Often, when people think about "customer experience", they think about the experience of servicing a customer once they've signed on the dotted line. That may have once been true, but these days, due to heightened buyer expectations, your sales success hinges on creating experiences that knock buyer’s socks off, at every touch point in the buying and customer lifecycle.
Check out my on-demand webinar on the Sales Experts channel about this topic. bit.ly/salesexperience
Creating and sharing content is at the heart of a sound social selling and social media marketing strategy. Here are 17 ideas for becoming a content master.
Suffering from follow up burn out? How to Reverse It.Chris Spurvey
The dynamic seems to have changed now. Once, a follow-up call would be politely answered; now, most are ignored. How often do you follow up, if at all, once you have been ignored? Let’s leave the discussion of common courtesy for another day.
This slide deck provides ideas around the modern buyer, what sellers can be doing differently and how to approach follow up.
How to achieve mind-blowing Content Marketing ROIJeremy Cabral
Presentation at Search Marketing Summit Sydney 2016. Here's the synopsis:
"Raising brand awareness, building trust, establishing credibility, and ultimately driving revenue; that's the one-two punch of social media and content marketing. If you are not pairing these two together then you are simply missing opportunities for your business.
This session will show you how to create a world-class strategy for combining these social and content marketing to deliver real results. From real world examples to real-time results, get ready for a cornucopia of actionable takeaways you can start implementing immediately."
Creating and sharing content is at the heart of a sound social selling and social media marketing strategy. Here are 17 ideas for becoming a content master.
Suffering from follow up burn out? How to Reverse It.Chris Spurvey
The dynamic seems to have changed now. Once, a follow-up call would be politely answered; now, most are ignored. How often do you follow up, if at all, once you have been ignored? Let’s leave the discussion of common courtesy for another day.
This slide deck provides ideas around the modern buyer, what sellers can be doing differently and how to approach follow up.
How to achieve mind-blowing Content Marketing ROIJeremy Cabral
Presentation at Search Marketing Summit Sydney 2016. Here's the synopsis:
"Raising brand awareness, building trust, establishing credibility, and ultimately driving revenue; that's the one-two punch of social media and content marketing. If you are not pairing these two together then you are simply missing opportunities for your business.
This session will show you how to create a world-class strategy for combining these social and content marketing to deliver real results. From real world examples to real-time results, get ready for a cornucopia of actionable takeaways you can start implementing immediately."
Sandra Long is a highly regarded LinkedIn Speaker. Sandra's topics include: LinkedIn for Personal Branding, Social Selling, and LinkedIn Networking. Sandra Long is President of Post Road Consulting LLC in Westport CT, USA. Review this presentation for more information about Sandra Long.
Presentation delivered at Search Elite, London, May 2017 on the topic of spending money on PPC ads in a more effective way and to avoid methods that waste advertising spend.
4 Simple Steps to Profits through a Painless Pricing FrameworkMichael Nelson
Pricing can often feel like an arcane art rife with phrases such as; value pricing, pricing equilibrium, cost plus pricing, etc. If we get it wrong, our business suffers. The WRAP Pricing Framework gives small business owners the ability to simplify pricing and maximize both their profit and the value provided to their customers. Get a free copy of the framework here: http://thecogentcoach.com/wrap-pricing-framework
Personal Branding: Do you Know the Origins?Sandra Long
Find out the origins of Personal Branding from Wikipedia, as presented by Sandra Long - Post Road Consulting. Sandra is the author of "LinkedIn for Personal Branding: The Ultimate Guide."
An entrepreneur wears many hats: idea formation, idea promotion, idea building, idea delivery, idea scaling, idea restructuring, and so on. Entrepreneurs have within themselves experiences that, if shared with others, can provide immense value to their personal brands, their companies’ brands, other entrepreneurs, and prospective clients.
With the explosive growth of social networks, we are relying increasingly on ecosystems of connections to find what we need to thrive. Therefore, entrepreneurs need to get their story out there so that it can be found by prospective clients.
Six Simple Steps to Rejection-proof ClosingBenjamin Brown
This is a presentation of six of the ten steps from the book. Master the Art of Closing the Sale. By Benjamin Brown. If you like to work with him reach out to ben@360salesconsulting.com
LMT Marketing - Massage Therapy Marketing - 5 Essential Pillars brought to you by Agony of DaFeet, Inc.
