Shorten Your Sales Cycle Using Pardot & SugarCRMPardot
This document outlines 13 practical steps for shortening sales cycles using marketing automation tools like Pardot and SugarCRM. It provides tips on capturing and qualifying leads, augmenting data, identifying buying signals, assigning leads, notifying sales, prioritizing leads, communicating with leads, alerting sales of re-engagement, supplementing data, nurturing non-responsive leads, measuring performance, and dos and don'ts for sales. The overall goal is for marketing and sales to work together using these tools and processes.
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the account executive (AE) in advertising agencies is changing and many current AEs are underperforming. To maximize AEs' contributions, agencies should define the ideal 21st century AE. This includes assessing AEs' basic human characteristics like intelligence and curiosity. It also involves defining seven key responsibilities like having a business mindset, diagnostic skills, and understanding non-traditional media. Both AEs and agency leadership must work to develop the necessary skills and ensure AEs fulfill strategic rather than just tactical roles. Properly configured, the AE position can provide professional rewards while helping clients and agencies succeed.
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. It also emphasizes the need to focus prospecting efforts on ideal prospects by defining an ideal customer profile. This allows salespeople to maximize their time by pursuing opportunities that are the best fit. The document also encourages salespeople to find hidden revenue opportunities through cross-selling and up-selling existing customers.
This document provides an overview of account management best practices in 3 sections. It begins by explaining the importance of communication and relationship management with both external clients and internal teams. The second section discusses understanding the client's business to provide value, develop ideas, and strengthen the client relationship. The final section outlines seven key skills for account managers, including listening, time management, and passion. It also identifies nine sins to avoid such as lying, failing to deliver on commitments, and taking personal credit instead of recognizing team efforts. The overall message is that account managers should prioritize communication, relationships, and understanding their client's business to best serve the agency and client needs.
The Challenger Sale PowerPoint PresentationInterviewMeToo
This document summarizes key lessons from "The Challenger Sale" on how to create tailored, insight-led conversations. It outlines a two-part process: 1) learning to guide a conversation through storytelling and establishing an element of drama, and 2) tailoring the conversation to different audiences like decision-makers and end-users. It provides a 6-step process for guiding conversations that builds credibility, catches the customer off-guard, quantifies insights, internalizes challenges, convinces customers to address challenges, and demonstrates solutions. It stresses tailoring presentations based on audience priorities and thought processes.
Well, this is how I introduce "What is Account Management" to my internship team. But if you are a senior level or experienced manager, I recommend you not to have a look coz you have already known these things.
What about you? Are you running an agency business but didn't have a proper profile or strategy or business model? Just send an email to me @nanoothant@gmail.com. We can talk more about your potential via zoom or at a cafe or bar.
Want to send me DM?
https://www.linkedin.com/in/nanoo/
The document provides an overview of fundamentals for advertising account management. It discusses focusing advertising on changing behaviors rather than attitudes using McDonald's as an example. It recommends creating advertising messages for heavy-using, high-yield customers in a category. Finally, it summarizes that the goal is to get customers to try a product by convincing them to love the brand, rather than convincing them to love the brand first.
The miller heiman prospecting guide - best practicesJorge Hilário
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. Good prospecting includes identifying ideal prospects, managing time efficiently, and expanding your network. The document provides tips for various prospecting best practices like defining a valid business reason for outreach, understanding proper timing, maximizing time by defining an ideal customer profile, and finding additional sales opportunities through cross-selling and up-selling existing clients. The overall goal is to help salespeople improve their prospecting skills and achieve top performance.
Shorten Your Sales Cycle Using Pardot & SugarCRMPardot
This document outlines 13 practical steps for shortening sales cycles using marketing automation tools like Pardot and SugarCRM. It provides tips on capturing and qualifying leads, augmenting data, identifying buying signals, assigning leads, notifying sales, prioritizing leads, communicating with leads, alerting sales of re-engagement, supplementing data, nurturing non-responsive leads, measuring performance, and dos and don'ts for sales. The overall goal is for marketing and sales to work together using these tools and processes.
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the account executive (AE) in advertising agencies is changing and many current AEs are underperforming. To maximize AEs' contributions, agencies should define the ideal 21st century AE. This includes assessing AEs' basic human characteristics like intelligence and curiosity. It also involves defining seven key responsibilities like having a business mindset, diagnostic skills, and understanding non-traditional media. Both AEs and agency leadership must work to develop the necessary skills and ensure AEs fulfill strategic rather than just tactical roles. Properly configured, the AE position can provide professional rewards while helping clients and agencies succeed.
