The document discusses sales training for software development companies in Pakistan. It outlines the goals of transforming average consultants and MBAs into effective salespeople through focused training. The training would cover key sales concepts like lead generation, qualification, and closing. It seeks companies and individuals interested in more predictable sales growth and efficient use of resources. Details are provided around content, delivery approach, pricing, and benefits of the training program.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the oldest, most prominent sales methodologies businesses have at their disposal. This presentation explains briefly what Spin Selling means. If you want to understand it in detail, kinldy check out this: https://bit.ly/SpinSellingBlog
Make your Sales more competitive and result oriented by implementing the Advanced Sales Strategies.
Especially designed for Large Account Sales to get new tickets, bigger revenues and prestigious closures.
The presentation will provide insight on approach, how's with relevant case studies and examples.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the oldest, most prominent sales methodologies businesses have at their disposal. This presentation explains briefly what Spin Selling means. If you want to understand it in detail, kinldy check out this: https://bit.ly/SpinSellingBlog
Make your Sales more competitive and result oriented by implementing the Advanced Sales Strategies.
Especially designed for Large Account Sales to get new tickets, bigger revenues and prestigious closures.
The presentation will provide insight on approach, how's with relevant case studies and examples.
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
10 Essential Negotiation Skills Every Salesperson Need To MasterTom Abbott, CSP
Sales negotiation skills aren’t something you’re born with; instead, they’re learnt, practised and fine-tuned until you become an effective and tactful negotiator.
Negotiations are often the most daunting aspect of any sales representative’s sales process, and even experienced Sales Managers still get last-minute jitters. But by mastering these 10 essential negotiation skills, you’ll be on your way to complete negotiation mastery.
edge CRM - AI Driven Customer Relationship Management Platformedge CRM
Designated as India’s Most Promising CRM, edge CRM is a customer relationship management platform conceived, instigated, and perfected by salespeople for the salespeople. edge CRM is a completely customizable CRM suitable for all business sizes pertaining to every industry profile.
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
10 Essential Negotiation Skills Every Salesperson Need To MasterTom Abbott, CSP
Sales negotiation skills aren’t something you’re born with; instead, they’re learnt, practised and fine-tuned until you become an effective and tactful negotiator.
Negotiations are often the most daunting aspect of any sales representative’s sales process, and even experienced Sales Managers still get last-minute jitters. But by mastering these 10 essential negotiation skills, you’ll be on your way to complete negotiation mastery.
edge CRM - AI Driven Customer Relationship Management Platformedge CRM
Designated as India’s Most Promising CRM, edge CRM is a customer relationship management platform conceived, instigated, and perfected by salespeople for the salespeople. edge CRM is a completely customizable CRM suitable for all business sizes pertaining to every industry profile.
48% never follow up, 25% make a 2nd contact, 12% make a 3rd contact, 10% make over 3 contacts
48% NEVER FOLLOW THRU!
We treat your sales team like elite athletes. They are going to “want the ball!”
Coach Cameron Roberts 25 Soft Selling Relationship Techniques for Sales Super...CoachCameron Roberts
Coach Cameron Roberts reveals the 25 Soft Selling Relationship Techniques for Sales Super Stars he teaches in his mastermind sales programs and sales academy courses.
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart ✔️
Here are 5 questions you must consider as an executive before investing in sales training.
Relevant topics: Sales, Sales Development, Sales Training, Business Development, Inbound Marketing, Lead Generation
The Marketing Department of Me, Myself and Iyeagerjenn
A how-to especially for small law firm marketers presented by Jennifer Yeager and Amy Smith. Presented as a webinar for the Legal Marketing Association in July 2007.
Put social in your sales process and get to the next levelXeeMe
This is not your typical “you need to do social media” nor the old “10 steps to increase sales” event. We are talking straight:
1) Why sales people are doomed to fail with the old processes
2) The impact of the social customer to the traditional sales organization
3) When sales teams ignore all the rules and thrive
4) What YOU can do to to create a “high speed high reach sales team”.
