Our suite of sales tools helps you cut the ****, and focus on what matters. You'll be able to harness everyone on your team in pursuit of new business, servicing existing clients and growing accounts.
Sandler Foundations with Ermine Amies Sandler Trainer & CoachErmine Amies
Are you or your sales team tired of...
• Feeling frustrated because you can’t make headway on company goals?
• Dealing with prospects who want free consulting and quotes, and then give the business to someone else?
• Making presentations to people who can’t or won’t make decisions?
• Looking for new ways to find prospects that doesn’t require cold calls?
• Unrealistic or inconsistent sales forecasts and results?
Do you or your team currently have a sales process that is easy to forecast reliably, manage, and measure? If not, you might be ready for a new selling system.
Sign up to Sandler Foundations for a Quick Start to SalesMastery
As over a million sales and sales management professionals can attest, Sandler Foundations not only provides a path to SalesMastery for you and your team, but also a path of continuous improvement that will teach them not only how to sell, but how to succeed personally and professionally.
Increase your sales with Ermine Amies.| Coaching | Sales, Management & Recruitment Training | Sales Performance | Norwich | Ipswich | Bury St Edmunds | King's Lynn | Norfolk |Suffolk | UK |
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
A look at solution selling and its applications in the sales world, and assessing how to resolve the client’s pain into a profitable situation for the salesperson and the customer.
Sandler Foundations with Ermine Amies Sandler Trainer & CoachErmine Amies
Are you or your sales team tired of...
• Feeling frustrated because you can’t make headway on company goals?
• Dealing with prospects who want free consulting and quotes, and then give the business to someone else?
• Making presentations to people who can’t or won’t make decisions?
• Looking for new ways to find prospects that doesn’t require cold calls?
• Unrealistic or inconsistent sales forecasts and results?
Do you or your team currently have a sales process that is easy to forecast reliably, manage, and measure? If not, you might be ready for a new selling system.
Sign up to Sandler Foundations for a Quick Start to SalesMastery
As over a million sales and sales management professionals can attest, Sandler Foundations not only provides a path to SalesMastery for you and your team, but also a path of continuous improvement that will teach them not only how to sell, but how to succeed personally and professionally.
Increase your sales with Ermine Amies.| Coaching | Sales, Management & Recruitment Training | Sales Performance | Norwich | Ipswich | Bury St Edmunds | King's Lynn | Norfolk |Suffolk | UK |
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
A look at solution selling and its applications in the sales world, and assessing how to resolve the client’s pain into a profitable situation for the salesperson and the customer.
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
Managing Stakeholders – 5 Tips from 2 Product VPsRobert Anderson
Unless you are working by yourself, you have to deal with stakeholders. But how do you do it? How do you persuade those that control your resources (people, budget, and systems) that your idea is the best one for your product? What if this skill is the difference between a successful product manager and a mediocre one? Come to this session to understand how to manage your stakeholders, how to craft your message, how to say “yes” and how to say “no” to senior leaders, and how to get the outcome you want, as if your idea was the stakeholder’s idea. Here from two experienced product leaders and your peers to gain skills that could change your career!
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
Five Sales Leadership Practies For Navigating Turbulent TimeSarah Dougherty
Successful businesses are discovering that strong leadership is among the last remaining differentiators. This differentiation is more important than ever as organizations attempt to navigate the convex revenue curve. In this SlideShare, Steve Dodman, Chief Sales Officer of Richardson and SPI, discusses the five critical leadership practices needed today.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Sales teams have the potential to do great work.
Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy.
•Offers actionable strategies and techniques to improve collaboration, innovation and team processes
•Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call
•Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition
•Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs
Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
Please visit www.InnovativeTeamSelling.com to learn more about Eric Baron's Latest book, and download/purchase online Innovative Team Selling!