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. It also emphasizes the need to focus prospecting efforts on ideal prospects by defining an ideal customer profile. This allows salespeople to maximize their time by pursuing opportunities that are the best fit. The document also encourages salespeople to find hidden revenue opportunities through cross-selling and up-selling existing customers.
This document provides an overview of account management best practices in 3 sections. It begins by explaining the importance of communication and relationship management with both external clients and internal teams. The second section discusses understanding the client's business to provide value, develop ideas, and strengthen the client relationship. The final section outlines seven key skills for account managers, including listening, time management, and passion. It also identifies nine sins to avoid such as lying, failing to deliver on commitments, and taking personal credit instead of recognizing team efforts. The overall message is that account managers should prioritize communication, relationships, and understanding their client's business to best serve the agency and client needs.
The Challenger Sale PowerPoint PresentationInterviewMeToo
This document summarizes key lessons from "The Challenger Sale" on how to create tailored, insight-led conversations. It outlines a two-part process: 1) learning to guide a conversation through storytelling and establishing an element of drama, and 2) tailoring the conversation to different audiences like decision-makers and end-users. It provides a 6-step process for guiding conversations that builds credibility, catches the customer off-guard, quantifies insights, internalizes challenges, convinces customers to address challenges, and demonstrates solutions. It stresses tailoring presentations based on audience priorities and thought processes.
Well, this is how I introduce "What is Account Management" to my internship team. But if you are a senior level or experienced manager, I recommend you not to have a look coz you have already known these things.
What about you? Are you running an agency business but didn't have a proper profile or strategy or business model? Just send an email to me @nanoothant@gmail.com. We can talk more about your potential via zoom or at a cafe or bar.
Want to send me DM?
https://www.linkedin.com/in/nanoo/
The document provides an overview of fundamentals for advertising account management. It discusses focusing advertising on changing behaviors rather than attitudes using McDonald's as an example. It recommends creating advertising messages for heavy-using, high-yield customers in a category. Finally, it summarizes that the goal is to get customers to try a product by convincing them to love the brand, rather than convincing them to love the brand first.
The miller heiman prospecting guide - best practicesJorge Hilário
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. Good prospecting includes identifying ideal prospects, managing time efficiently, and expanding your network. The document provides tips for various prospecting best practices like defining a valid business reason for outreach, understanding proper timing, maximizing time by defining an ideal customer profile, and finding additional sales opportunities through cross-selling and up-selling existing clients. The overall goal is to help salespeople improve their prospecting skills and achieve top performance.
This document provides tips for independent sales agents. It discusses how the sales model has shifted from high-pressure sales teams to more educated prospects and outsourced sales. As an independent agent, networking, social media, due diligence, contracts, prospecting lists, communication, referrals, and continuous learning are important for success in this new sales environment.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
Sales Best Practices Presentation - Ken Wood 052015Ken Wood
This document outlines sales best practices that can be applied to career and job searching. It discusses that selling originates from scarcity of resources and reliance on others to meet needs. When pursuing opportunities, one should identify a compelling event for the customer, understand how to uniquely address the customer's needs, determine if the opportunity can be won given relationships and credibility, and decide if it is worth winning based on value. Developing a mentor within the customer organization and focusing on the customer's interests are emphasized as important tactics.
This document discusses how marketing has changed and given power to buyers with more choices and information. It outlines a two-step solution for businesses to overcome the confidence gap between buyers and sellers by developing an accurate internal view of their value and an external perception through educational marketing. Educational marketing works by grabbing attention, engaging prospects with promises of useful information, educating on important issues and how the business addresses them, and offering an easy next step. Developing an effective marketing message takes significant time and resources, so outsourcing is recommended.
Sales Meeting Ideas for the New Home Builder Sales Manager. Stale doughnuts, day old coffee. Where are the sales? Where are the contracts? Hopefully, this is not how you inspire your team! Your objective in a sales meeting is to educate, motivate and involve. Visit www.melindabrody.com for free articles and information about our training services for the New Home Builder Industry.
