6 steps to super sales success in 2012 by @kendraleekla for @data.com
DESCRIPTION
It’s a new year with a new sales goal and a new set of sales resolutions. While the economy hasn’t changed, your sales objective probably has. You need strategies to not just meet your objective, but to exceed it. Join prospect attraction expert Kendra Lee and discover the six steps that will carry you to super sales success in 2012, including: * The 6 steps to super sales success * 3 strategies to generate consistent leads * 3 techniques to grow customer revenue * How to break the prospecting avoidance habit * Your achievable prospecting and sales goals Whether it’s through closing new prospects or growing customer accounts you can exceed your 2012 sales objectives! Presented by Kendra Lee, top IT seller, sales advisor, business owner and author of award winning selling book "Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need."TRANSCRIPT
Six Steps to Super Sales Success in 2012
Kendra Lee President
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Kendra Lee & KLA Group
President and Founder, KLA Group
Celebrating 16 years of excellence
Helping organizations drive sales results through:
– Lead generation and prospecting
– New business development
– Consultative selling
20+ years sales executive, manager & rep experience
Author, award winning Selling Against the Goal
Specializing in:
Selling to small & medium sized companies
The IT industry
2 Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Question’s box on your screen
Six steps to super sales success
1. Set your vision
2. Create your success plan
3. Execute!
4. Practice consistent lead generation
5. Follow-up! Follow-up! Follow-up!
6. Nurture your customers
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
1. Set your vision
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Be honest and realistic with yourself
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Which of these resources are not part of a sales success plan? A) Forecasts B) Account plans C) Prospecting D) Discounts E) Alliance partners
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Polling Question
2. Create your success plan
Your roadmap to monthly quota achievement
Analyze based on your personal success goal
Identify your quota gaps
Forecasting Account Planning
Prospecting
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
2. Create your success plan
Your roadmap to monthly quota achievement
Analyze based on your personal success goal
Identify your quota gaps
Forecasting
Identify growth opportunities in top accounts
Choose 4 categories of growth opportunities in all other accounts
Account Planning
Set aside a specific time each week
Identify micro-segments with issues you can address
Choose your top 3 prospecting methods
Prospecting
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Prepare to win.
Plan to win.
Execute.
You will win.
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
4. Practice consistent lead generation
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
What’s your preferred lead generation approach? A) Call or stop by personally B) Send emails C) Send letters D) Hold events E) Request referrals F) Send social media direct messages
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Polling Question
Choose your best lead generation approach
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3 Strategies to generate consistent leads
Id a micro-segment with a similar issue you can solve
Create a 3-email campaign focused on the issue
Offer to share a valuable idea related to the issue
Suggest a time to discuss the idea by phone
Send the campaign in manageable groups of < 50
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
3 Strategies to generate consistent leads
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Id a micro-segment with a similar issue you can solve
Create a 3-email campaign focused on the issue
Offer to share a valuable idea related to the issue
Suggest a time to discuss the idea by phone
Send the campaign in manageable groups of < 50
End all email campaigns with 3 follow-up phone calls
Space calls 3 days apart
Mention the email and that you have a valuable idea
Suggest a time to talk
Send a follow-up calendar invitation
3 Strategies to generate consistent leads
Id a micro-segment with a similar issue you can solve
Create a 3-email campaign focused on the issue
Offer to share a valuable idea related to the issue
Suggest a time to discuss the idea by phone
Send the campaign in manageable groups of < 50
End all email campaigns with 3 follow-up phone calls
Space calls 3 days apart
Mention the email and that you have a valuable idea
Suggest a time to talk
Send a follow-up calendar invitation
Ask for referrals into your top micro-segments
Question to find out how they think you can help
Engage your service techs to ask for referrals
Use your email campaign and warm calling to connect
Send a calendar invitation to schedule
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
5. Follow-up! Follow-up! Follow-up!
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Are you thinking about what questions you want to ask? A) Yes, definitely. B) Now I am!
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Polling Question
6. Nurture your customers
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
3 strategies to grown customer revenue
1. Revisit proposals
2. Plan a virtual (or local) site visit
3. Launch a nurturing campaign for your B and C clients
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Accompanying Resources
1. Sales Action Goals etool
2. Bi-monthly newsletter and weekly tip
3 Reasons Prospects Ignore Your Emails
3. Check out my Selling Against the Goal book
4. The New Rules of Email Prospecting
Free Coffee with Kendra webinar Jan 26 to subscribers
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com 22
2012 SUCCESS
Kendra Lee, President KLA Group [email protected] +1 303.741.6636 www.klagroup.com www.linkedin.com/in/kendralee twitter.com/KendraLeeKLA www.facebook.com/KLAGroup
Thank you for coming!
Copyright ©2012 by KLA Group, LLC. v2.7. www.klagroup.com
Kendra Lee, President KLA Group [email protected] +1 303.741.6636 www.klagroup.com www.linkedin.com/in/kendralee twitter.com/KendraLeeKLA www.facebook.com/KLAGroup