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
Managing Stakeholders – 5 Tips from 2 Product VPsRobert Anderson
Unless you are working by yourself, you have to deal with stakeholders. But how do you do it? How do you persuade those that control your resources (people, budget, and systems) that your idea is the best one for your product? What if this skill is the difference between a successful product manager and a mediocre one? Come to this session to understand how to manage your stakeholders, how to craft your message, how to say “yes” and how to say “no” to senior leaders, and how to get the outcome you want, as if your idea was the stakeholder’s idea. Here from two experienced product leaders and your peers to gain skills that could change your career!
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
Five Sales Leadership Practies For Navigating Turbulent TimeSarah Dougherty
Successful businesses are discovering that strong leadership is among the last remaining differentiators. This differentiation is more important than ever as organizations attempt to navigate the convex revenue curve. In this SlideShare, Steve Dodman, Chief Sales Officer of Richardson and SPI, discusses the five critical leadership practices needed today.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Sales teams have the potential to do great work.
Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy.
•Offers actionable strategies and techniques to improve collaboration, innovation and team processes
•Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call
•Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition
•Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs
Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
Please visit www.InnovativeTeamSelling.com to learn more about Eric Baron's Latest book, and download/purchase online Innovative Team Selling!
Digitizing the Customer Experience within a Utility Robert Simon
Welcome to Transistor! The first ever strategic planning approach to taking the first steps towards building a digital customer experience within a Utility.
Drawing upon our independent research, workshops and extensive experience in customer experience, we have developed a foundational model for any utility looking to chart the course to stay relevant, be more effective (and competitive) as a digital customer centric organization. So what you’ll find inside this guide is a way to get the planning and preparing process started immediately to determine the roadmap you are going to need to build out, manage, and operationalize a lot of change.
Customer Success Software How to Pick the BestKashish Trivedi
Customer success software will help you reduce churn, build lasting long-term relationships, and delight customers from day 1. This kind of software is critical to ensuring your new customers have the best experience possible – and that is an essential part of your business. As customer expectations increase each year the importance of customer success software will only continue to grow. An efficient customer success team will only drive long-term growth. But you’ll make a costly mistake if your CS only have the resources to deliver an unsatisfactory or inconsistent experience to your users. Here’s everything you need to know when picking a customer success software tool.
What makes a new business venture successful? This paper outlines the key questions every entrepreneur should ask and have answers for before they launch a new venture.
Dashboard for Questioning Strategies using Negative Reverse Selling - Sandler...Ermine Amies
Questioning is key to making a sale. Stay behind the pendulum. Use Negative Reverse Questions. Sandler Foundations Sales Training and Coaching in Norwich, acroos Norfolk and Suffolk and the UK.
Preparing for the General Data Protection Regulation - 12 steps to take now - from the ICO - more info and resources at https://ico.org.uk/for-organisations/resources-and-support/data-protection-self-assessment-toolkit/
201705
Up Front Contracts Dashboard -sandlerfoundations-ermine amies-increase-your-s...Ermine Amies
Up-Front Contract Step D A S H B O A R D F O R T H E MAKE AN UP-FRONT CONTRACT…ELEMENTS OF AN UP-FRONT CONTRACT | No mutual mystification. | No wishy-washy terms | You can’t blame prospects for doing something that you didn’t tell them they couldn’t do | You can’t lose what you don’t have | A strong up-front contract gives you the opportunity to deal with your biggest fears up front. | A strong up-front contract guarantees no interruptions during your sales calls. | A strong up-front contract requires that a decision be made at each intermediate meeting.
1. Purpose of the meeting
2. Time consideration
3. Prospect’s agenda and expectations
4. Salesperson’s agenda and expectations 5. Outcome/ next steps
OUTCOMES OF A SALES CALL
ANOTT Appreciation Naturally Obviously Typically Time
SAMPLE UFC USING ANOT: “I appreciate you taking some time to meet with me to discuss______. Do you still have 45 minutes? Naturally you will have questions for me such as _____, _____ and _____. Are there any other questions you might want to cover? Obviously, I too will have some questions for you, such as _____, _____ and _____. Is it OK for me to ask those? Typically at the end of our time together we should be able to decide together if it makes sense to go to the next step or not. Does that work for you?”
