Slides from our Sales Workshop from June.
- Know who your customer is
- Where do they hang out
- What language to do they use
Sales is a living entity in your business,
This document summarizes a sales workshop that covers outbound sales processes including lead generation, email follow-up sequences, qualifying leads, and overcoming objections. The workshop emphasizes finding prospects through various lead sources, sending a series of cold emails to prospects followed by consistent follow-up, qualifying leads through BANT criteria and phone calls, and never giving up on sales opportunities through persistent follow-up. Key takeaways include treating objections as solvable problems rather than dead ends, learning from lost deals, and recognizing that sales is a numbers game requiring many contacts to close a deal.
The document discusses effective prospecting strategies for salespeople. It defines prospecting as finding qualified leads that may purchase a product. While prospecting is often disliked, it is important for identifying new business opportunities. Good prospecting involves researching target companies and contacts, crafting customized messages focused on the buyer's needs, and following a consistent sales cycle approach. The RIMS model of research, impact, message, and sales cycle is presented as an effective prospecting framework.
Adding value is the number one thing companies and individuals can do to ensure success. It makes you stand out in the crowd, connecting is easier and value engenders customer loyalty. Why do so many value propositions read like cliches then? This presentation will help companies and individuals develop real value propositions.
Business-to-business (B2B) selling is no longer about finding that one C-suite executive at the golf course. It's now about consensus sales. It takes average of 5.4 decision makers to approve a B2B purchase. 60% of the research is done before reaching out to sales. Half of B2B purchases involve millennials as decision-makers. How should marketing adapt to address the new dynamics of B2B purchases?
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
The document provides tips for sales consultants to build customer relationships and effectively sell project management services in Six Sigma. It recommends practicing sales techniques alone first to gain confidence speaking with customers. It also suggests acknowledging the importance of the customer relationship when offering services. The most difficult challenges are dealing with constant rejection from potential customers and competing with other companies, but finding ways to differentiate your company like communicating effectively can help close more deals.
This document summarizes a sales workshop that covers outbound sales processes including lead generation, email follow-up sequences, qualifying leads, and overcoming objections. The workshop emphasizes finding prospects through various lead sources, sending a series of cold emails to prospects followed by consistent follow-up, qualifying leads through BANT criteria and phone calls, and never giving up on sales opportunities through persistent follow-up. Key takeaways include treating objections as solvable problems rather than dead ends, learning from lost deals, and recognizing that sales is a numbers game requiring many contacts to close a deal.
The document discusses effective prospecting strategies for salespeople. It defines prospecting as finding qualified leads that may purchase a product. While prospecting is often disliked, it is important for identifying new business opportunities. Good prospecting involves researching target companies and contacts, crafting customized messages focused on the buyer's needs, and following a consistent sales cycle approach. The RIMS model of research, impact, message, and sales cycle is presented as an effective prospecting framework.
Adding value is the number one thing companies and individuals can do to ensure success. It makes you stand out in the crowd, connecting is easier and value engenders customer loyalty. Why do so many value propositions read like cliches then? This presentation will help companies and individuals develop real value propositions.
Business-to-business (B2B) selling is no longer about finding that one C-suite executive at the golf course. It's now about consensus sales. It takes average of 5.4 decision makers to approve a B2B purchase. 60% of the research is done before reaching out to sales. Half of B2B purchases involve millennials as decision-makers. How should marketing adapt to address the new dynamics of B2B purchases?
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
The document provides tips for sales consultants to build customer relationships and effectively sell project management services in Six Sigma. It recommends practicing sales techniques alone first to gain confidence speaking with customers. It also suggests acknowledging the importance of the customer relationship when offering services. The most difficult challenges are dealing with constant rejection from potential customers and competing with other companies, but finding ways to differentiate your company like communicating effectively can help close more deals.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
CRM Best Practices for Hunting, FarmingDerek Grant
This presentation describes ways to generate prospects for Hunters, and ways to identify prospects who are available for cross selling.
We also cover MQL v. SQL, and how to distinguish each.
Marketing to the Enterprise - Roshan CariappaRoshan Cariappa
The document discusses marketing to enterprises. It notes that enterprises represent a larger market and higher potential valuations compared to SMBs. However, enterprise sales require a different approach as they have complex buying processes involving multiple decision makers. The key principles discussed are to start with a narrow focus on specific industries and use cases before expanding more broadly, integrate and build adjacent solutions to strategic needs, and view the potential customer universe as finite to optimize engagement and closure rates. It also emphasizes the importance of demand generation, branding to establish thought leadership, and customer engagement through programs, councils and education to maximize retention and expansion.
Personal selling involves direct interaction between salespeople and customers to sell products and services. The personal selling process includes prospecting, pre-approach, approach, presentation, handling objections, closing the sale, and following up. Sales managers oversee salespeople and ensure good customer relationships. Personal selling allows for building relationships but is more expensive than advertising.
Personal selling involves direct interaction between salespeople and customers to sell products and services. The personal selling process includes prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. Personal selling allows for building relationships and solving customer problems but is more expensive than advertising. Successful personal selling requires understanding customer needs, providing value, and ensuring quality service after the sale.