Join Andy Rudin, Expert in sales strategies for information technology products and services, Managing Principal at Outside Technologies, Inc and Axel Schultze, Founder and CEO of Xeequa, President of the Social Media Academy for an engaging discussion around techniques that help you deal with twice as many people in half the time and increase sales by 20%
How to Make Social Media Work for B2B and B2GMailerMailer
There is a lot of buzz about using social media to grow your business. Does it work for B2B or B2G companies? Yes. Forty years ago, researcher Mark Granovetter proposed a theory about social interaction. He suggested that people close to you know about the same opportunities, projects, people, job openings and events that you do. If you expand your reach beyond your closer circles, you tap into your other connections, which expose you to a whole new set of options. You can leverage social media to make this happen.
This presentation will provide actionable tips on using social media to grow your B2B/B2G business.
Join us and you’ll learn:
· Which social media activities result in the most traction and which are a waste of time
· How to position your company as a trusted source
· How to nurture leads that are not "sales-ready”
· What to share with businesses and government agencies so they think of you as they write their RFPs
Lead Generation for Small Business: Experts Weigh In
Managing your sales using a simple CRM is critical. The question is how do you even generate leads in the first place? Lead generation is the lifeblood of small businesses. If done right, generating great quality leads can be a major catalyst for growth and revenue. But with so many lead generation tactics and approaches available out there, small businesses want to know which are the most effective to use.
To help answer this question, we’ve reached out to a panel of small business sales and marketing experts and asked them all a single question: “What is the most effective lead generation technique(s) for small businesses“?
Presentation for the Michiana Consultants Round Table held August 17, 2010 by Dick Wooden and Julie Cooper. Focusing on business relationship development changes, social media and small business Contact management (Sage ACT!). Development of a marketing strategy before picking tactics.
Microsoft Azure Sentinel is a scalable, cloud-native, security information event management (SIEM) and security orchestration automated response (SOAR) solution. Azure Sentinel delivers intelligent security analytics and threat intelligence across the enterprise.
Protect your business against sophisticated attacks, increasing volumes of alerts, and long resolution time frames.
Vol 1 of the training video gives an overview of:
What is Big Data?
Why, where & when of Big Data
Differentials of Big Data
Potential of Big Data application
Risks involved in executing Big Data projects
Future of Big Data
Integration Practice: How to make BizTalk Practice more profitable?Allied Consultants
Managing an integration practice is significantly different than managing integration projects. With it comes all the on-going challenges such as hiring, delivery, training, and transitioning between projects.We have identified four major challenges that an integration practice lead has to address.
This document is the first deliverable of the Lean Big Data work package 7 (WP7). The main goal of the package 7 is to provide the use cases applications that will be used to validate the Lean Big Data platform. To this end, an analysis of requirement of each use case will be provided in the scope.This analysis will be used as basis for the description of the evaluation, benchmarking and validation of the Lean Big Data platform.
This deliverable comprises the analysis of requirements for the following case of study provided in the context of Lean Big Data: Data Centre monitoring Case Study, Electronic Alignment of Direct Debit transactions Case Study, Social Network-based Area surveillance Case Study and Targeted Advertisement Case Study.
Microsoft's view of the Internet of Things (IoT) by Imran ShafqatAllied Consultants
Credits to Imran Shafqat, an x-colleague who presented this in the Allied Consultants office and then in MIC in Lahore
More IoT blogs on http://www.alliedc.com/blog/core-services/application-integration/iot/
The Internet is revolutionizing business by changing the basic relationships companies have with their customers, suppliers and channel partners. As a result, distribution channel partners are redefining their roles and relationships with their vendors, and how they add value to a vendor’s products in the areas of customer service, support, and value-added services.
http://alliedc.com/?p=12212
Notes and tips for BizTalk training beginners. The slide deck augments the Microsoft BizTalk 2157A training course.
