywords are searched more often than others. Number of times a keyword is searched
for in a month is called keyword volume.
Some keywords have more relevant results than others. For the phrase “running shoes” we
get more than 80M relevant results, whereas for “best road running shoes for men” we get
only 8.
The former keyword ‘running shoes’ has way more competition from popular websites to
new and small blogs, whereas the latter keyword doesn’t have that much competition. This
search competition for a keyword is called search difficulty of a keyword or keyword
difficulty.
In other words, if the keyword difficulty is ‘low’ or ‘easy’, there won’t be any competition
and if you target such keywords on your site, you can easily rank on the front page of Google.
Some keywords are searched for, just to know or to learn some information about something,
that’s their search intention. For example, “What shoe size should I choose?” or “How to pick
the right shoe size?”
These keywords which are searched just to know about stuff are called informational
keywords. Typically people who are searching this type of keywords are top of a Conversion
funnel.
Conversion funnel is the journey that search visitors go through on their way to an email
subscription or a premium subscription to the services you offer or a purchase of products
you sell or recommend using your referral link.
For some buyers, research is the most important part when they have to buy a product.
Depending on that, their journey either widens or narrows down. These types of buyers are
Researchers and they spend more time with informational keywords.
Conversion is the action you want from your search visitors. Number of conversions that you
get for every 100 search visitors is called Conversion rate.
People who are at different stages of a conversion funnel use different types of keywords.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
How to Run Landing Page Tests On and Off Paid Social PlatformsVWO
Join us for an exclusive webinar featuring Mariate, Alexandra and Nima where we will unveil a comprehensive blueprint for crafting a successful paid media strategy focused on landing page testing.With escalating costs in paid advertising, understanding how to maximize each visitor’s experience is crucial for retention and conversion.
This session will dive into the methodologies for executing and analyzing landing page tests within paid social channels, offering a blend of theoretical knowledge and practical insights.
The Pearmill team will guide you through the nuances of setting up and managing landing page experiments on paid social platforms. You will learn about the critical rules to follow, the structure of effective tests, optimal conversion duration and budget allocation.
The session will also cover data analysis techniques and criteria for graduating landing pages.
In the second part of the webinar, Pearmill will explore the use of A/B testing platforms. Discover common pitfalls to avoid in A/B testing and gain insights into analyzing A/B tests results effectively.
SEO as the Backbone of Digital MarketingFelipe Bazon
In this talk Felipe Bazon will share how him and his team at Hedgehog Digital share our journey of making C-Levels alike, specially CMOS realize that SEO is the backbone of digital marketing by showing how SEO can contribute to brand awareness, reputation and authority and above all how to use SEO to create more robust global marketing strategies.
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
2. Training of salesmen is essential to make them skilled.
Just as a gifted athlete needs coaching and practice to
perform at his best, similarly a sales person also
requires proper training and development.
After selection, personnel should be given formal
training which includes planned programmes complete
with schedules, lesson plans, visual aids, other teaching
devices and systematic reviews and evaluation.
Informal training involves the continuous development
of sales people
3. It is a prime responsibility of the supervisor and includes
working with sales people, finding their activities and
advising them on improvements that should be made.
It is also known as field coaching.
Training varies with the sales person's career cycle Sales
persons have varied backgrounds, experience levels,
learning abilities, etc. and therefore have their own training
needs.
Another factor deciding the type of training is the stage of
the career of the sales person.
4. Sales person's career cycle is a conceptual
framework which describes the stages through
which a sales person passes in his career cycle.
There are four basic stages of this cycle.
1. Preparation
2. Development
3. Maturity
4. Decline
5. For the sales person the emphasis should be on
orientation and training.
He should know about the environment in which he
has to function and given information about the
company and the products he has to sell.
Selling instructions and basic selling techniques are all
important at this stage.
Sometimes experienced sales persons new to the
company must also be acquainted with the policies and
practices of the company.
6. This is the second stage when the salesman
becomes productive.
He should be supervised and provided field
coaching.
He should be able to identify the problems and be
kept away from acquiring bad habits.
7. In maturity stage, the productivity of the sales person levels
off.
He works "smarter than harder".
Sometimes refresher training is required to be given to him
to retrain and acquaint him with new concepts and
techniques.
They can also be given new challenges and transferred to
new areas, new territories or can be promoted to more
responsible positions.
Lack of relevant training hampers growth and development
8. In this stage the sales person is a problem for the
management.
A lot of motivational retraining is required.
The productivity of the salesman decreases
considerably and is difficult to avert.
Training imparted at proper time develops right
working habits and offsets the effect of
detraining.
9. Defining the specific and general aims of a
training program is the first step in training.
General aims are translated into specific aims
phrased in operational terms.
These can be defined in two ways:
1. Identify initial training needs.
2. Continuing sales training programs.
10. The initial training needs of sales training
program can be identified by the analysis of three
main factors.
Job Specification
Trainee's Background and Experience
Sales-related Marketing Policies
11. The identification of continuing sales training
needs means to identify training needs of
experienced sales personnel which are felt due to
changes in market, product, marketing policies,
procedures, organization and even in the sales
personnel itself.
12. The selection of appropriate training method for a
training program depends on the content of
training.
Few of the important and appropriate methods of
sales training are:
lecture, conference, demonstration, replaying,
case-discussion, impromptu discussion, gaming,
on-thejob training, programmed learning,
correspondence courses.
13. Lecture is the method of learning through
instructions from trainer to trainee.
Trainees mainly watch and listen, although some
versions of lecturing permit questions.
14. Advantages
It is more economical as compared to other methods.