OUTCOME: YES/ Clear Future | NO | Lesson Learned | Referral
Where do you use an UFC?
On the phone with the prospect prior to the first meeting.
Any time you are going to have a meeting with the prospect. Any time you are beginning one of the steps in the Sandler System.
At the conclusion of a sale, to discuss add-on business, future business, and referrals.
At the conclusion of every meeting. No TIO aka Think It Overs.
Stop wasting time with business you are chasing that may never close.
Qualify or Disqualify the Prospect. Close the Sale. No Guts. No Gain. Sandler Training.
Ermine Amies Increase Your Sales | Sales Training & Coaching | Management Training | Recruitment Training | Sales Performance | Norwich | Norfolk | Ipswich | Suffolk | Cambridgeshire | East Anglia | UK | www.anglia.sandler.com | @Sandler_Ermine | www.linkedin.com/in/ermineamies |
Communication and the importance of Bonding and Rappoirt in Selling and Sales...Ermine Amies
Ermine Amies's talk on communication and the importance of Bonding and Rapport in Selling and Sales at SyncNorwich at Norwich Business School UEA Norfolk noted by Chris Spalton
Understanding the way you communicate and the ways your prospects, colleagues and suppliers work is an essential part of being an effective manager and sales person. For more info, events and to get your own Extended DISC profile,contact Ermine Amies | Sandler Training | Increase Your Sales | Sales Training & Coaching | Management Training | Recruitment Training | Sales Performance | Norwich | Norfolk | Ipswich | Suffolk | Cambridgeshire | East Anglia | UK | www.anglia.sandler.com | @Sandler_Ermine | www.linkedin.com/in/ermineamies |
Exhibitions & Tradeshows - 5 Tactics for SuccessErmine Amies
Are you exhibiting at Norfolk Chamber B2B this autumn - or some other show? Make sure you get the most you can out of exhibiting with these top tips on how to create a pre-show strategy for success and making follow-ups much more effective.
Communications Seminar noted by Chris SpaltonErmine Amies
Note of Ermine Amies' Commuincation Seminar for Sync Norwich at Norwich Business School UEA - graphic recording by Chris Spalton http://spaltonsketchnotes.tumblr.com/ - how to recognise your own style and that of your colleagues, clients, suppliers and friends & family using Extended DISC - and what to do about it. Ask Ermine Amies for more info, your own report and seminars.
Sync Norwich Sandler Training Ermine Amies Human Software - Communications Ex...Ermine Amies
Communications for ICT developers and tech people, sales people, sales managers, sales directors, entrepreneurs, business owners and executives - using Extended DISC. how to recognise your own style and other people's styles and how to adjust presented by Ermine Amies Sandler Training Norfolk Suffolk Essex Cambridgeshire East Anglia
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
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).
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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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. 📊
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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Selling to Enterprise Clients?
1. SES Tool Vignettes
Pursuit Navigator
In the enterprise world, you've got to be in it to win it. There is no halfway. It’s said that, quite often,
the heaviest burden is a great opportunity, because then you're on point, then you have to make it
happen. So, it’s critical to address this as early in the process as possible, because you're making
continual investments with every passing day. The inherent opportunity cost of having people
engaged in the pursuit team and pulled away from their other activities is huge.
Pursuit Navigator is an enterprise deal forum, bringing together functional entities from across the
organization to drive Go/No-Go decisions regarding pursuits. How extensive and involved the Pursuit
Navigator Process is can be a function of the gravity and the size of the deal. The process covers three
areas – Client Issues, Selling Team Issues and Financing/Contract Issues. Each issue is labeled as either
stable or requiring mitigation. If mitigation is required, the team identifies the respective mitigation
strategy and commits to communicating the results with to the other team members, providing
specific actions, names and deadline dates.
When all the relevant information is collected, the team works together to decide whether to
continue pursuing a deal or to exit the process. And either choice represents a valued and informed
decision to take.