More Marketing Tips
http://moremassagemarketing.com/tips
LinkedIn Training from Sandra Long of Post Road Consulting LLCSandra Long
Quick overview of the LinkedIn training available from Sandra Long of Post Road Consulting LLC. LinkedIn training includes: LinkedIn Profile; Social Selling; LinkedIn Networking.
This deck offers a supportive preview from the full article content written by JAMSO on Grant Cardone and the 10x goal system. The full article is available here http://www.jamsovaluesmarter.com/blog//the-x-factor-of-10-to-transform-your-goals?rq=10x Grant Cardone created the 10x goal setting system which has been accepted by many as a great goal setting tool. In our deck, we explain what is 10x, how to apply the system and when it can achieve the best results. We focus on 10x examples, 10x impacts to efficiency and speed. You learn how to improve the chances of success with your goals using the 10x model. We address the suitability of 10x within different cultures and provide a summary key points of reflections. Contact james@jamsovaluesmarter.com or www.jamsovaluesmarter.com for more details.
Why You Need A Customer Persona: Stories need charactersAllan Caeg
Imagine watching Star Wars without Luke Skywalker.
It's like running an online business without a customer persona. Some argue that the JTBD (Jobs to be Done) framework is sufficient and better, but people are pre-disposed to talk to another face.
The next time you produce a new feature, blog post, or even newsletter, build it for a specific person in mind. At least one.
Learn more on http://www.northbound.io/persona-stories/
1. Video Intros, assist your branding online. If they are different, you will stand out from the crowd and help your business to be remembered.
2. Video Outros - Enable you to broadcast a call to action. For example to connect with you or follow you on social media. Maybe to sign-up to an email list or a call to action to visit your website or call your business offline.
we can create done for you Intros and outros so visit our site for examples...
http://Yourvirtualassistantonline.com
Social Media Marketing Your Summer Camp - what works right nowTravis Allison
Online Marketing changes FAST. Come discover a new strategy for social networking (and maybe new tools) your summer camp.
We will be looking at the classics as well as Musical.ly, Periscope & SnapChat.
This is what I have talked in the 1st KMS Manager Meetup last weekend. I hope whoever pursuing management career path would find it useful and applicable to be more successful at work.
Boost Conversions: Market Research Without Analytics or Approaching AnyoneAllan Caeg
Technology business founders want to be confident about their idea, preferably before talking to anyone or launching anything.
It's possible.
It's actually necessary. Before even building anything, take advantage of readily available information. Perform market research by browsing through conversation trends.
Customer Development for Technology FoundersAllan Caeg
Yes, you and your team can build a great SaaS app at home. Such a beautiful expression of design and engineering.
Then reality sets in. No matter how great the idea or how cool the technology, the product doesn’t result to sales.
That’s the story of many technology entrepreneurs. After months of hard work and spending thousands of dollars, the masterpiece doesn’t get a reasonable amount of traction.
More on http://www.northbound.io/outside-building-customer-development/
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
This presentation is from a webinar I delivered back in June. You can view the on-demand recorded session using this link:
http://bit.ly/2ggxYCj
Sandra Long is a highly regarded LinkedIn Speaker. Sandra's topics include: LinkedIn for Personal Branding, Social Selling, and LinkedIn Networking. Sandra Long is President of Post Road Consulting LLC in Westport CT, USA. Review this presentation for more information about Sandra Long.
Presentation delivered at Search Elite, London, May 2017 on the topic of spending money on PPC ads in a more effective way and to avoid methods that waste advertising spend.
4 Simple Steps to Profits through a Painless Pricing FrameworkMichael Nelson
Pricing can often feel like an arcane art rife with phrases such as; value pricing, pricing equilibrium, cost plus pricing, etc. If we get it wrong, our business suffers. The WRAP Pricing Framework gives small business owners the ability to simplify pricing and maximize both their profit and the value provided to their customers. Get a free copy of the framework here: http://thecogentcoach.com/wrap-pricing-framework
Personal Branding: Do you Know the Origins?Sandra Long
Find out the origins of Personal Branding from Wikipedia, as presented by Sandra Long - Post Road Consulting. Sandra is the author of "LinkedIn for Personal Branding: The Ultimate Guide."