The document discusses different marketing approaches and strategies for generating leads. Mass marketing uses broad advertising approaches to reach many potential customers at once, while direct marketing aims to develop ongoing relationships with individual customers in a targeted database. Various lead generation techniques are described for both mass marketing, like print ads and promotions, and direct marketing, such as direct mailers, newsletters, and seminars. The document emphasizes that most qualified leads are not immediately ready to buy and must be nurtured over time through tailored communications. It provides tips for identifying prospects from a pool of suspects, qualifying leads, and measuring the success of prospecting efforts through metrics like cost per sale.
SPANCO | Success mantra to Lead Generation | Selling ProcessAbhishekSingh3572
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
The document outlines an approach to values-based selling presented by Deb Brown. It discusses finding the right prospects by understanding what customers value through questions, research and creating profiles. This allows salespeople to identify "best-fit" buyers where there is alignment between the customer's values and the company's offerings. The presentation provides three steps for success: 1) Understanding current customers, 2) Constructing value statements, and 3) Evaluating fit with prospects to attract qualified opportunities.
Sales Myth Number 1 suggests that people don't actually get sold, they make purchasing decisions based on their own needs and preferences. Traditional sales approaches like powerpoint presentations, phone calls, and buying meals are often ineffective and seen as intrusive rather than helpful. For sales to be successful today, representatives must understand the customer's perspective and identify how to provide value, rather than simply trying to convince them to buy.
Answering the age old question - how can Sales and Marketing work together effectively?
What I cover:
- Why sales x marketing alignment is integral
- Understanding sales x marketing priorities
- Actionable ideas for creating shared context
This was presented on 29th July 2021 at the SaaS Insider event. Will be revisiting this later to revise & update.
You can get in touch with me on Twitter (@RoshanCariappa) or LinkedIn (Roshan Cariappa) if you have questions.
The document provides 8 lessons for marketers during a crisis: 1) Crises are not permanent and business will return to normal; 2) Focus on fundamentals and ignore "perma-bears"; 3) Change tactics, not strategy to adapt; 4) Find new stakeholders and channels; 5) Pivot positioning to address new customer needs; 6) Focus heavily on leads and opportunities; 7) Serve existing customers well; 8) Create your own narrative of success. It also provides a case study of a company that pivoted its messaging during the pandemic to focus on enabling work from home.
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Engaging Businesses with Consultative Selling--PWDA TrainingMichele Martin
This document provides an overview of consultative selling strategies for engaging business customers. It discusses building rapport with customers, understanding their needs and goals, and customizing interactions based on the stage of the customer relationship. The stages include getting to know the customer, building trust and liking, getting the customer to try services, ensuring positive experiences, and maintaining ongoing relationships. The document also covers topics like creating customer profiles, developing customized offers for different customers, planning interactions, asking powerful questions, and following up with customers after meetings. The goal is to take a consultative approach that focuses on the customer perspective and moves the relationship forward at each stage.
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.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
5 Steps to Creating a Lead Gen Machine & the Predictable Rev that CEO's LoveInTouch
The document outlines a 5 step process for creating a lead generation machine and predictable revenue. The steps are: 1) discover your company's unique purpose and value proposition, 2) distinguish between different types of leads like "seeds, nets, and spears", 3) specialize different sales roles to ensure each lead gets attention, 4) build an outbound sales process using email and referrals, and 5) become indispensable to the CEO by focusing on revenue, talent, and predictable results. The document provides examples and guidelines for implementing each step to build a scalable sales process.
We specialize in sales training, sales coaching and sales training of B2B sales, solution sales, consultative sales, key account management, and enterprise sales.
We have helped companies to successfully selling their product and services to more than 600 reputable organizations.
Our clients engaged our service because; we helped them;
- to increase customer base.
- to increase wallet share.
- to increase sales revenue.
- to monetize poor performing product & service.
- to expand business to overseas market.
- to convert product selling to consultative selling & solution selling.
- to convert from selling 'cheap product' to selling premium goods.
- to win businesses from key competitors.
- to help salespeople how to sell confidently.
- to help salespeople to manage stress.
- to align sales activities to maximize overall profitability.
- to implement management dashboard and corporate-wide KPI (Key performance indicators) & KSI (Key Success Indicator).
This document discusses key considerations for recruiting self-employed sales agents, including interview questions and etiquette. It provides guidance on narrowing the search criteria to find the best-suited agents. Common interview etiquette that agents expect is outlined, such as treating the agent as an equal partner, not an employee. The document also provides sample interview questions companies should ask agents to assess skills, experience, goals and work ethic, and questions agents may ask companies to evaluate compensation, support and opportunities. Overall traits of top-performing agents are discussed.
Let's face it - sales technology is fun to talk about. Never before has sales been more technology-enabled than now. As the Funnelholic, we love talking sales tech which is why we HAD to have Matt Heinz, President of Heinz Marketing, lead the sales technology webinar. Matt is an analyst, an end user, and a consultant who seen it all and tried it all. He is always trying to find the tools that are not only cool (of course), but deliver real value, real efficiencies, and real ROI to sales people. He is also one of the most entertaining, engaging presenters in the world. In other words, you can't ask for more.
What's it about?
2013 marked a sea change in what is required for B2B lead and sales generation. Search Engine Marketing along with Social Engagement is now the pivotal combination to creating sales results. Get streetwise on how to use content marketing to serve up leads and convert opportunity, in conjunction with Search and Social.