2. SES Tool Vignettes
Opportunity Tool
The Opportunity Tool provides up-to-date snapshots of three critical aspects of an emerging deal - the
competitors involved, the client’s key pains/impacts and the action-oriented next steps most likely to
drive positive outcomes. Understanding organizational pain is critical to winning any deal.
This Tool helps you to develop a comprehensive understanding of what matters most to the
enterprise and it helps you create the action plan to deal with it. The competition is viewed by not
only tracking what they've proposed, but by identifying your competitive advantages versus their
offering. As we know “No Pain, No Sale”, we focus on the client's key pains and the related
implications. All of this feeds the action plan and the critical forward motion of the Tool.
3. SES Tool Vignettes
Client-Centric Satisfaction Tool
Typical customer satisfaction processes call for a sales rep to inform a customer, after an
engagement has begun, that he will return after a specified time and request that the customer fill
out a survey form grading performance. The criteria are boilerplate items chosen by the
selling/serving company as part of their rote process. The customer applies scores to the criteria
that likely have no meaning to him and returns the form. So, who gets smarter? The customer who
rated performance on criteria that likely had no relevance? The serving company who now has
ratings based on criteria that are likely meaningless? The answer is that neither gets smarter and a
huge opportunity is missed.
Client-Centric Satisfaction calls for the selling company to call on the client at the beginning of an
engagement, typically presenting a team of sales and delivery together. The client is given a list of
commonly chosen success factors from which to choose the five most relevant. If the client
chooses to go with factors of his own, not from the list, that’s great. The client then weighs the
factors chosen to dictate order of importance. The sales and delivery duo then promises to return
after a prescribed time to meet with the client to gain his ratings.
The serving organization now has an incredible insight into the client’s most important needs and
pains. And remember where we are in the process. The business has been won and, to a large
degree, the client and the duo are on the same page – they want the same thing – successful
performance. As such, the feedback given by the client is likely as candid and honest as it could be.
And, therefore, it provides great insights for the service delivery team about what they need to focus
on to satisfy the client. This by itself increases the likelihood that delivery will be successful. But
beyond that, this keen insight into the buyer’s psyche increases the chances that future business will
be won because the service organization now knows what’s most important and any future
proposals will be built around these themes.
So, who gets smarter now?
4. SES Tool Vignettes
Client2
Enterprise accounts are deep and wide with connections and touch points across a vast ecosystem of
opportunity. They are truly marketplaces in and of themselves, deserving of the same focus and
energy placed on territory marketplaces. The Client2
process enables the sales and delivery teams
to grow these enterprise client marketplaces through following a logical framework of activities.
Let's look at what typically happens in kicking off business with a new enterprise client. With the
start of the business relationship, the focus is always on delivery excellence and rightfully so. At the
same time, however, this very focus presents opportunity to sell more. And in addition to the
potential for new growth in the enterprise account itself, familiarity with the new environment
provides opportunities with other connected entities as well.
Client2 provides the guidance to help identify all these opportunity areas. You would be doing a
major disservice to the fine work done in winning new clients by ignoring the potential of having the
engagement you close become the catalyst for additional business, both within and beyond the
client. Of course, prior to taking advantage of new connections resulting from an enterprise
engagement, you must exercise due diligence and ensure that the service delivery is not in any way
compromised. Keep your eye on the ball. Assuming you're doing so, you've earned the right to use
Client2 as your growth vehicle. The focus is on five key areas: organic growth, partnerships and
alliances, family tree, alumni, and customer's customer. With these five focus areas as your targets,
you seek touchpoints that will grow your business.
5. SES Tool Vignettes
Team Storm
Team Storm is a rapid group brainstorming process and a critical tool for organizations serving
enterprise clients. Bringing together all relevant parties to work a problem or an opportunity is vital.