Travel Counsultant Role & Sales Process In Retail Travel IndustrySten Wot
A travel consultant assists clients in planning business and leisure travel by providing quotes, booking transportation, accommodations, activities, and other travel services. As part of the sales process, a travel consultant qualifies customers' needs, identifies suitable travel options, proposes an itinerary, negotiates any objections, closes the sale, and follows up after travel. Key responsibilities involve using consultation, planning, and sales skills to create a positive travel experience and meet customers' requirements.
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
The document discusses relationship-based selling and what makes an effective salesperson. It begins by noting that clients now have more options, so sales requires building relationships rather than quick transactions. Effective sales involves understanding clients' and one's own personality types, as well as serving clients by identifying needs, presenting solutions, handling objections, closing sales, following up, and gaining referrals. Key traits of top salespeople are commitment, passion for clients, preparation, questioning to understand needs, handling objections well, and perseverance through both successes and rejections.
The importance of the human touch to lead nurturingZoho SalesIQ
Learn the human-centric approach to nurture your leads and increase engagement to improve customer relationships. Learn:
* What is lead nurturing with a human touch?
* Importance of human-to-human interactions
* Relationship building tools for producing leads
* The way forward
View the entire webinar here - https://www.youtube.com/watch?v=GqeZEWG4XAo&t=269s&ab_channel=ZohoSalesIQ
This document provides guidance for sales managers on best practices in sales management. It discusses how sales management is one of the most critical and challenging roles that can influence an organization's success. An effective sales manager can help drive revenue growth and feel rewarded by their team's achievements. The document recommends injecting science into the art of selling through establishing sales processes, metrics, and standards to bring more predictability, consistency and efficiency. It provides a framework for organizations to successfully adopt new sales processes through executive sponsorship, developing process masters, training, measurement and reinforcement.
8 ways to boost sales of your small business serviceszubeditufail
This document provides 8 tips for boosting sales for small businesses services: 1) Narrow your target market to focus on a specific audience, 2) Become an expert in your field through blogging, workshops and sharing information, 3) Rank your existing customers and prospects to identify the most profitable and satisfied to focus your sales efforts, 4) Showcase what differentiates your business from competitors, 5) Ensure your messaging and branding matches your target audience, 6) Sell additional services and products to existing satisfied customers through loyalty programs, 7) Have marketing plans tailored for each stage of the sales cycle, and 8) Optimize the sales conversion process through guided selling that provides value to prospects at each stage.
The document provides information about Michael Bowers and the Ohio Small Business Development Center (SBDC) at Columbus State. It summarizes that Michael Bowers has been the District Center Manager for the Ohio SBDC at Columbus State since 2002, was named Ohio SBDC Star in 2007, and won awards for the center. It then describes that the Ohio SBDC at Columbus State provides free business advising through four centers located at one site, including advising for core small businesses, manufacturing, international trade, and Latino-owned businesses.
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
This session shows how to connect with your target audience in environments where they can have a hands-on experience with your brand, products and services. This includes event marketing and sponsorship, experiential campaigns, product sampling, street teams and guerrilla marketing. We cover how to find the right mix of events and grassroots opportunities, establishing a budget, staffing, execution and post-activity evaluation.
Consultative Selling in B2B Technology SalesRed Box Direct
This is a brief on solution-based sales and marketing practices for B2B technology professionals. We share our thoughts on essential strategy and processes for successfully selling technical instrumentation and services
Improve each stage of your sales cycle and boost sales numbers with these eff...Zoho SalesIQ
Sales tactics to help improve your sales conversion amidst the growing competition.
From this presentation, you'll learn how to:
* Increase the quality and quantity of your leads
* Build credibility among them
* Boost your chances of establishing contact
* Get prospects to buy from you
* Ensure steady sales growth from existing customers
* And, finally, how to handle the dreaded "No"
Here's the YouTube link to the webinar recording- https://youtu.be/7l9dRhnkiWs
Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...Sales Hacker
7 Daily Startup Sales Sins by Gabe Luna-Ostaseski
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
This document provides an overview of essential selling skills training. It discusses (1) increasing sales and retention, developing winning strategies, and building long-term customer relationships; (2) different types of selling like collaborative, consultative, and customer-centered selling; and (3) why people buy based on feeling understood and having their needs and problems solved. It emphasizes selling oneself first through good appearance, building rapport, honesty, confidence, communication, empathy, and enthusiasm.