It is the only method to cover the desired training content if initial sales
training is brief.
It is the only practical way to handle instructions when the training group
is too large
but it can also provide training appropriately to smaller training groups
through summary of major topics.
Disadvantages
1. Teaching is emphasized more than learning.
2. Only one-way communication between trainer and trainee prevails
15. The personal conference is an unstructured and
informal method.
It varies with the personalities of the trainer and
the trainee and the topics discussed.
The trainer and trainee jointly analyze problems
such as effective use of selling time, route planning
and call scheduling and also handling unusual
selling problems.
16. The demonstration method of training is where
sales managers plan and carry out a real selling
call on a customer or prospect with the salesmen
they are training present as silent observers.
The method is most appropriately used for
training new salesmen.
17. In this method first the trainer describes the
situations and different personalities involved.
Then the trainee is asked to play the role of those
personalities in different situations.
In the end both the trainer and trainee appraise
each player's effectiveness and suggest how
performance of each has been improved.
Thus, role playing can be defined as "a method of
human interaction which involves realistic
behaviour in an imaginary situation".
18. Learning by doing is emphasized.
Human sensitivity and interactions are stressed.
The knowledge of results is immediate.
Trainee interest and involvement tend to be high.
Trainees learn to accept criticism from others and the group
soon recognizes that sound suggestions benefit everyone.
Role player's practice introspection through participating in
the appraisal of their own performances.
Role playing provides chance to learn valuable tricks and gain
acting experience.
19. The case is a set of data (real or fictional, written
or oral).
Miniature description and summary of such data
presents issues and problems calling for solutions
or action on the part of trainee.
Example: When the trainees are given cases to
analyze, they are asked to identify the problem
and to recommend tentative solutions through
group discussions.
20. This method is somewhat similar to role playing
with a unique feature that it uses highly structured
and contrived situations based on reality and
players receive information feedback.
Advantages
Participants learn easily because they involve themselves in
game play.
Players develop skills in identifying key factors influencing
decisions.
Games have built-in information feedback features.
21. Some minimum amount of time is required for
playing, usually, three to four hours, which is not
sufficient to provide desired learning experience.
Since the game designs are based on ordinary
decision making process their rules often prevent
play on unusual or novel approaches.
Poorly designed games may actually hinder
instead of helping.
22. In this the salesmen are coached and instructed by skilled co-workers or by
supervisors or by the special training instructor.
They learn the job by personal observation and practice as well as
occasionally handling it.
This method involves three steps. First, the coach who is an experienced
sales person begins by
describing particular selling situations, explaining various techniques and
approaches.
Next, accompanied by pupil, the coach makes actual sales call, discussing
each with the trainee afterward.
Then, under coach supervision trainee makes sales calls, each one being
followed by discussion and appraisal.
23. Programmed instruction involves a sequence of steps which are
often set up through the central panel of an electronic computer as a
guide in the performance of a desired operation or service of
operation.
It involves breaking down information into meaningful units and
then arranging these in a proper way to form a logical and
sequential learning program or package for use with the machine.
But programmed instructions have not been widely adopted for
sales training due to their high cost of operation and other
constraints.
It is most appropriate as an interim training method when
trainees are scattered geographically but are assembled
periodically for lectures, seminars, role playing and other
instructions.
24. Execution is the fourth step of the A-C-M-E-E
approach of sales training.
It involves the following four key decisions:
Who will be the trainees?
Who will be the trainers?
When will the training take place?
Where will the training site be?
25. The general criteria to identify trainees are:
Reward for good performance.
Punishment for poor performance.
Convenience of trainee and trainer.
Seniority: The greater the seniority, the greater opportunity for added
training.
26. The trainers who impart training during different training phases are:
Initial Sales Training: If the initial sales training is a line function then
training is assigned to top sales executive but if it is a staff function then
the responsibility of initial sales training is given to personnel director.
Continuing Sales Training: Responsibility for continuing sales training
resides with the top sales executive..
Sales Training Staff: In large organizations the sales training director
reports to the top sale executive. The director conducts some training by
himself and the rest is given on decentralized basis by district sales
managers.
In small organizations top sale executives have assistant sales managers or
district managers to impart the training.
Outside Experts: Sometimes outside experts are also hired to conduct
portions of sales
training programs relating to sales techniques like selling by telephone,
prospecting, etc.
27. Initial Sales Training Programs:
Timing for initial sales training programs depends upon the number of
new personnel trained each year and this in turn depends upon the size of
the sales force, sales personnel, turnover and management plans for
changing sales force size.
Continuing Sales Training Program:
The principle of an effective sales training Program is that learning must
be continuous-new information must be assimilated and other concepts
modified in the light of new developments.
This requires that each sales person's training should continue as long as he
is on the job.
28. Retraining helps in:
(a) New refinements of selling techniques.
(b) New product applications.
(c) New customer problem.
(d) New selling aids.
(e) Overcoming the forgetting tendency of human
brain.
29. Training programs are held either at centralised or
decentralized points.
The centralized program generally provides better product
training but higher costs are incurred in bringing trainees to
the central point.
But decentralized training has even more serious defects.
It cannot be executed properly unless supervised by top
management.
Hence, an adhoc basis for centralized and decentralized
training should be adopted by top management
30. This is the last but not the least step of the training program.
Evaluation involves the comparing of the training program's aim
with the results and measuring its impact on the sales person.
There is no direct method of measuring the impact of training but
certain methods could provide indications whether the results are
positive or not.
These are:
Market share percentages
Written Tests
Observers which work with sales personnel.