The SES Team Storm process provides a very effective vehicle to drive this collaboration to quick
results to sustain forward motion in enterprise environments. The Team Storm process also
provides a rapid way to drive actionable decisions to address issues and/or problems involving client
service. And the speed at which situations are addressed cannot be understated. The value of the
time of the participants in being away from client service is draining. And in positive situations of
service stability, where no pressing issues are on the table, the need remains strong for idea sharing
and collaboration. Team Storm can help enhance overall service levels, drive customer satisfaction,
accelerate expansion opportunities and improve all aspects of the relationship.
6. SES Tool Vignettes
Pre-Call Planner Tool
The Tool provides a simple set of steps to allow you to maximize the potential of an upcoming call. It
increases the likelihood of success by providing an organized planning framework to identify key
research items that connect you to people with whom you’ll be interacting. And it helps you design
the specific up-front contracts and the focused questions you’ll be using during the discussion.
All the individual clients to be involved are covered, their roles, history with your firm, DISC styles
and your LinkedIn connections with them. Selling side pre-brief issues in the areas of relationships,
business and roles are reviewed. Preparation and planning are covered in terms of supporting
materials needed for the call, also considering the goals. Also planned are our key questions to ask
and those we expect the client to ask us. And, of course, the up-front contract is structured and
planned as well.
7. SES Tool Vignettes
Call Debrief Tool
The Call Debrief Tool is a simple vehicle to help discover valuable lessons learned from a sales call
that has occurred. Debriefing on what happened – in relation to the goals, plans and lessons learned
is essential. The results will increase the likelihood of success with the current opportunity, but the
logical framework of the process will improve the chances of generating future opportunities in the
enterprise. Covered are new information learned, next steps planned, red flags identified and new
questions to plan for. All of this lays the groundwork for the next action steps to be taken to win the
deal including due dates and accountability.
The Call Debrief tool also provides an outstanding vehicle for the collaboration and communication so
critical to team selling. The sharing of the tool electronically with the other members of your team
keeps everyone informed and provides the platform for lessons learned and planned future actions.
8. SES Tool Vignettes
Positioning Tool
The Positioning Tool guides us to know not only our value proposition for an opportunity – what the
product/service is, what it will do for the client, how it will benefit the client’s business and how that
benefit will be measured, but also the value propositions of our significant competitors in a deal.
Covered are account and opportunity details, the list of client contacts involved including roles, DISC
styles and relationships with your firm. Your value proposition is clearly stated as are those of the
key competitors along with the identification of any advantages and key allies that they may have
in the account, setting the stage for the crafting of the key action steps to win the deal including
accountability names, dates and desired outcomes.
9. SES Tool Vignettes
KARE
KARE provides a powerful vehicle for profiling your accounts, both clients and prospects, but in a very
strategic way. Unlike the bundling of accounts into typical buckets based on vertical markets,
geographic locations, revenue size and others, KARE takes a much more meaningful and insightful
perspective, evaluating accounts by their traits and tendencies.
The four KARE categories are Keep, Attain, Recapture, and Expand - profiles into which all accounts,
clients and prospects, will fall. These meaningful and thought-based designations give you the vehicle
to segment and prioritize your accounts in a powerful way that drives actions. For each of the KARE
categories are based on customized attributes that align specifically to each selling organization. Once
the customized attributes are set, accounts are aligned into the appropriate profile. At that point,
common actions are crafted that map to each profile, saving valuable selling time and providing an
effective sales management framework. KARE also sets a common language so that there's a
vernacular about how accounts are identified, providing a base of understanding and clarity in team
selling. And KARE provides a platform for taking full advantage of selling team member strengths,
allowing for the alignment of individual team members to the types of accounts they are most
effectively positioned to win, serve and grow.
10. SES Tool Vignettes
Growth Account Booster
Growth Account Booster brings the key functional elements of the selling organization together to
collaboratively build an account plan. It is a collaborative vehicle that takes team selling to a
different level. Enterprise organizations are very complex and diverse, so it is critical to develop
team selling strategies that continuously earn and re-earn the right to serve, obtain, and expand
these significant accounts. Growth Account Booster provides the vehicle and forum for doing just
that and in a simple, sales-focused structure.