An entrepreneur wears many hats: idea formation, idea promotion, idea building, idea delivery, idea scaling, idea restructuring, and so on. Entrepreneurs have within themselves experiences that, if shared with others, can provide immense value to their personal brands, their companies’ brands, other entrepreneurs, and prospective clients.
With the explosive growth of social networks, we are relying increasingly on ecosystems of connections to find what we need to thrive. Therefore, entrepreneurs need to get their story out there so that it can be found by prospective clients.
Six Simple Steps to Rejection-proof ClosingBenjamin Brown
This is a presentation of six of the ten steps from the book. Master the Art of Closing the Sale. By Benjamin Brown. If you like to work with him reach out to ben@360salesconsulting.com
LMT Marketing - Massage Therapy Marketing - 5 Essential Pillars brought to you by Agony of DaFeet, Inc.
More Marketing Tips
http://moremassagemarketing.com/tips
LinkedIn Training from Sandra Long of Post Road Consulting LLCSandra Long
Quick overview of the LinkedIn training available from Sandra Long of Post Road Consulting LLC. LinkedIn training includes: LinkedIn Profile; Social Selling; LinkedIn Networking.
This deck offers a supportive preview from the full article content written by JAMSO on Grant Cardone and the 10x goal system. The full article is available here http://www.jamsovaluesmarter.com/blog//the-x-factor-of-10-to-transform-your-goals?rq=10x Grant Cardone created the 10x goal setting system which has been accepted by many as a great goal setting tool. In our deck, we explain what is 10x, how to apply the system and when it can achieve the best results. We focus on 10x examples, 10x impacts to efficiency and speed. You learn how to improve the chances of success with your goals using the 10x model. We address the suitability of 10x within different cultures and provide a summary key points of reflections. Contact james@jamsovaluesmarter.com or www.jamsovaluesmarter.com for more details.
Why You Need A Customer Persona: Stories need charactersAllan Caeg
Imagine watching Star Wars without Luke Skywalker.
It's like running an online business without a customer persona. Some argue that the JTBD (Jobs to be Done) framework is sufficient and better, but people are pre-disposed to talk to another face.
The next time you produce a new feature, blog post, or even newsletter, build it for a specific person in mind. At least one.
Learn more on http://www.northbound.io/persona-stories/
1. Video Intros, assist your branding online. If they are different, you will stand out from the crowd and help your business to be remembered.
2. Video Outros - Enable you to broadcast a call to action. For example to connect with you or follow you on social media. Maybe to sign-up to an email list or a call to action to visit your website or call your business offline.
we can create done for you Intros and outros so visit our site for examples...
http://Yourvirtualassistantonline.com
Social Media Marketing Your Summer Camp - what works right nowTravis Allison
Online Marketing changes FAST. Come discover a new strategy for social networking (and maybe new tools) your summer camp.
We will be looking at the classics as well as Musical.ly, Periscope & SnapChat.
This is what I have talked in the 1st KMS Manager Meetup last weekend. I hope whoever pursuing management career path would find it useful and applicable to be more successful at work.
Boost Conversions: Market Research Without Analytics or Approaching AnyoneAllan Caeg
Technology business founders want to be confident about their idea, preferably before talking to anyone or launching anything.
It's possible.
It's actually necessary. Before even building anything, take advantage of readily available information. Perform market research by browsing through conversation trends.
Customer Development for Technology FoundersAllan Caeg
Yes, you and your team can build a great SaaS app at home. Such a beautiful expression of design and engineering.
Then reality sets in. No matter how great the idea or how cool the technology, the product doesn’t result to sales.
That’s the story of many technology entrepreneurs. After months of hard work and spending thousands of dollars, the masterpiece doesn’t get a reasonable amount of traction.
More on http://www.northbound.io/outside-building-customer-development/
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
This presentation is from a webinar I delivered back in June. You can view the on-demand recorded session using this link:
http://bit.ly/2ggxYCj
Making UX and Agile work is tough. Making both of them work at the enterprise level is even harder, This presentation outlines an approach to how we integrated UX into an Agile development process at the enterprise level, what worked and what didn't.