Business development creates long-term value through relationships, markets, and customers rather than short-term sales. It identifies partnerships that leverage revenue, distribution, or products rather than direct sales. Successful deals require proactive management and support across the organization. The right business developer engages resources to meet partnership goals. Hiring should match a person's skills to the company's product stage. Business development progresses from scouting opportunities to testing assumptions to scaling validated approaches. Deals should drive strategic goals rather than short-term momentum. Assessing opportunities by revenue, users, or markets helps gain team support. Legal agreements protect against risks while ideas become products and revenue.
The document is a presentation on managing sales efforts for results given by Janie Wiltshire of Due West Company. It includes slides on the role of the chief sales officer, listening skills, leading a sales team, managing salespeople, and a sample weekly sales meeting agenda. The presentation provides guidance and templates for hotel sales managers to effectively oversee sales efforts and maximize results.
This document provides an overview of best practices for sales structures and processes. It discusses defining roles like salespeople, account managers, and support teams. An effective sales structure also includes regular sales planning and tracking opportunities. The presentation emphasizes establishing clear sales steps, compensation plans, and holding an annual sales conference to review performance and goals.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
This document provides tips for independent sales agents. It discusses how the sales model has shifted from high-pressure sales teams to more educated prospects and outsourced sales. As an independent agent, networking, social media, due diligence, contracts, prospecting lists, communication, referrals, and continuous learning are important for success in this new sales environment.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
Sales Best Practices Presentation - Ken Wood 052015Ken Wood
This document outlines sales best practices that can be applied to career and job searching. It discusses that selling originates from scarcity of resources and reliance on others to meet needs. When pursuing opportunities, one should identify a compelling event for the customer, understand how to uniquely address the customer's needs, determine if the opportunity can be won given relationships and credibility, and decide if it is worth winning based on value. Developing a mentor within the customer organization and focusing on the customer's interests are emphasized as important tactics.
This document discusses how marketing has changed and given power to buyers with more choices and information. It outlines a two-step solution for businesses to overcome the confidence gap between buyers and sellers by developing an accurate internal view of their value and an external perception through educational marketing. Educational marketing works by grabbing attention, engaging prospects with promises of useful information, educating on important issues and how the business addresses them, and offering an easy next step. Developing an effective marketing message takes significant time and resources, so outsourcing is recommended.
Sales Meeting Ideas for the New Home Builder Sales Manager. Stale doughnuts, day old coffee. Where are the sales? Where are the contracts? Hopefully, this is not how you inspire your team! Your objective in a sales meeting is to educate, motivate and involve. Visit www.melindabrody.com for free articles and information about our training services for the New Home Builder Industry.
Travel Counsultant Role & Sales Process In Retail Travel IndustrySten Wot
A travel consultant assists clients in planning business and leisure travel by providing quotes, booking transportation, accommodations, activities, and other travel services. As part of the sales process, a travel consultant qualifies customers' needs, identifies suitable travel options, proposes an itinerary, negotiates any objections, closes the sale, and follows up after travel. Key responsibilities involve using consultation, planning, and sales skills to create a positive travel experience and meet customers' requirements.
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
The document discusses relationship-based selling and what makes an effective salesperson. It begins by noting that clients now have more options, so sales requires building relationships rather than quick transactions. Effective sales involves understanding clients' and one's own personality types, as well as serving clients by identifying needs, presenting solutions, handling objections, closing sales, following up, and gaining referrals. Key traits of top salespeople are commitment, passion for clients, preparation, questioning to understand needs, handling objections well, and perseverance through both successes and rejections.
The importance of the human touch to lead nurturingZoho SalesIQ
Learn the human-centric approach to nurture your leads and increase engagement to improve customer relationships. Learn:
* What is lead nurturing with a human touch?
* Importance of human-to-human interactions
* Relationship building tools for producing leads
* The way forward
View the entire webinar here - https://www.youtube.com/watch?v=GqeZEWG4XAo&t=269s&ab_channel=ZohoSalesIQ
This document provides guidance for sales managers on best practices in sales management. It discusses how sales management is one of the most critical and challenging roles that can influence an organization's success. An effective sales manager can help drive revenue growth and feel rewarded by their team's achievements. The document recommends injecting science into the art of selling through establishing sales processes, metrics, and standards to bring more predictability, consistency and efficiency. It provides a framework for organizations to successfully adopt new sales processes through executive sponsorship, developing process masters, training, measurement and reinforcement.