Who's it for?
This seminar is designed for B2B marketers seeking to deliver best in class lead generation programmes. Particularly if you provide technology solutions or are a professional service firm, this workshop is not to be missed.
What's in it for me?
We'll serve you a fabulous breakfast and great coffee, while you get to:
Understand how getting results from SEO, Adwords and remarketing has dramatically changed in 2013.
Find out why engaging content is absolutely key to building your sales pipeline, and to convert opportunity into purchase.
Learn how to implement measurable search and social demand generation, that will get results irrespective of your type
The document discusses a financial plan module that covers topics like Jim Beach and Chris Hanks. It thanks the viewer and directs them to buy or review the plan. It also previews the next lesson on presenting the financial plan.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
CRM Best Practices for Hunting, FarmingDerek Grant
This presentation describes ways to generate prospects for Hunters, and ways to identify prospects who are available for cross selling.
We also cover MQL v. SQL, and how to distinguish each.
Marketing to the Enterprise - Roshan CariappaRoshan Cariappa
The document discusses marketing to enterprises. It notes that enterprises represent a larger market and higher potential valuations compared to SMBs. However, enterprise sales require a different approach as they have complex buying processes involving multiple decision makers. The key principles discussed are to start with a narrow focus on specific industries and use cases before expanding more broadly, integrate and build adjacent solutions to strategic needs, and view the potential customer universe as finite to optimize engagement and closure rates. It also emphasizes the importance of demand generation, branding to establish thought leadership, and customer engagement through programs, councils and education to maximize retention and expansion.
Personal selling involves direct interaction between salespeople and customers to sell products and services. The personal selling process includes prospecting, pre-approach, approach, presentation, handling objections, closing the sale, and following up. Sales managers oversee salespeople and ensure good customer relationships. Personal selling allows for building relationships but is more expensive than advertising.
Personal selling involves direct interaction between salespeople and customers to sell products and services. The personal selling process includes prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. Personal selling allows for building relationships and solving customer problems but is more expensive than advertising. Successful personal selling requires understanding customer needs, providing value, and ensuring quality service after the sale.
The document discusses different marketing approaches and strategies for generating leads. Mass marketing uses broad advertising approaches to reach many potential customers at once, while direct marketing aims to develop ongoing relationships with individual customers in a targeted database. Various lead generation techniques are described for both mass marketing, like print ads and promotions, and direct marketing, such as direct mailers, newsletters, and seminars. The document emphasizes that most qualified leads are not immediately ready to buy and must be nurtured over time through tailored communications. It provides tips for identifying prospects from a pool of suspects, qualifying leads, and measuring the success of prospecting efforts through metrics like cost per sale.
SPANCO | Success mantra to Lead Generation | Selling ProcessAbhishekSingh3572
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
The document outlines an approach to values-based selling presented by Deb Brown. It discusses finding the right prospects by understanding what customers value through questions, research and creating profiles. This allows salespeople to identify "best-fit" buyers where there is alignment between the customer's values and the company's offerings. The presentation provides three steps for success: 1) Understanding current customers, 2) Constructing value statements, and 3) Evaluating fit with prospects to attract qualified opportunities.
Sales Myth Number 1 suggests that people don't actually get sold, they make purchasing decisions based on their own needs and preferences. Traditional sales approaches like powerpoint presentations, phone calls, and buying meals are often ineffective and seen as intrusive rather than helpful. For sales to be successful today, representatives must understand the customer's perspective and identify how to provide value, rather than simply trying to convince them to buy.
Answering the age old question - how can Sales and Marketing work together effectively?
What I cover:
- Why sales x marketing alignment is integral
- Understanding sales x marketing priorities
- Actionable ideas for creating shared context
This was presented on 29th July 2021 at the SaaS Insider event. Will be revisiting this later to revise & update.
You can get in touch with me on Twitter (@RoshanCariappa) or LinkedIn (Roshan Cariappa) if you have questions.
The document provides 8 lessons for marketers during a crisis: 1) Crises are not permanent and business will return to normal; 2) Focus on fundamentals and ignore "perma-bears"; 3) Change tactics, not strategy to adapt; 4) Find new stakeholders and channels; 5) Pivot positioning to address new customer needs; 6) Focus heavily on leads and opportunities; 7) Serve existing customers well; 8) Create your own narrative of success. It also provides a case study of a company that pivoted its messaging during the pandemic to focus on enabling work from home.
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Engaging Businesses with Consultative Selling--PWDA TrainingMichele Martin
This document provides an overview of consultative selling strategies for engaging business customers. It discusses building rapport with customers, understanding their needs and goals, and customizing interactions based on the stage of the customer relationship. The stages include getting to know the customer, building trust and liking, getting the customer to try services, ensuring positive experiences, and maintaining ongoing relationships. The document also covers topics like creating customer profiles, developing customized offers for different customers, planning interactions, asking powerful questions, and following up with customers after meetings. The goal is to take a consultative approach that focuses on the customer perspective and moves the relationship forward at each stage.
