One Squared Presentation: Brian Kavicky - Sales and Operations in Harmony: Working with Rapid Growth
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Transcript of One Squared Presentation: Brian Kavicky - Sales and Operations in Harmony: Working with Rapid Growth
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Sales Says…• “These leads are not the decision makers.”
• “These leads are not ready to buy.”
• “You are sending too many leads.”
• “You are not sending us enough leads.”
• “The marketing stuff does not match what we are saying.”
• “Our clients are not buying for the reasons that you say they are.”
• “I have no idea what you are doing in marketing.”
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Marketing Says…• “Give us some credit for your big sale.”
• “Why aren’t you using the content/presentation/collateral that we have given you?”
• “You need to think like marketers, not sales people.”
• “Stop complaining about the lead quality, maybe you just can’t sell.”
• “Sales isn’t following up on leads quickly when they are hot.”
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To Increase the Revenue and Maximize the Gross Profit of a Company…
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We do that by CLOSING business.
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We Have All Heard…• 60-70% of buyers says they are done with the sales process
before they engage a sales representative.
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Prospects• The more content they
consume, the better qualified they are.
• “People have to like you before they buy you, so we need to nurture the leads.”
• “The earlier that we can get them to try the [demo, product, service, etc…] the more excited about it they will be.”
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Selling is About Interrupting Patterns of Behavior.
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Selling is About Getting Decisions. All Decisions Are Emotional.
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Buyers Have No Idea How to Correctly Buy Something.
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Prospects Must Show That They Are Willing and Able. Your Process Must Uncover That As Early As Possible.
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If Something is Not Working, Normally the Opposite Will Work.
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Give As Much Control As Possible to the Prospect.
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Authenticity is the Key to Trust. If You Feel It, Say It.
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