11. SES Tool Vignettes
LinkedIn Levers Tool
When it comes to the most valuable information required for research in individual enterprise
clients and accounts, LinkedIn is the best source available. As the gold standard, it's also a
mandatory element to review in your pursuits. You can be assured that the sophisticated
competition you face in the enterprise arena is focused on LinkedIn. And it's highly likely that your
prospects and clients are using it to research you and your company as well.
And remember to research the client company, as well as the individual. While corporate websites
have value, LinkedIn corporate pages often have deeper substance and more valuable perspectives.
The SES LinkedIn Levers Tool provides a simple way to get this most critical research information in
a concise, quick manner. It takes research up a notch, and provides you with the substance to build
competitive advantage.
®
12. SES Tool Vignettes
Relationship Builder Tool
The Relationship Builder tool provides a simple baseline to chart an account's key decision makers. It
identifies the personal goals and wins of each individual client along with descriptive data on each
contact's traits and specific relationship with the selling firm. Most importantly, it outlines individual
contact action plans to specify next steps to enhance the relationships – the SES focus on forward
progress. These individual client action plans are based on steps you take to enhance the value of
the relationship in the short-term and in the longer-term with each individual contact.
At the end of the day, if key client contacts are worth tracking, they are clearly worth the crafting of
individual action plans to increase the value of the relationships. Enterprise organizations bring
diverse and wide buyer networks and customized action plans are required to grow those
relationships over time. The Relationship Builder Tool provides the concise vehicle for this planning
and tracking.
13. SES Tool Vignettes
Three Opportunity Planner Tool
The Three Opportunity Planner Tool provides a clear focus on the three highest probability
opportunities that are likely to close within the next 60 days. Of course, larger and longer-term deals
are critical to overall portfolios, especially in the enterprise world. But the need for frequent wins
cannot be understated. Closing deals of any size earns you the right to turn a prospect into a client
by exposing new stakeholders within the enterprise to the power of your solution. On occasion,
sales reps can become complacent and focus on carrying only a few large, long term deals in their
funnels. Again, those large opportunities are vital but we still need to pay the bills while major
pursuits unfold over time.
The Three Opportunity Planner Tool focuses sales reps and sales managers on the need for frequent
wins of any size. Delivering your services successfully, even on a small scale, provides the potential
for new opportunities based on a client's high satisfaction with your organization. The Tool ensures
that focus is given to the highest probability short-term deals that can position your organization for
future business growth and profitability.
14. SES Tool Vignettes
QVR Tool
The SES Quarterly Value Review (QVR) Tool takes traditional Quarterly “Business” Reviews with your
clients to a new, value-based level. The point of the QVR is that, unlike the familiar quarterly business
review, which is typically just a small-scale trade show, it’s not about you. Rather, it’s all about how
the client defines and quantifies the value you’ve already delivered … and what the client needs to
see from you next. The QVR takes place at the very highest levels, and for good reason: If you’re
doing a good job of delivering value on the client’s terms, and you’re making sure the client
organization knows that at the very top level, then the client’s senior management is going to want
to continue to see you regularly. Not only that: They’re going to tell you exactly what they want from
your company and exactly when and how they want it – just what you want and need to know!
The SES foundational concept of continuous selling and is at the base of the QVR. In this model, Sales
is continually partnered with Delivery to bring value to the client in streams of transactions over time.
The QVR events that involve Sales and Delivery clarify the value you deliver and prompt information
from the client about what additional value you should be focusing on. It’s a never-ending process: a
win for the client and a win for the combined Sales and Delivery Team. By the way, the continued
involvement of the Sales team in the enterprise account well after the business is won is a key theme
of SES in general.