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.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
5 Steps to Creating a Lead Gen Machine & the Predictable Rev that CEO's LoveInTouch
The document outlines a 5 step process for creating a lead generation machine and predictable revenue. The steps are: 1) discover your company's unique purpose and value proposition, 2) distinguish between different types of leads like "seeds, nets, and spears", 3) specialize different sales roles to ensure each lead gets attention, 4) build an outbound sales process using email and referrals, and 5) become indispensable to the CEO by focusing on revenue, talent, and predictable results. The document provides examples and guidelines for implementing each step to build a scalable sales process.
We specialize in sales training, sales coaching and sales training of B2B sales, solution sales, consultative sales, key account management, and enterprise sales.
We have helped companies to successfully selling their product and services to more than 600 reputable organizations.
Our clients engaged our service because; we helped them;
- to increase customer base.
- to increase wallet share.
- to increase sales revenue.
- to monetize poor performing product & service.
- to expand business to overseas market.
- to convert product selling to consultative selling & solution selling.
- to convert from selling 'cheap product' to selling premium goods.
- to win businesses from key competitors.
- to help salespeople how to sell confidently.
- to help salespeople to manage stress.
- to align sales activities to maximize overall profitability.
- to implement management dashboard and corporate-wide KPI (Key performance indicators) & KSI (Key Success Indicator).
This document discusses key considerations for recruiting self-employed sales agents, including interview questions and etiquette. It provides guidance on narrowing the search criteria to find the best-suited agents. Common interview etiquette that agents expect is outlined, such as treating the agent as an equal partner, not an employee. The document also provides sample interview questions companies should ask agents to assess skills, experience, goals and work ethic, and questions agents may ask companies to evaluate compensation, support and opportunities. Overall traits of top-performing agents are discussed.
Let's face it - sales technology is fun to talk about. Never before has sales been more technology-enabled than now. As the Funnelholic, we love talking sales tech which is why we HAD to have Matt Heinz, President of Heinz Marketing, lead the sales technology webinar. Matt is an analyst, an end user, and a consultant who seen it all and tried it all. He is always trying to find the tools that are not only cool (of course), but deliver real value, real efficiencies, and real ROI to sales people. He is also one of the most entertaining, engaging presenters in the world. In other words, you can't ask for more.
What's it about?
2013 marked a sea change in what is required for B2B lead and sales generation. Search Engine Marketing along with Social Engagement is now the pivotal combination to creating sales results. Get streetwise on how to use content marketing to serve up leads and convert opportunity, in conjunction with Search and Social.
Who's it for?
This seminar is designed for B2B marketers seeking to deliver best in class lead generation programmes. Particularly if you provide technology solutions or are a professional service firm, this workshop is not to be missed.
What's in it for me?
We'll serve you a fabulous breakfast and great coffee, while you get to:
Understand how getting results from SEO, Adwords and remarketing has dramatically changed in 2013.
Find out why engaging content is absolutely key to building your sales pipeline, and to convert opportunity into purchase.
Learn how to implement measurable search and social demand generation, that will get results irrespective of your type
The document discusses a financial plan module that covers topics like Jim Beach and Chris Hanks. It thanks the viewer and directs them to buy or review the plan. It also previews the next lesson on presenting the financial plan.
This document discusses having multiple income streams through starting businesses while maintaining a job. It recommends starting with 1-2 small businesses that complement each other and together generate less than $50k in revenue. Once a first business runs itself, a second complementary business can be started. The document emphasizes safety in starting businesses while employed and having diverse income streams from different ventures. It concludes by thanking the audience and directing them to the next lesson on focusing spending.
Assessing risk and the role of cashflowsMoneyscope
Slides used by Moneyscope founder, Richard Allum, during his presentation to delegate at the Institute of Financial Planning's Annual Conference held at Celtic Manor Resort, Wales on 4 October 2011.
The document summarizes the key points from a sales seminar presented by Jerry R. Mitchell on January 25, 2010. Some of the main topics discussed include:
- Small businesses now have more opportunities to succeed due to low-cost infrastructure and the reach of the internet.
- It is no longer necessary for businesses to be big to have a big impact - small teams can change the world.
- Small businesses may be better suited than large corporations to adapt to changes in the economic landscape due to their agility and communication.
- The most successful salespeople avoid "think it over" responses from prospects and always get a decision during sales calls.
Intro to Lean Sales Training talk for Startups and EngineersWalter Roth
Creator of LeanSalesTraining.com and InwardInc.com, Walter Roth, gives a 90 minute presentation on building the dream sales team for startups and engineers. This is the presentation he references. The talk was powered by http://officience.com/ in Ho Chi Minh City.
This document is a sales catalogue from AAA Entertainment that provides information on movies available for acquisition. It includes sections on new releases, movies in post-production, fiction titles, and movies in development. The catalogue lists movie titles, genres, languages, territories available, director information, and 1-2 sentence synopses for each movie. It also provides contact information for the head of acquisitions and head of sales.
How to Build Your Sales Blueprint and Double Sales in 28 days...
If your serious about building your business, you will quickly recognise that the ability to sell is the most important skill you will ever develop.
The Sales Blueprint is one of the simplest yet most powerful sales training workshops ever developed. There is no question that sales leads a company's growth efforts, that's why every Business Owner should put themselves and their entire team through The Sales Blueprint.