Top 10 questions when selecting a Digital Marketing AgencyJohann Scheving
Ask the agency to perform a preliminary audit of your current paid and earned digital campaigns. SEO, Content, Social and PPC audit should all be a part of evaluation.
These are the slides of the workshop held by Senol Tapirdamaz for Eindhoven Startup Foundation. You can watch the workshop here: http://app.webinarjam.net/register/20279/72050c71e5
Presented at ASAE's Membership and Marketing Conference 2017 this focuses on how and why it is important to create in-person communities in almost any organization.
Is talent enough for artists to achieve career success? What questions artists can ask to develop their careers. Artists are now also entrepreneurs. These questions will help artist focus on what is important.
Are you embarking on a new document management project? Learn the 15 steps you need to consider in order to complete a successful project. Here is the process from start to finish.
Resume writing is part art and part science. Not too little information, and not too much. But more importantly, it is the most important first step to making a positive impression to hopefully help you land an interview and create a discussion about your background.
The presentation was delivered March 21, 2018, at Humber College School of Applied Technology.
Reinventing Yourself: Finding that Perfect User ProfileHeather Wilde
Coming up with a new profile for every site is so daunting - most people just don't even bother! In this talk from #KCDC16 TEDx Speaker Heather Wilde discussed the ways to stand out among the noise.
Become a Star Salesperson with techniques to blitz your budget and build long term partnerships. Contact AchieverNet on 1300402722 or info@achievernet.com to find out how you can win more business and close more deals. www.achievernet.com
It's that time of year you put your interview skills into high gear. Here's a keynote presentation I delivered in 2018. "How to Master Your Interviews".
Convert your customers into brand advocates nad have them grow your business using the power of word of mouth marketing.
People trust recommendations from family and friends than they do traditional advertising and that is why referral marketing is a great strategy to grow your business.
Get more traffic, sales, and conversions using referral marketing.
Watch presentation to learn how referral marketing will grow your business.
ACKNOWLEDGMENT
This presentation was developed years ago for me to share with a group of students regarding my personal view of the topic. However, I see it could be beneficial for anyone who has an interest in managing their talents with some pretty good viewpoints.
The document was a product of combining multiple knowledge sources and my personal experience and experiment through over my 10-years of living my professional life as an HR professional (until that time). For some reason, I had not stated some of the sources of knowledge (That’s my bad and I am so sorry for that) – So, be careful if you have the intention to extract some of the knowledge here for making money.
Hope this collection of ideas and practices will be useful for you in ways that nurture people around you.
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
Women in Sales Networking Event _ April 2018 AtlantaBarbara Giamanco
The why...
1. Visibility and promotion for women in sales, at all levels, in companies around the globe.
2. Community, connection, education and support for other women in sales.
3. Encourage more women to pursue careers in sales.
Presentation to the Executive Sales and Marketing Association. Focus is on defining what C-Suite executives care about, ways to reach them and improving messaging outreach to increase sales outcomes.
Social Selling to the C-Suite - Top Sales World AuditoriumBarbara Giamanco
Presented at the Top Sales World Auditorium at the Sales Innovation Expo in London. May 2016. Do you know how to reach the C-Suite using methods other than cold calls or cold emails?
For a sales organization to leverage social selling and all of its power, it all begins with creating a strategy. This presentation presents ideas for putting a program together that leads to sales success.
Social insights can help salespeople tailor and share the content that appeals to their target buyer. If you sell to Sales VP's, Leadtail's social insights reports yields valuable information that you can use. On our webinar, we discussed opportunities based on the data.
eFactor: Why Customer Experience is the Next Big Thing in SalesBarbara Giamanco
Customer experience makes a big difference in selling today.Every touch point in the process from moving someone to an interested buyer to a customer for life. How well do you stack up?
Social Selling Case Study - Fortune 500 Telecommunications CompanyBarbara Giamanco
Customer case study of a social selling program and the sales results within the first 6-months after the program was implemented. The results were significant and led to new sales opportunities.
What does it really take to succeed with Social Selling? Strategy, skills and consistent execution. In this playbook, you'll learn a framework for putting Social Selling to work for you.