8 ways to boost sales of your small business serviceszubeditufail
This document provides 8 tips for boosting sales for small businesses services: 1) Narrow your target market to focus on a specific audience, 2) Become an expert in your field through blogging, workshops and sharing information, 3) Rank your existing customers and prospects to identify the most profitable and satisfied to focus your sales efforts, 4) Showcase what differentiates your business from competitors, 5) Ensure your messaging and branding matches your target audience, 6) Sell additional services and products to existing satisfied customers through loyalty programs, 7) Have marketing plans tailored for each stage of the sales cycle, and 8) Optimize the sales conversion process through guided selling that provides value to prospects at each stage.
The document provides information about Michael Bowers and the Ohio Small Business Development Center (SBDC) at Columbus State. It summarizes that Michael Bowers has been the District Center Manager for the Ohio SBDC at Columbus State since 2002, was named Ohio SBDC Star in 2007, and won awards for the center. It then describes that the Ohio SBDC at Columbus State provides free business advising through four centers located at one site, including advising for core small businesses, manufacturing, international trade, and Latino-owned businesses.
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
This session shows how to connect with your target audience in environments where they can have a hands-on experience with your brand, products and services. This includes event marketing and sponsorship, experiential campaigns, product sampling, street teams and guerrilla marketing. We cover how to find the right mix of events and grassroots opportunities, establishing a budget, staffing, execution and post-activity evaluation.
Consultative Selling in B2B Technology SalesRed Box Direct
This is a brief on solution-based sales and marketing practices for B2B technology professionals. We share our thoughts on essential strategy and processes for successfully selling technical instrumentation and services
Improve each stage of your sales cycle and boost sales numbers with these eff...Zoho SalesIQ
Sales tactics to help improve your sales conversion amidst the growing competition.
From this presentation, you'll learn how to:
* Increase the quality and quantity of your leads
* Build credibility among them
* Boost your chances of establishing contact
* Get prospects to buy from you
* Ensure steady sales growth from existing customers
* And, finally, how to handle the dreaded "No"
Here's the YouTube link to the webinar recording- https://youtu.be/7l9dRhnkiWs
Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...Sales Hacker
7 Daily Startup Sales Sins by Gabe Luna-Ostaseski
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
This document provides an overview of essential selling skills training. It discusses (1) increasing sales and retention, developing winning strategies, and building long-term customer relationships; (2) different types of selling like collaborative, consultative, and customer-centered selling; and (3) why people buy based on feeling understood and having their needs and problems solved. It emphasizes selling oneself first through good appearance, building rapport, honesty, confidence, communication, empathy, and enthusiasm.
Business development creates long-term value through relationships, markets, and customers rather than short-term sales. It identifies partnerships that leverage revenue, distribution, or products rather than direct sales. Successful deals require proactive management and support across the organization. The right business developer engages resources to meet partnership goals. Hiring should match a person's skills to the company's product stage. Business development progresses from scouting opportunities to testing assumptions to scaling validated approaches. Deals should drive strategic goals rather than short-term momentum. Assessing opportunities by revenue, users, or markets helps gain team support. Legal agreements protect against risks while ideas become products and revenue.
The document is a presentation on managing sales efforts for results given by Janie Wiltshire of Due West Company. It includes slides on the role of the chief sales officer, listening skills, leading a sales team, managing salespeople, and a sample weekly sales meeting agenda. The presentation provides guidance and templates for hotel sales managers to effectively oversee sales efforts and maximize results.
This document provides an overview of best practices for sales structures and processes. It discusses defining roles like salespeople, account managers, and support teams. An effective sales structure also includes regular sales planning and tracking opportunities. The presentation emphasizes establishing clear sales steps, compensation plans, and holding an annual sales conference to review performance and goals.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
Value-based selling focuses on understanding the customer's needs and demonstrating how the product or service will benefit the customer. It is more effective than discussing features or price alone. A value-based salesperson must listen to understand the customer's business issues and goals, then show how the solution delivers value in terms of specific benefits like increased productivity or revenue. Customers make decisions based on both logic and emotion, so the salesperson should quantify value through metrics while also building trust and rapport. Maintaining long-term customer relationships is important for becoming a strategic partner.