Forget the 'pushy' style of sales techniques of the past that we all hate. Effective sales nowadays needs a more sophisticated approach. Using consultative sales will give your business the edge. You and your team will come out armed with the knowledge and skills to perform beyond your wildest expectations.
From working on rapport building skills, conversion techniques and communication strategies, participants will come out with an entirely new perspective and motivation to sell... Even those who think they already know how! The longer you've been selling, the better the results. If you're in business then you're selling something. The big question is…
“Do you follow a systematic sales process that provides measurable results?”
If your answer is no, then you need to attend The Sales Blueprint. In this leading edge workshop, you will learn...
• How to create and maintain a psychology of success
• How to set up the sale from the first contact
• How to get the customer to 'sell themselves'
• How to build the value of your product so that your competition pale into insignificance
• How to overcome ANY objection
• Powerful techniques to easily close the sale
You can't afford not to put your entire sales team through this training program. So get ready to have sales flooding into your business.
In just one day, we will give you and your team the essential skills, mindset and tools to dramatically increase sales results…
Call 1300 728 466 or http://www.davidguest.com.au
OpenSymmetry WorldatWork 2013 Conference Workshop - Sales Compensation Best P...OpenSymmetry
OpenSymmetry hosted a 3-hour pre-conference workshop during the 2013 WorldatWork Spotlight on Sales Compensation conference. The presentation was delivered on September 9th, 2013.
The document outlines a financial planning workshop that covers key retirement planning topics like net worth, cash flow, emergency funds, retirement goals, income needs, Social Security, and General Board retirement benefits. It provides tools and resources for participants, including the EY Financial Planner Line for objective financial advice. The workshop guides participants through a 6-step retirement planning process of determining goals, needed income, available resources, identifying gaps, solutions to address gaps, and how to stay on track. It emphasizes developing a retirement picture and using calculators to understand future savings needs and the impact of inflation.
Identifying the 12 things that EVERYONE gets wrong about financial planning, Understanding insurance, Demystifying savings and investments, Wading through the banking and lending challenges, Effective tax and estate planning
La rivoluzione del digitale e dei social media per rete vendita e venditori
Non solo il marketing, ma anche chi opera nelle vendite può cambiare profondamente il proprio lavoro e i propri risultati, usando bene internet e i social media per acquisire visibilità sul mercato, trovare nuovi clienti, sviluppare i clienti acquisiti, organizzare e guidare la rete commerciale.
Direttori vendite, area manager, venditori B2B e B2C, responsabili di punti vendita possono così sfruttare gli strumenti 2.0 per accrescere il proprio network.
In questa presentazione, i passi fondamentali di una strategia Sales 2.0: farsi trovare, individuare nuovi clienti, vendere, gestire la rete.
Workshop presentation including overview of content planning and 3 exercises on content personas, consumer journeys and content ecosystems. Presented on August 31, 2015 at Confab Intensive, 2015 in Portland, OR.
The document discusses how social media and internet trends are changing the automotive industry. It covers the rise of sharing, conversation, collaborative production and collective interaction online. Examples mentioned include crowdsourcing, crowdfunding, peer-to-peer platforms and the importance of customer experience and building loyalty. The presentation raises questions for the Stern organization around how to respond to these developments and what capabilities they will need to engage customers in new ways.
Project Planning Workshop: 7 Components of a Project PlanWilbs Lirag
This presentation was presented to teach Historymakers' Scholars on how to plan for their school and community projects. The basic components can also be applied to any project that you are about to undertake.
Cash flow modelling – More than just a fancy chartMoneyscope
This document discusses the importance and benefits of cash flow modelling and planning. It emphasizes engaging clients in discussion about their goals, objectives, expenses and income to develop a clear cash flow plan. A successful cash flow plan can help clients better organize their finances, achieve their goals and maintain their lifestyle even if risks occur. It also benefits advisers by strengthening client relationships and generating greater fee income through ongoing monitoring and adjustments to the plan over time.
Overcoming mental health and addictions within community and the workplace is not easy. Learn simple tools that community and workplace leaders can use to combat common mental health and addiction issues.
Executive Program in Sales Management (Monday) June 20141-degree INC
The document outlines Nick's career highlights in sales, marketing, and HR leadership roles and volunteer experience, as well as an agenda for an executive sales management program covering topics like accelerating sales performance, integrating marketing and sales, and developing effective sales and customer plans. It also includes a brief bio on Nick highlighting his career path and personal interests in volunteer work and fitness.
Creating an Implementation Plan for Successful Marketing AutomationÁine Dundas
This document discusses how marketing automation can help address common challenges organizations face in achieving account-based marketing goals. It outlines a workflow for account identification, stakeholder mapping, predictive modeling, sales and marketing alignment, account messaging, campaign structure, and measurement. Common barriers like a lack of personalization at scale, sales/marketing misalignment, and siloed thinking are examined. The document provides advice on developing an implementation plan, understanding your audience, setting expectations, experimenting, and celebrating small successes.
Creating an Implementation Plan for Successful Marketing AutomationMarketo
This document discusses how marketing automation can help address common challenges organizations face in achieving account-based marketing goals. It outlines an end-to-end workflow for customer lifecycle ABM and highlights key barriers such as a lack of sales/marketing alignment, siloed thinking, and challenges personalizing at scale. The document then explains how marketing automation can help by enabling web personalization, nurture track automation, integration with CRM systems, and providing objective data. It provides best practices for implementing a marketing automation strategy, including having a clear plan, understanding your audience, setting expectations, experimenting, and starting small.