Every interaction with a prospect or customer should wow. What does it feel like to interact with marketing? Do their emails work for you? What about the sales folks? It's everyone's job to WOW. Do they?
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
[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
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
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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.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
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/
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/
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
4. by 2020 customer
experience will overtake
price & product as the key
brand differentiator
according to the Walker
2020 Customers Report
cc: TheeErin - https://www.flickr.com/photos/27073477@N00
5. "86% of buyers
will pay MORE
for a great
customer
experience, but
only 1% feel that
vendors actually
deliver." - CEI
cc: Philip Taylor PT - https://www.flickr.com/photos/9731367@N02
6. the sales experience
begins with the very first
interaction with a buyer and
continues throughout the
decision-making process
and beyond
cc: TheStoe - https://www.flickr.com/photos/14583509@N06
7. “While time is scarce, trust
and confidence can be even
rarer. Buyers making high-
impact decisions will
gravitate toward methods
that make confidence
building easier.” - IDC
cc: OmegaESP - https://www.flickr.com/photos/8820476@N04
8. "Whether you are a marketing professional
focused on campaigns or a sales
professional who gets results from
conversations, much is riding on the
message you convey."
-Anneke Seley, Britton Manasco
cc: Daniela Hartmann (alles-schlumpf) - https://www.flickr.com/photos/29487767@N02
9. SiriusDecisions reported that…
“According to sales management, the
salesperson’s ability or inability to
communicate value messages is the biggest
inhibitor keeping salespeople from achieving
quota.”
cc: Kevin Krejci - https://www.flickr.com/photos/48889057888@N01
11. but stop spamming buyers
with noise
cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00
12. you are a brand and you represent
your companies brand
cc: VFS Digital Design - https://www.flickr.com/photos/58816914@N05
13. spray and pray is not an effective
prospecting strategy
cc: allison.johnston - https://www.flickr.com/photos/67302178@N07
14. more of what isn't working is
not the answer
cc: bindermichi - https://www.flickr.com/photos/75073075@N00
15. quality is what leads to
better sales outcomes
cc: dieselbug2007 - https://www.flickr.com/photos/58372737@N00
16. how you sell is more important
than what you sell
cc: Stian Eikeland - https://www.flickr.com/photos/14014660@N03
17. “Seventy-nine percent of
business buyers say it is
absolutely critical or very
important to interact with a
salesperson who is a trusted
advisor — not just a sales rep
— who adds value to their
business.” - Salesforce State
of Sales
cc: Eva the Weaver - https://www.flickr.com/photos/16324044@N00
18. message matters if you
want to stand out
cc: JASElabs - https://www.flickr.com/photos/8776396@N02
19. "An average office worker
gets 121 emails per day."
-City A.M.
"But 2/3 of all emails are
completely ignored and
never opened." -HubSpot
cc: Thomas Hawk - https://www.flickr.com/photos/51035555243@N01
20. get the sales meeting
cc: Foomandoonian - https://www.flickr.com/photos/38677669@N00
21. to succeed your email and
phone messages should be
tailored to each buyer
cc: khora - https://www.flickr.com/photos/26774111@N00
25. grab interest
what is in it for the buyer?
cc: Overdaforest - https://www.flickr.com/photos/85943352@N00
26. NO!
"Hi Barbara, Could I get a few minutes of your
time to discuss about our lead generation
service? We might be able to offer a different
perspective on how our unique approach can
get you in front of the prospective clients you
are trying to reach. Are you the best person to
speak with regarding this? If yes, do you have
any availability today or Monday next week for
a quick discovery call? Please let me know
the best number to reach you."
cc: nathangibbs - https://www.flickr.com/photos/57954193@N00
27. YES!
I show Sales VP's how to
TRIPLE their team's sales
meeting acceptance rates in
as little as 6-weeks through
better messaging, the right
people skills and process.
cc: Artotem - https://www.flickr.com/photos/27698646@N04
28. prepare then engage
• what do I know about the buyers
business?
• what problem do we solve?
• why should the buyer care?
• what happens if they do nothing?
• what expertise do I need to show?