This document outlines 10 important concepts for small business management:
1. Planning, including developing business, operations, and marketing plans.
2. Leadership and management, including establishing roles and hiring the right employees.
3. Break-even analysis, which determines the sales needed to cover costs.
4. Understanding the market, including resources, finances, trends and target groups in your area.
5. Using the 4 P's of marketing - product, price, place, and promotion - to spread your business.
6. Knowing your products and customers to better sell to primary, secondary and potential demand.
7. Targeted advertising to specific demographic groups interested in your products.
30 things 6/7 - MARKETING /SELLING - 30 things that I learned from my start...Suhas Dutta
This document provides marketing and selling advice from the author's startup experience. It discusses that marketing is about storytelling to create an emotional connection. Marketing efforts must be continual and planning is important. Word of mouth is the most powerful marketing. Selling involves converting potential customers through compelling pitches and closing sales. The appendix provides additional resources on topics like trust-based selling, marketing simulations, and dismantling sales machines.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
This document provides guidance on building an effective online sales process and team. Some key points include:
- Know your target customers well, including their pain points and size of business. Focus on the mid-to-high end of the market.
- Clearly position your product benefits against customer pain points. Have a concise answer for "Why buy mine?".
- Use various digital channels like ads, content, and events to drive awareness and build a qualified sales funnel. Nurture leads through this funnel.
- Establish sales metrics, processes, tools like CRM, and compensation plans as you grow from validation to growth to scale. Hire the right sales roles and structure as needed.
This deck shares the common issues faced by organizations in inducting senior lateral hires in sales and how to tackle them. A poorly done induction could lead to disengagement or premature exit.
This document outlines a nine-point sales strategy presented by Andrew Priestley. It discusses assessing sales skills through a tool called the Sales Profile. It then goes through nine questions that Priestley asks clients to better understand their sales environment, including what they sell, their target customers, the type of sales process, and their sales skills. The goal is to analyze a client's sales context and identify areas to improve performance and sales results.
Roadmap to Selling a Business or Taking on Outside InvestorsFinancial Poise
Part of the webinar series: BUSINESS ADVICE - FROM STARTUP TO SALE 2021
A Startup is the Founders’ baby - they dream it, created it and worked tirelessly to make it successful. Deciding it may be time to sell all or part is the easy part - acknowledging and addressing the financial and emotional issues can be challenging.
Negotiating with potential buyers or investors is time intensive, to say the least. Positioning a business for a value maximizing transaction requires planning. What professionals need to be engaged? How do the parties come to a valuation? What is the profile of the likely investor or buyer? These are just some of the questions this webinar addresses.
Winning Edge article - All for One - BuzzaSimon Buzza
This document discusses the importance of gaining internal approval, or "internal sale", for new business ideas and projects. It notes that internal approval is often more difficult than external sales and can stall projects. The key is to understand internal decision-making, communicate the value proposition to different stakeholders, and prepare by anticipating objections. Stakeholder mapping identifies supporters, blockers, and influencers. Interpersonal skills like listening, addressing concerns privately, and avoiding blame are important. The same sales principles of planning, understanding needs, and gaining early support should be applied internally.
Winning edge article all for one - buzzaSimon Buzza
This document discusses the importance of gaining internal approval, or "internal sale", for new business ideas and projects. It notes that internal approval is often more difficult than external sales and can stall projects. The key is to understand internal decision-making, communicate the value proposition to different stakeholders, and prepare by anticipating objections. Interpersonal skills are important for addressing concerns through private meetings and focusing on business benefits rather than personalizing issues. Both sales and non-sales professionals must apply sales principles like planning and addressing objections to succeed with the internal sale.
Making yourself irresistible for M&A: 7 tips to get you ready to sell your bu...Deloitte Canada
The document provides 7 tips for business owners to make their company irresistible for potential acquirers when looking to sell: 1) Know what you want from the transition; 2) Reduce dependence on yourself so the business can succeed without you; 3) Be transparent with accurate financials and reporting; 4) Share your vision and growth story to attract buyers; 5) Support employees and clients through the transition; 6) Have realistic expectations of valuation based on industry; 7) Get professional M&A advice to navigate the complex process and achieve the optimal outcome. The overall goal is to maximize value and make the transition process as smooth as possible.
The document advertises a business growth masterclass for business owners. The masterclass covers various topics to help businesses grow, including developing a clear business vision and strategy, understanding customers and competitors, effective marketing, sales, finance, building a strong team, and exit planning. The monthly sessions are held over tapas at a private venue, and participants are asked to implement one thing each month in their business to see tangible results from the lessons.