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
The document discusses key aspects of building a successful sales organization for a SaaS company. It covers the shift from traditional on-premise software sales models to the SaaS model with more frequent customer touchpoints. Successful SaaS sales requires continually refining processes, systems, skills, and structure. The sales strategy should have a vision aligned with goals and markets. Different customer segments require tailored sales models with the appropriate roles. Setting goals and quotas for sales territories is important for driving attainment. Customer success and account management play separate but important post-sale roles in ensuring ongoing customer value and opportunities.
Modern Marketers Tour - Austin 2014 - v8 0a (1)Sal Abramo
This document provides a summary of a presentation by Sal Abramo on leveraging marketing automation at Thomson Reuters. The key points covered include:
1) The importance of alignment between sales and marketing, including agreeing on definitions, goals, and processes for lead scoring, opportunity management, and handoffs.
2) Developing buyer personas to better identify and segment targets and provide relevant content.
3) The use of lead scoring to prioritize leads based on profile fit and interest level in order to focus nurturing and sales efforts.
4) Effective lead nurturing through personalized, valuable content mapped to the buyer's journey and using forms, tracks, and plays to qualify leads.
5) Me
Adapted from a multi-day corporate B2B workshop (plus selected MBA modules) on marketing management. Includes the marketing planning process, tactical marketing, value creation and delivery, and integrated marketing communications.
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.
http://www.saharconsulting.com
What is #Marketing, Marketing Mix, and why care about it?
How to select customers to serve? What is #Branding & Positioning strategies? SWOT Analysis
What is your Vision/ Mission? Who is your audience? What is your Value Proposition - #USP? Elevator Pitch?
1) Marketing involves understanding customer needs and wants, creating value for customers, and operating more effectively than competitors to increase business value.
2) The marketing management process involves identifying opportunities, segmenting and targeting markets, understanding customers, developing marketing mixes, and managing marketing efforts.
3) As business philosophy has evolved, the role of marketing has shifted from a product orientation to a customer and market orientation where customer satisfaction is the core focus.
Social Marketing Strategy for Equine Veterinarians - EBMS 2013Ali Kelly
Presentation on social media marketing strategy for equine veterinary practices, focusing on aligning goals with measurable results. Presented to the Equine Business Management Strategies conference on September 11, 2013
This toolkit has the essentials of sales planning and customer relations, which will help you develop a sales plan, sell more, build relationships and make a profit.
Building a Predictable Pipeline - Zoominfo Growth Acceleration Summit DeckHeinz Marketing Inc
The document outlines strategies for building a predictable sales pipeline. It discusses how customer buying behaviors have changed and the need to adapt selling approaches. A framework is presented for pipeline development that involves understanding the target market and sales cycle, building an effective sales team, crafting compelling messaging, using multiple reach strategies, selecting enabling technologies, and applying metrics to measure success. A maturity model is also provided to assess a company's pipeline development capabilities.
The document provides information about sales prospecting and the sales process. It discusses the key stages in the typical seven-step sales process, which includes prospecting, preparation, approach, presentation, handling objections, closing, and follow up. Prospecting involves searching for potential customers and qualifying leads. Good prospects have an identified need, decision-making authority, and ability to purchase. Sales presentations are an important part of the sales process and should have clearly defined objectives, benefits, costs, and a call to action. Effective closing involves looking for verbal and non-verbal buying signals that indicate a customer is ready to purchase.
This document provides an overview of the course "Marketing Management MBA CP-205". It discusses key topics like understanding marketing management, developing marketing strategies and plans, conducting market research, identifying market segments and developing product, pricing, placement, and promotion strategies. It also covers marketing environment analysis, the marketing mix, and the core tasks involved in successful marketing management.
This document discusses metrics for various marketing communications strategies. It provides examples of metrics for advertising, events, public relations, media relations, and community investment activities. Some key metrics discussed include brand awareness, sales leads, interactions at events, media mentions, and corporate brand identity. The document also discusses how companies are allocating their marketing budgets across different strategies like advertising, direct marketing, events, and social media. It emphasizes that allocation should be based on branding and customer objectives as part of an integrated marketing communications approach.
The document appears to be a presentation about challenges in modern sales and strategies for overcoming them. It discusses how customers have changed and are now busier, more self-educated, skeptical, and distrustful. It then recommends focusing on building attention, interest, trust, interaction and engagement with customers. Another key recommendation is following the "challenger sale" approach of teaching customers, tailoring the message, and taking control of the sales process. The presentation also discusses implementing a "pipeline development framework" with elements like defining an ideal customer profile, understanding the sales cycle, creating compelling messaging, and applying metrics.
MAITRIX_Digital Marketing Technical Work Strategy Plan.pptxMaitrix Infotech
We are very confident that I am successfully promoting your products and services on the internet market and social media sites to increase your brand value and increase business sales. Because we are currently working with many clients and their business is very well developed, results are coming by targeting keywords through Google search engine, social media sites.
