Tuesday, September 27, 2011

Start Your Sales Engine

Beginning in October, I will be presenting 30 minute sales webinars every other week. A new topic each time.

First up is How Compelling is your Elevator Pitch? On Thursday, Oct. 6, 2011 at Noon Eastern. I'm a firm believer that you need to establish a value statement about your company and services. Telecom has too much competition and too many me-too products (many named similarly), which means it becomes a price war as a commodity. Let's look at your elevator pitch, USP or Value Statement.

Funnel Management is dreadful for both the manager and the sales team. Why? Justification and guess work. "Yes, he's still a prospect." "No, I have no idea when it will close." This may be a symptom of poor sales process. Is your sales team wasting time on people who will never buy? Is the stuff in the funnel real or foam? Sales Process is key. On Thursday, Oct. 20th at Noon Eastern.

Do you have a consistent process for identifying and developing new opportunities? Prospecting or Recruiting for Customers is a scheduled set of activities. Learn more on this call on Thursday, Nov. 3rd, Wed., Dec. 6, 2011 at Noon Eastern.

Follow Up: before and after the sale. Follow up is the key to more sales. Most salespeople stop after 3 touches - it takes 7-11 touches to close a warm prospect. (More if he/she haven't started the buying process yet.) On Nov. 17 Tuesday Dec. 13, 2011 at Noon Eastern

Stalking Your Prospects (and Preparing for the Sale). How to utilize the Internet and social tools to prospect and prepare for each appointment. On Thursday, Dec. 1, 2011 at Noon Eastern.

Is it Product Knowledge, Rolodex, Sales Technique or Mindset holding you back? A quick look at the 4 pieces of the sales professional toolkit. On Thursday, Dec. 15, 2011 at Noon Eastern.

That's six webinars. You can buy all six for $99! Right now.

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