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 discusses the importance of pre-sales for businesses. Pre-sales involves activities like qualifying leads, identifying customer pain points, demonstrating solutions, and closing deals to achieve higher win rates, conversion rates, and revenue. An effective pre-sales process includes market research, prospecting, understanding customer needs, providing tailored solutions, and supporting customers to close deals and enable renewals.
The document discusses the importance of pre-sales in businesses. It defines pre-sales as distinct from marketing and sales operations, focusing on activities like qualifying leads, bidding on deals, and renewing deals. This allows businesses to consistently achieve win rates of 40-50% on new business and 80-90% on renewal business. The document then outlines the key steps in a pre-sales cycle, including market research, prospecting and qualifying leads, product demonstrations, identifying pain points, providing solutions, and closing deals to help with renewal and referrals. It emphasizes how an effective pre-sales process can help businesses better understand markets, identify the right leads, and provide tailored solutions to address customer needs.
Selling Skills of seller in the business field.pptxJamakala Obaiah
The document outlines 19 essential selling skills that sales professionals should develop, including communication skills, active listening skills, persuasive skills, collaboration skills, self-motivation skills, problem solving skills, negotiation skills, prospect education skills, understanding the purchasing process, interpersonal skills, questioning skills, time management skills, prospecting skills, social selling skills, storytelling skills, business acumen skills, and organization skills. Mastering these skills can help salespeople build rapport with customers, understand their needs, overcome objections, and ultimately close more deals.
Similar to Ten Slides in Ten Minutes - Thinking about Sales Events (20)
Ten Slides in Ten Minutes - Rejuvenating a Sales OrganisationBill Graham CP.APMP
Ten Slides in Ten Minutes outlines a plan to rejuvenate a sales organization by focusing on four key areas: sales kit with carefully positioned offerings; streamlined and relevant methodologies and processes; pipeline producing account sets; and simplified support structures and tools. It also emphasizes building a positive climate and culture through surprise rewards, team events, and an achievers club. The presentation concludes by recommending the development of a roadmap to monitor actions and metrics.
Ten Slides in Ten Minutes - Thinking about the Sales Phase of the SDLCBill Graham CP.APMP
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Ten Slides in Ten Minutes - Thinking about Sales Events
1. SS
Ten Slides in Ten Minutes:
Thinking about Sales Events
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
April, 2014
bill.graham@sales-synthesis.co.za
Event: “A thing that happens or takes place, especially
one of importance.”
2. 2
Try And Be Better Than What You Think You Can Be…
“The most splendid achievement of all is the constant striving
to surpass yourself and to be worthy of your own approval.”
- Denis Waitely
External Sales
Meetings
Internal Sales
Meetings
Best Practices
How Big is My
Unit
Sales
Conferences
Trade ShowsBreakfasts,
Lunches and
DinnersAll
‘Touchpoints’ Solution
Sales:
Value
Event: “A thing that happens or takes place, especially
one of importance.”
3. 3
How Big is My Unit?
• Most organisations are structured around Business Units
• In dated organisations these Business Units are product focused and silo’d
• Clients do not want to hear about products/commodities
• Clients want to hear about Solutions and Services – Fit for Purpose
• Clients want their business problems solved.
Organisations may be structured for failure, as they may be actually irrelevant in
today’s marketplace…
How Big is My
Unit
The Bigger the irrelevant Unit, the Harder they Fall
Focus on Client’s
Business Imperatives
4. 4
Sales Events are the formal interactions with prospects and clients; They all should
have predictable outcomes…
Best Practice for Sales Events
• Ensure that objectives are clearly defined, so that success may be measured
• Make the event fun, casual but packed with mutual value (company, clients and
salespeople) – plus time for networking with the ‘Out-of-Towners’
• Ensure that the event is professionally organised
• Define the objective(s) of the event and its success, or otherwise, will be measured
• Restrict each presenter’s time to what is necessary
• Decide on facilitator, presenters and attendees because of the value they’ll bring to the
session(s).
Deliver with Relevance, Joy and Passion
5. 5
Account Managers and Sales Personnel are two completely different type of
resources and need to be treated as such…
Internal Sales Meetings
• Depending on the various sales cycles of a company’s solutions portfolio, will depend on the
periodicity of sales meetings:
• Major Outsourcing opportunities may take many months (if not years) to reach fruition
• FMG (fast moving goods) are products, commodities and consumables and thus information is
needed on a continuous basis to know the position of sales, stock, delivery period etc.