The QVR tool gives you a high-level forum for how you’ve measured up in the client’s world. And it
provides you with a pattern of continuous, scheduled discussions about exactly what form your
value needs to take in the time period to come. Fortunately, C-level people at the client organization
want to be at this meeting … because they get it! Value is what they’re expected to deliver to
shareholders daily and having you recognize this via QVR’s resonates for executives. And, of course,
the open forum that the QVR breeds allows for candid executive input about the value that’s
expected from you in the time to come, the genesis of account expansion and business growth!
15. SES Tool Vignettes
SWOT Accelerator Tool
With the fundamental market understanding you gain in market planning, the logical next step is a
practical, candid analysis to determine what your organization does well, what it does not so well,
and the resulting opportunities and obstacles to success. This positions you to develop effective
strategies to strengthen your competitive advantage and increase the likelihood of success.
Spending time in this disciplined analysis process will provide you with the focus and precision you
need to drive directed actions and build customized strategies for the targets you identify.
The SES SWOT Accelerator Tool directs this analysis by enhancing the traditional SWOT process and
building on it to drive action and strategic forward motion. The SWOT Accelerator process consists of
two key steps, the Build Step and the Action Step.
The Build Step brings together key team members to conduct a traditional SWOT analysis focusing on
a specific enterprise opportunity’s attributes in the fundamental four areas – Strengths, Weaknesses,
Opportunities and Threats.
With the Build Step accomplished, a great deal has been achieved. However, the real power of SWOT
Accelerator involves taking the product of the Build Step and driving strategy via the Action Step.
With the Build Step’s identified items clearly stated in each of the SWOT quadrants, you move to the
Action Step’s four simple, direct, and strategic categories.
• Action: The principal action to be taken to drive improvement
• Impact: The effect on the organization of the successful achievement of the results of the action
• Accountability: The one person accountable for making the specific action happen
• Date: The date by which the action is to be accomplished.
The SWOT Accelerator Tool can deliver value throughout the sales process and over the course of a
long and enriching client relationship. The tool’s versatility makes it incredibly valuable and useful in
many types of situations. Remember, the only way this tool can possibly add value to your efforts is
if you implement those action items you have worked so hard to identify and refine. Don’t let all
this work go to waste! Put your plan into action, using the RACI system.
16. SES Tool Vignettes
Competitor Impact Tool
The Competitor Impact Tool offers a simple and practical vehicle that helps you understand what
you most need to know about significant competitors. In enterprise selling, you face sophisticated
adversaries who come prepared. To be successful, it’s critical to get a clear picture of what you’re
up against. Of course, it’s important to know the basics of who they are, what their products and
services and what their business model is. -- but that just scratches the surface.
This Tool allows you to assume a “laser focus” on the truly relevant information – the information
that specifically affects you and your ability to win business. The Tool shines a light on ten specific
areas of detail. There may other situations in which you will need to do deeper and more exhaustive
research into competitors, but in the fast-paced world of enterprise selling, there is significant
strategic advantage to taking the nimble, agile approach the Competitor Impact Tool provides.
Each of the ten detail areas of the Tool highlight information that directly and specifically affects your
ability to win the business. For example, unlike other competitive analyses that cut a wide
swath, the Tool’s “People” section should not be blindly populated with the names of the CEO and
other C-Level operatives, unless, of course, they are specifically relevant to you and your efforts to
overcome this competitor. It may well be that one of the competitor’s sales reps is the most
strategically important person you face in pursuing this opportunity. If that’s the case, you need to
take this person into account. Or perhaps there’s a product specialist with specific vertical
experience who has been very active against you in past deals, adversely affecting your ability to win
this specific account. In such a case, this person absolutely needs to be considered.
As you will see, the same customized, strategic view of competitor applies to the other nine detail
areas as well. That’s the beauty of the Competitor Impact Tool. It provides a streamlined and nimble
view of the competitor with a frame of reference completely focused on your world.
In keeping with the Sandler Enterprise Selling theme of forward motion and action orientation, once
the ten sections are populated, your job will be to craft actions, in light of the tool’s findings, that
increase your chances of success against the competitor – or allow you to make conscious strategic
decision to exit a pursuit based on the knowledge gained through the tool.