• how do I gain their commitment to give
me their valuable time?
cc: Mark Sardella - https://www.flickr.com/photos/11125702@N00
29. value and relevance
• a business or economic trend that could
impact their business
• competitive insight
• an industry study that provides insights
into specific market segments the
buyer's company may be targeting
• new leadership best practices
• trends in sales performance
effectiveness
cc: jjjj56cp - https://www.flickr.com/photos/25171569@N02
30. REMEMBER... more = more
not necessarily better
cc: kevin dooley - https://www.flickr.com/photos/12836528@N00
31. invest the time to do it right!
you rarely get a second chance to make a good first impression
cc: rennes_i - https://www.flickr.com/photos/49526657@N04
33. upcoming sessions
• how to build a sales process that
drives successful behaviors - George
Bronten 2/21
• sales success - looking through your
customer's lens - Janice Mars/Lisa
Dennis 2/22
• 5 secrets that will change your
approach to LinkedIn networking -
Alice Heiman 2/22
cc: sridgway - https://www.flickr.com/photos/68132273@N00
Editor's Notes
Welcome – today, I’ll be talking about the experience factor in sales and what that means to you in achieving your quota objectives.
Some housekeeping items:
This presentation is being recorded and will be available for download shortly after the presentation.
Don’t forget to register for many of the other great sessions delivered by 62 of my other sales peers.
Also, I’m including gifts for you that you can download – from the attachments are to the right.
Your Sales Message Matters e-book from me – Barb Giamanco
Phone Habits Training Module: Marylou Tyler
http://maryloutyler.com/7-healthy-phone-habits-to-secure-more-meetings/
7 Healthy Phone Habits to Get More First Meetings: Marylou Tyler
bit.ly/phonehabitsmtyler
Kendra Lee contribution
I want to talk about experience from the sales point of view. We often hear about “customer” experience, which almost suggests that great experiences start when someone becomes a customer.
That’s not true. The experience begins from the very first interaction with a buyer(s) and continues on throughout the lifecycle of your work with them.
Just stop this. Buyers are interested in the features of your product or solution. At least not initially.
In Demand Gen’s Report 2016 B2B Buyer’s Survey Report, there were four top reasons why buyers ultimately choose a winning vendor. They are:
98% - Timeliness of a vendor’s response to inquiries
97% - Demonstrated a stronger knowledge of the solution area and business landscape
94% - Demonstrated a stronger knowledge of our company and its needs
90% - Provided content that made it easier to show ROI and build a business case for purchase
Notice there is nothing about loving it when salespeople ramble on with a pitch/feature dump.
Use good subject lines… not things like Call tomorrow at 10 am, Can I get a few minutes of your time, I haven’t heard back from you (when that’s your first message)
Steer clear of the so-called “break up” emails. Some people think it’s funny or that it will spur a buyer to take action. It might, but it also may make you look bad.
We are not entitled to anything from buyers. They have NO moral obligation to respond to us. It is one thing if we’ve been in conversations and then things go dark. Even then be careful.
The buyer may not be ready today. A stupid break up email isn’t going to work in your favor. Sure, you think it helps you move on. Perhaps no response from a stranger means they aren’t
Interested right now. Put them into your nurture campaign.
Don’t hound buyers… I’ve sent you 3 emails and haven’t heard back. Buyers aren’t obligated to respond to us. Sales is hard. Suck it up and do your job.
Let’s dissect this email.
Never start with can I get a few minutes of your time.
Make sure the grammar is correct.
If your solution is unique, tell me how. Sending me cold email spam doesn’t seem unique to me.
Am I the best person to reach? Did you look on the website or my LinkedIn profile?
Availability today? You are a stranger. My calendar isn’t empty waiting for you.
Discovery call? No. What do you know about me/my business.
Best number to reach me? Again, did you look at my website?
This is short and sweet.
Speaks to the outcome the Sales VP can expect.
I give just enough detail to intrigue.
Then I’d go further and include a white paper, a case study.
I’d ask for 15-minutes and then suggest 2-3 dates/times.
Yes, you’ll have to put your thinking cap on but it isn’t hard to gather the data. LinkedIn, InsideView, DiscoverOrg… lots of ways to gather data to help you.
Batch this by customer type or industry – then customize every message.