• Dashboards are very important tools and should be carefully crafted and distributed. In most
organisations these will be used as the Sales Meeting Agenda’
• Marketplace and Industry challenges and trends should be presented on a regular a basis
• Account Plans should be presented, at least on a quarterly basis.
Focus on Mentoring and Opportunity Management
6. 6
Do not let the ‘Moments of Truths’ be the costly interactions where failures occur…
External Sales Meetings
• Every ‘Moment of Truth’ is a potential sales interaction
• All client interactions should have clearly defined objectives
• An actual sales call must be well defined, with both seller and buyer taking on particular rules
• The seller will ensure clarity of purpose and table his discriminators from competitors. The
buyer will (hopefully) discuss their evaluation criteria and the available budget
• It’s courting – but of a more serious kind, as the outcome impacts on many other people. The
seller needs to sell to keep his company alive. The buyer needs to ensure that his company is
also kept alive by the purchase of correct solutions, services etc.
Focus on the Client’s Business Strategy and Resonate
7. 7
Disconnection between the Presenters and the Audience is an organisations
‘Moment of Truth’ of potential disaster…
Sales Conference
• Define the objective(s) of the Sales Conference and have a golden thread flowing
• Most Sales Conferences occur at the start of a new Financial Year and have at least elements of ‘looking
back’ and ‘forward’. It’s also normally where the annual awards are handled
• Sales Conferences either go incredibly well – or incredibly badly. In both cases it’s not the problem of the
marketing department but of the senior business executive involved in the formulation of the event
• Reality states that a Sales Conference should be fun, exciting and enjoyable… but must also deliver a
message… a theme that transcends the various presentations and functions… without it, the Sales
Conference becomes merely an event of disjointed presentations that soon fade into oblivion. Return on
Marketing Investment (ROMI) becoming approaching zero.
Engage with the Audience or Create a Disaster
8. 8
Most Multi-National Companies (MNCs) have swapped Trade Shows for other, more
relevant, types of marketing of their offerings…
Trade Shows
• Trade shows are an expensive means of marketing and generating leads. Expenses range from the actual
physical environment (e.g. stand/booth construction/dismantling, courtesy room, audio/visual equipment)
and marketing paraphernalia (e.g. hand-outs, flyers, freebies, prizes) to the time that the employees are
‘manning the stand’ as they are away from their normal activities. Add onto this the refreshments and you
will be able to see where the expenses are heading.
• The question thus arises – and it will – as to what was the return for such a trade show. Did you manage to
clinch any deals? Did you manage to do any marketing that couldn’t have been done in other situations?
• In fact, betting a pound to a penny, most attendees at your booth/stand will be people that you frequently
deal with on a normal business day…
Identify how your competitors are marketing
9. 9
Once at the social interaction stage of a business relationship, do not overstep the
mark with an intimacy that is not expected nor needed…
Business Breakfasts, Lunches and Dinners
• Many people enjoy the social interaction over a meal and, once you’ve developed a robust working
relationship with your client, it’s a good way of moving it to more of a social level – thereby bonding the
relationship even further
• Invitation to the spouses/partners? This will depend on the actual client’s themselves. Some clients prefer
to keep work and family as separate entities and this needs to be firmly respected
• Some breakfasts can be turned into ‘seminars’ and it’s also a good time to pass on a brief message
• Lunches and Dinner are for different types of interaction, but still with the same objectives – to further
reinforce relationships and/or focus on specific opportunities and move then along to fruition. It’s also a
good time for C-level people to meet… as it’s informal and most discussions will be at the business level.
Food for Thought or Social Disaster?
10. 10
Cliché Corporations are ‘Ten a Penny’ on the ‘Opportunity Landscape’, do not
become one of them…
Closing
• The old cliché of ‘Sales is a Science – not an Art’ underlines the fact that all aspects of sales must be clearly
defined and planned. All interactions with clients (or prospects) are ‘moments of truth’. All ‘moments of
truth’ result in a positive or negative outcome from the pre-defined objectives
• Most sales events contain at least one ‘moment of truth’ with a client/prospect and these must be
monitored carefully
• However, it must be borne in mind that each negative outcome may be salvaged if the reasons are clearly
understood and this requires openness across all personnel involved in the sales process
• Once again, without clearly defined objectives there would be no possible way of knowing whether an
event has been successful, or not, or whether the ‘Moments of Truth’ have been positive or negative.
Awe, Wonderment & Anything in the Universe is Possible