If you are interested then give us a chance, we will send you our Technical Work Activities Plan, and our work plan includes both Search Engine Marketing and Social Media Optimization services.
It would be great if you will provide us with your website URL and target locations, So that we can analyze and then send your Initial Analysis report.
What can we do for your Website?
1. Build your Brand Name on the Internet Market and Social Media Market.
2. Increase your Business Sale up to 70% from your target locations
3. Increase your website speed on GTMetrix.
4. Removed negative complaints and reviews from Google.
5. Change the Meta tag & Meta description as per Google new updated Guidelines.
6. Delete the bad links/duplicate scripts from your website.
7. Fix the technical errors on your website and check canonical URL’s errors.
8. Building more Backlinks.
9. Designs creative’s for post on social media and writes unique contents for Blog and Article posting.
If you’re interested, then let us know your convenience time for the call to describe our technical work plan and then start work.
Sales management involves planning, directing, and controlling a company's sales force to achieve sales goals in an effective and efficient manner. It includes tasks like recruiting, selecting, training, assigning territories, supervising, compensating the sales team. Personal selling is an important promotional method where a salesperson develops relationships with customers and negotiates to help them solve problems using the company's products or services. The personal selling process includes prospecting, preparing, making initial contact, presenting, handling objections, negotiating, closing the sale, and following up to maintain customer relationships.
Similar to Sales Workshop, "Selling as a Science" (20)
The document proposes developing a pilot program to encourage more young people in Ireland to become social entrepreneurs. Interviews with community members informed the design of a program called RealPlay, which would enable Transition Year students to gain experience through mentored social enterprise projects in their local community. A key goal is for students to learn about social responsibility and potential careers through hands-on experience completing real-world tasks. The proposed program would match students' skills to project roles under the guidance of mentors from schools, community groups, and businesses. Students would develop initiatives like an activity program for an elder care center. Upon completion, students would receive a Young Social Entrepreneurs award to include in their CV and application for further education.
Social Media Workshop Kildare Creative Wendy Kavanagh Oct2013Brian Andrews
Social Media Workshop, using social media as a practical tool to generate publicity and awareness of your business. The straight forward steps to twitter and facebook.
Wendy Kavanagh, Oct2013
Kildare Artisan Netwok Funding application ken germaine may2013Brian Andrews
There are several sources of funding available for new business applications including personal investments, bank loans, credit unions, overdrafts, financing, grants, and friends/family. When applying for financing, you must demonstrate where the business needs to go, what extra resources are required and when, and how the investment will provide a return. Funding sources include local enterprise boards which provide grants and loans if the business is manufacturing/trade focused and approved in advance. Private investors like business angels may want a stake in the company and require it to be a limited company. Bank applications require thorough documentation like a business plan, financial statements, and credit check, as the application will be assessed centrally not by a local manager. Proper documentation
Accountancy & financial issues for sme'sBrian Andrews
This document from Mark Graham & Company outlines key factors for business success and avoiding failure. It discusses the importance of cash flow and controlling costs, as profits do not equal cash. Other topics covered include setting appropriate prices, conducting market research, planning for growth or seasonal changes, financial reporting metrics, and structuring a business as a limited company. The overall message is that while business success cannot be guaranteed, planning in these areas can help reduce risks and support long-term viability.
Business continuity planning involves 4 phases: risk analysis, plan development, testing plans, and ongoing review. It aims to minimize downtime from disruptions through identifying critical functions, assessing risks, analyzing impacts, and creating strategies for prevention, preparation, response and recovery. Testing plans regularly is important to ensure readiness. Without a plan, disruptions can lead to losses, failures, reputational damage and other issues. Quantifying the costs of downtime is crucial for justifying continuity investments and maintaining plans.
This document discusses Airtricity, an Irish renewable energy company founded in 1997 and sold in 2008 for over €2 billion. It provides electricity to 375,000 Irish customers and has projects across Europe and China, focusing on wind, hydro, and solar energy. The document proposes several innovative concepts for Airtricity, including allowing customers to invest deposits in renewable projects, donating a portion of bills to developing countries, offering electric car rentals, and empowering local renewable energy generation through partnerships. A focus group found the financial investment, philanthropic, and automotive concepts most promising.
A Halloween market will be held on Sunday October 30th from 11am to 5pm at Athboy Stables Farmers. The family-friendly event will include a witch's grotto, music, games, face painting, crafts, baking and hot food. Children can enter a colouring competition by bringing their completed picture to the market between 11am and 3pm for a chance to win a prize.
This document proposes potential business and product offerings from BII in three categories: Innovation & Training, Marketing, and Business Planning/Strategy. It lists over 50 specific potential products within these categories that focus on innovation facilitation, marketing support, business strategy, audits, and training. The next steps outlined are to further define the value proposition and unique selling points based on understanding market needs and BII's skills.
