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Sales Solve Everything - My Entrepreneurial Mantra
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Transcript of Sales Solve Everything - My Entrepreneurial Mantra
Everything!
Everything!Sales Solveby Shane Willard
Career Bio
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
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05060708091011121314
Professional Grade Remodeling
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NEXT: Be Remarkable
Be Remarkable
Remarkable:To do something worth remarking about.Sales SolveEverything!
NEXT: Elevator Pitch
Elevator Pitch
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!For [customers] that have [problem x] we [what you do].
Story of UTC meeting in SLC with Rumor Advertising.NEXT: Techstars Elevator Pitch Video
Elevator Pitch
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
Ask participants to re-do their elevator pitch.NEXT: Business Cards
Business Cards
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
NEXT: Tradeshows
Trade Shows
New SkillsSpecializationMore economicalmaintains focus on core competencies
Hijack the MarketingSales SolveEverything!Florida DinnerFlorida ExhibitNACS - CS AllstarsNACS - TumblersNACS - Dinner
Florida DinnerFlorida ExhibitNACS - CS AllstarsNACS - TumblersNACS - Dinner
NEXT: Channel Partners
Channel partners
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
REVELMightyCleverBEWARE: of over-reliance on ONE channel partner.NEXT: Nitty Gritty: OUTSIDE SALES
Outside Sales
New SkillsSpecializationMore economicalmaintains focus on core competencies
Outside SalesWhen sales activities take place OUTSIDE of the office.Sales SolveEverything!
Next: Sales Executive Council
Seller Profiles
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!Sales Executive CouncilThe Lone WolfProblem SolverHard WorkersRelationship BuildersChallengers
Next: Definition of Challenger
The Challenger
New SkillsSpecializationMore economicalmaintains focus on core competencies
Challengers use their deep understanding of their customers' business to push their thinking and take control of the sales conversation. They're not afraid to share even potentially controversial views and are assertivewith both their customers and bosses.Sales SolveEverything!
Next: Fear
Fear
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
Story of Derek and I selling to a clinicStory of Ray, Hold on there TigerNext: Marketing Collaterol
Marketing Collateral
New SkillsSpecializationMore economicalmaintains focus on core competencies
My brochure isnt done.My website looks like garbage.I dont have business cards.Sales SolveEverything!
Next:Sales Scripts
Sales Scripts
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!Hi, I'm ______________, with Mindfire Technology. You guys have a cool company. [Pause] This may not apply to you, but we've found that most software development teams don't have the time or resources to keep up with their ever-growing backlog of projects, and much less, to finish all their projects on time.Q - Do you have projects that are behind schedule or could use a different skill set?[If NO]: Congratulations, you're one of the few. I need to learn your secret. [If YES]: Join the club, it seems the business world is demanding more and more out of us. At Mindfire Technology, we provide both the skill and human capital to companies on an outsourced basis, using local talent, to help them complete their software projects quicker, and often cheaper, than what it would have cost them to do themselves.A common use case is that you may have mostly back-end developers, but you need to rewrite your website..or conversely, you may have mostly front-end developers, but need some heavy lifting done on the backend of your application. We help fill those types of talent gaps. We also minimize common time constraints by providing resources in a couple ways. 1.Through Outsourcing. Your company could outsource projects to us, which we would develop in-house.2.Through Staff Augmentation. We could sit one or more of our developers in your office to work side by side with your team for a period of time, or3.Through Recruiting or Contract-To-Hire. Now you know what we do.Q- Assuming price and quality were NOT an issue, would any of the services I mentioned be helpful to your team in any way?[If NO:] That's fine, I totally understand. I'd like to send you a copy of our brochure for your reference. Is there an email you prefer I send this to? [If YES:] We'd love to work with you more. I'd like to have one of our partners give you call, but before we hang up, could I ask a couple more questions?Q - Do you guys use in-house OR outsourced software engineers?[If in-house:] Lucky you! In-house is a great way to go.[If outsourced:] That's great! Are you outsourcing locally or overseas?[If locally:] Oh, really, that's great. Who do you work with locally?[If overseas:] Nice. Which group? What's your experience been like?
Next:
Inside Sales
New SkillsSpecializationMore economicalmaintains focus on core competencies
Inside SalesWhen sales activities take place INSIDE of the office.Sales SolveEverything!
Next:
INside versus Outside
New SkillsSpecializationMore economicalmaintains focus on core competencies
7x More ContactsSales SolveEverything!Inside Sales16% Close RateOutside Sales40% Close Rate
Next: Inside Sales START with Inbound Marketing
Inbound Marketing
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
Pitcher Catcher Model
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
PitcherBallCatcher
Pitcher: the method by which your marketing is deliveredBall: The contentCatcher: The object that catches your sales leads
Inbound Marketing
New SkillsSpecializationMore economicalmaintains focus on core competencies
Sales SolveEverything!
Hubspot Example: Website GraderNEXT:
Attract
New SkillsSpecializationMore economicalmaintains focus on core competencies
BlogsKeywordsSocial PublishingSales SolveEverything!
Blogs, Keywords, Social PublishingLinkedIn Profile - 40x more results with a complete profileNEXT: Convert
Convert
New SkillsSpecializationMore economicalmaintains focus on core competencies
FormsCalls-to-ActionLanding PagesSales SolveEverything!
Forms, CTAs, Landing PagesOrganic Marketing doesnt work, demand generation does.NEXT: CLOSE
Close
New SkillsSpecializationMore economicalmaintains focus on core competencies
CRMEmailWorkflowsSales SolveEverything!
CRM, Email, WorkflowsNEXT: Delight
Delight
New SkillsSpecializationMore economicalmaintains focus on core competencies
SurveysSmart ContentSocial MonitoringSales SolveEverything!
Authenticity
New SkillsSpecializationMore economicalmaintains focus on core competencies
Be YourselfSales SolveEverything!
Thank you
New SkillsSpecializationMore economicalmaintains focus on core competencies
Thank youSales SolveEverything!