More about our integration practice here:
http://alliedc.com/services/eai-services/b2b-integration-services/
Allied Consultants - Training on BizTalk orchestrations (1 of 2)Allied Consultants
Post Training presentation on BizTalk orchestrations (tips and tricks), part 1 of 2.
http://alliedc.com/services/eai-services/enterprise-application-integration/
The deck covers the practice areas within the Allied Consultant's mobile practice:
Enterprise Application Focus
Don’t do game or commercially oriented development
Technology
Android
HTML 5 (Platform Neutral Apps)
iPhone
Windows Mobile
More details here http://alliedc.com/services/5565-2/
Allied Consulting slide deck presenting opportunities for collaboration between technology and consulting firms. The deck talks about opportunities in Marketing, Sales, Supply chain optimization, HCM, and technology management.
More details on
http://www.alliedc.com/partnerships
2. Why
Small companies and young
entrepreneurs have difficulty
understanding how to sell to a western
markets
Large companies want predictable-stable
growth but are usually faced with a
sporadic pipelines that are very hard to
plan against.
3. What
A training exercise that
Takes an average consultant on bench and
transforms them into an inside sales asset
Takes an average MBA-marketing and
converts him into an IT services sales rep
Focused on professional education that
develops awareness of patterns,
techniques
4. What it isn't
Doesn’t address long term grooming
aspects
5. Who would be interested?
Small software houses looking to grow
their sales
Companies looking to develop their
projects into products
Mid-sized companies looking to make
their pipelines more predictable
Mid-sized companies looking to efficiently
use their bench
6. How?
Gather up various sources
Compile a sales execution manual
Validate
Develop a delivery methodology against
it
Validate
Develop teacher-training material
7. Why should you participate?
Skill development for senior consultants
8. High level course content /
Questions answered
Lead Generation
Lead Nurturing (Follow ups)
Call Setup
Familiarity with a CRM / Other Lead
management system
The IT Services Eco-system
9. Defined focus areas
Services vs. Products
Inside sales vs. Outside sales
DIY vs. Building a team
What part of the sales process (early vs.
closing)
Size of company? (Fortune companies vs.
SMEs)
Geography
New Sales vs. Expanding accounts
Who will deliver it. First trainers…
13. Sales is a pipeline
Revenue depends on
How many prospects you can talk to
Their conversion to Leads
Persistence and perseverance
How good a job you do to turn leads into
clients
14. Know the forest
Types of players
Customers
Services firms
Infrastructure vendors
License resellers
Value added players
Interdependencies
List Sellers
Companies that setup interviews
15. Tools
Contact Generation and Enrichment
Net Prospex
Jigsaw
Hoovers
Linked In
Intelligence and Prospecting
InsideView
beenverified.com
Rain King
Discover Org
20. How to warm up a cold-mail
Know the company basics (Size, Partners, Industry, Location)
Know the partners
Review their social profiles (Google, linkedIn, facebook etc.. )
ENGAGE
TO COME WITH
Something that makes it look like you have done your research (talk
about the location, an event on their facebook page, something
interesting on their website.. )
Presenting something that they would value (advice on the website,
tools that can help their cause… )
Make the research count
KEEP IT BRIEF
Research the key people on LinkedIn
Prove that you are not a bot
Mention the location
21. Emotional Triggers
Fear: Insurance companies often appeal to the
emotion of fear with messages like "Don't get
caught with too little insurance."
Guilt: Nonprofit organizations use the guilt trigger
effectively in copy such as "Don't let them suffer
anymore.“
Trust: Financial companies are leading the way
with messages like "no hidden fees.“
Value: "If you find a better price for the same
product, we'll match it" are effective in piquing
feelings related to value.
Belonging: "You're part of the family."
22. Emotional Triggers 2
Competition: Copy like "Make them drool" is a great example of a
message that elicits feelings of competition.
Instant Gratification: Use words like now, today, in one hour or less,
within 24 hours, and so on to appeal to the emotional trigger of
instant gratification.
Leadership: Phrases such as "Be the first on your block" effectively
appeal to the emotional trigger of leadership.
Trend-setting: Variations of "all the cool kids are doing it" are
commonplace in copywriting and can be used to market a wide
variety of products and services to an even wider audience.
Time: Marketing messages that appeal to that desire for more free
time are extremely effective, such as "Cut the time it takes to
vacuum your house in half."