Bi ipresentationon organisationalstructure18thaugust2011Brian Andrews
The document discusses organizational design approaches and loose versus strong organizational structures. It presents the six facets of Org2 design - purpose, principles, practices, participants, processes, and pieces. Examples are given for how a loose and strong structure could work in practice for an innovation organization. Strengths, weaknesses, opportunities, and threats are listed for each structure type. The document aims to analyze different organizational design models and considerations for structure.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
The Evolution and Impact of OTT Platforms: A Deep Dive into the Future of Ent...ABHILASH DUTTA
This presentation provides a thorough examination of Over-the-Top (OTT) platforms, focusing on their development and substantial influence on the entertainment industry, with a particular emphasis on the Indian market.We begin with an introduction to OTT platforms, defining them as streaming services that deliver content directly over the internet, bypassing traditional broadcast channels. These platforms offer a variety of content, including movies, TV shows, and original productions, allowing users to access content on-demand across multiple devices.The historical context covers the early days of streaming, starting with Netflix's inception in 1997 as a DVD rental service and its transition to streaming in 2007. The presentation also highlights India's television journey, from the launch of Doordarshan in 1959 to the introduction of Direct-to-Home (DTH) satellite television in 2000, which expanded viewing choices and set the stage for the rise of OTT platforms like Big Flix, Ditto TV, Sony LIV, Hotstar, and Netflix. The business models of OTT platforms are explored in detail. Subscription Video on Demand (SVOD) models, exemplified by Netflix and Amazon Prime Video, offer unlimited content access for a monthly fee. Transactional Video on Demand (TVOD) models, like iTunes and Sky Box Office, allow users to pay for individual pieces of content. Advertising-Based Video on Demand (AVOD) models, such as YouTube and Facebook Watch, provide free content supported by advertisements. Hybrid models combine elements of SVOD and AVOD, offering flexibility to cater to diverse audience preferences.
Content acquisition strategies are also discussed, highlighting the dual approach of purchasing broadcasting rights for existing films and TV shows and investing in original content production. This section underscores the importance of a robust content library in attracting and retaining subscribers.The presentation addresses the challenges faced by OTT platforms, including the unpredictability of content acquisition and audience preferences. It emphasizes the difficulty of balancing content investment with returns in a competitive market, the high costs associated with marketing, and the need for continuous innovation and adaptation to stay relevant.
The impact of OTT platforms on the Bollywood film industry is significant. The competition for viewers has led to a decrease in cinema ticket sales, affecting the revenue of Bollywood films that traditionally rely on theatrical releases. Additionally, OTT platforms now pay less for film rights due to the uncertain success of films in cinemas.
Looking ahead, the future of OTT in India appears promising. The market is expected to grow by 20% annually, reaching a value of ₹1200 billion by the end of the decade. The increasing availability of affordable smartphones and internet access will drive this growth, making OTT platforms a primary source of entertainment for many viewers.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Structural Design Process: Step-by-Step Guide for BuildingsChandresh Chudasama
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
How MJ Global Leads the Packaging Industry.pdfMJ Global
MJ Global's success in staying ahead of the curve in the packaging industry is a testament to its dedication to innovation, sustainability, and customer-centricity. By embracing technological advancements, leading in eco-friendly solutions, collaborating with industry leaders, and adapting to evolving consumer preferences, MJ Global continues to set new standards in the packaging sector.
7. Objective: A Continuous Process
Opportunity Management Relationship ManagementAwareness &
Lead Generation
Up & Cross
Sell
Referrals &
Introductions
Product
Development
Nurture
Events
Networking
Cold calling
Marketing Campaigns
Website / Landing Pages
Social Media
Sponsorship
Advertising
Thought Leadership
Activity Plans
Sales Process
Pipeline Management
CRM
Sales Plans
Client Segmentation
Relationship Management
Client Development Plans
8. Lead Generation
Lead
Generation
• What are your Value
Proposition(s)?
• What problem(s) are you fixing?
• Who is your Target market?
• Do you understand the
prospect’s industry or sector?
• How do you create awareness
and generate leads?
• What’s the best approach?
• How can you measure
effectiveness of your activities?
9. Market Analysis
Target Customer Type 1 Customer Type 2 Customer Type 3
Company
Individual
Value
Proposition
(Messaging)
Obstacles and
Issues
Approach and
Routes to
Market
Resources
Required
Competitors
11. Opportunity Management
Opportunity
Management
Lead
Generation
• How will you track and manage
each new opportunity created?
• Have you a clear sales process
with defined stages, tasks and
actions?
• Do you understand the
customer’s buying cycle?
• Do you ask questions?
• Do you actively listen?
• Do you set clear objectives?
• Can you identify why and where
blockages occur?
13. Sales Process Stages
Stage Name Definition Objective Actions To Be Taken
Qualified Prospect
Engaged
1st Meeting
(Discovery)
2nd Meeting
(Outline Proposal)
Formal Proposal
Negotiation
New Client A new client Commence on-boarding process Pop the corks!
16. Relationship Management
• Segmentation
• Understand importance and
value of customers
• Systematic and planned
approach to customer
development
• Identify new revenue
opportunities
• Feed into Value Propositions
Low Value Customers
- Limited opportunity
- Minimum engagement
Development Customers
- Up & Cross Sell opportunities
- Planned approach/strategy
Key Customers
- 80/20
- High level of engagement
- Retention key
17. Summary
• Understand your Prospects
“What’s the problem you’re fixing?”
• Link activity to revenue & business goals
“ Will these inputs give me the desired outputs?”
• Follow a process – stage by stage
“Move them on or move them out”
• Stop Selling – ask more questions and listen
“The Ah Ha Moment”
• Love your customers