34. Who do I Sell To?
Influencer - Judgers
Some people are there to give an opinion of you and your services. Their
sole goal is to apply some form of expertise (often technical) to allow
the decision-makers to make a good decision. Find out what criteria
these folks are using and give them lots of detail to let them see what
great services you have and how helpful you are.
Influencer - Blockers
Blockers are a bit like gatekeepers in that they have a solely negative
function in shutting you out. They tend to have more power, however, in
influencing the decision-maker. A financial director, for example, may
put his or her foot down to say that your product is too expensive. A
technical expert may say that you lack the latest gizmos. You often
cannot go around blockers, so find out their negative criteria they use to
shut you out and find ways of getting through them.
35. Who do I Sell To?
Decision Makers
These are the real people you want to get to, though you may have to
go through a lot of others. They are the people with the actual authority
to decide to buy your services. They have the budget and the ability to
spend it. Whilst courting these individuals is of course important, do
remember that you have to keep the rest of the client’s organization
happy as well. Any one of them can make or break your day.
Users
Users may have one or more of the roles above. They may also have no
say at all in the proceedings. Remember that the benefits of the product
that you are selling are mostly for these people. Also remember that the
influencers themselves often do not understand the users very well. It
can be a helpful act to bring these people into the equation. If you can
get a naive user into a state of trust, they can become effective
champions.
36. The SPIN Model
Situation Questions
About the existing client situation to establish the background and framework
to ask…
Problem Questions
About client challenges, difficulties, or dissatisfactions which reveal Implied
Needs. This is a client statement of challenges with the existing situation. You
then develop these problems using…
Implication Questions
About the effects or consequences of the client’s challenges so that the
challenges become clearer and more significant, leading to…
Need-Payoff Questions
About the value or importance of a solution to the client’s challenges so that
the attractiveness of your solution is increased. This leads to Explicit Needs or
a client’s statement of a clear want and desire in which your products or
services can resolve. You are then able to show the benefits of how your
products or services can resolve the Explicit Need.
37. How do I Handle the Sales Call?
Opening
Identify yourself and your organization.
Establish the purpose of the sales call.
Gain agreement for you to ask questions and take notes.
Investigating
Use the SPIN sales questions.
Demonstrate Capabilities
Show how your product or service Benefits the client by resolving Explicit Needs which
have been expressed.
Obtain Commitment
Check that you have covered all key concerns.
Summarize the benefits.
Propose an appropriate commitment and advance.
38. Reading List
Managing professional Services, David
Maister
Predictable Revenue, Aaron Ross
40. Push Marketing (40% of your effort)
Contact generation
Bought Leads
Custom/Make your own
Jigsaw: 1$ / contact, cheaper if you can get a data entry guy to upload your contacts
ZoomInfo: ??
NetProspex
Bundled
Example/ Cost ???
LinkedIn
Your contacts
Create groups of interest
Facebook
Twitter
Company listings
Chambers of commerce
Public Directories
Network with local partners
ELance type regional search, PSEB listing
Appointment setting firms (meeting with qualified leads)
Salesify.com , 600-1000$/meeting (5000$ or so minimum)
Trade shows
Telemarketing
Cold Calling
Inside Sales
Email marketing
41. Pull Marketing (60% of your
effort)
Search engine optimization (SEO)
800$ or so per month
Pay per click (PPC) advertising
Google AdSense: $$??
Blogging and leveraging the blogosphere
SMM
Seesmic – good tool to broadcast to linkedin, facebook, twitter etc.
Wish it could also do company blogs since that is supposed to be the
most effective way to get in touch.
Buzz marketing
Targeted landing pages
Conversion tools
Sophisticated analytics
You tube
Get a video made about Allied/Products
42. Common activities
Article writing
3-4000, for a 1 page, high quality
formatted article
Company research
Manta.com
43. Follow the money
Growth or Revenue?
Company growth usually has a high
correlation with IT project activity
High growth is usually strongly correlated
to geography and industry.
Growth in one industry usually spills over to
supporting industries (e.g. Discovery of Oil
also supports Resellers, Logistics suppliers,
Professional services etc..)
44. Experiences with Lists
Live with the hunted
Categories of lists
By Tech
By Types of people
By Geography
By Industry
By Job function
Pros and Cons