double your sales - itexpo miami 2014

DOUBLING YOUR SALES Angela LeavittPeter Radizeski

2014

Angela Leavitt

Chief Mojo-Making Officer

Mojo Marketing

@MojoMktg

Peter Radizeski

Peter Radizeski

GTM Consultant

RAD-INFO, Inc.

@radinfo

SPEAKERS

7 Ways to Double Your Sales

1. Realize that selling has changed!

2. Get top-notch sales training & coaching

3. Become a time management master

4. Learn to say “NO!”

5. Niche Yourself

6. Establish trust fast!

7. Ask great questions and listen

Some days it feels like no one wants to talk to you…

Get top-notch sales training

• Improve individual sales skills!

• Doctors, Lawyers, CCIE need CEUs

• “Don’t wish it were easier…wish you were

better.” – Jim Rohn

Hire a coach!

• Sports teams have

coaches & trainers

to help them to

peak performance.

Why wouldn’t you?

Master Your TimeIf you aren’t working your calendar to schedule your

appointments, follow up, sales activities, lunches

(never eat alone), etc., then you are letting your day run you.

• Routines, habits are the secret

to success – something that

Stephen Covey preached as

well.

• What are Money Hours?

MONEY HOURS

Learn to say “NO.”• Walk away from tire kickers

• Only spend time with those people who

can buy.

• Faster to NO, faster to Ink!

Niche Yourself• Ex: Hosted PBX is best leveraged by multi-

location businesses or businesses with

virtual, remote or mobile workers. If your

prospect is a single site without mobile or

virtual needs, politely decline.

• Niche experts have shorter sales cycles and

can charge more.

• The best prospects have an immediate need – a

pain point – coupled with a budget and trust.

4. Establish trust – fast!

• The biggest factor in sales is TRUST

3 sales during every sale:

• They have to buy (1) the salesperson, (2) the

company and (3) the service.

• That’s a lot of trust building. That’s why

testimonials, references, relationships, social

proof, case studies and follow up are so

important.

5. Ask great questions & listen• Asking insightful questions is more

powerful than spouting off knowledge and

facts.

• Uncover pain – over and over again.

• Keep the prospect talking…the more they

talk, the more you’re selling.

“If you don’t listen,

you don’t sellanything.”

—Carolyn Marland/Managing Director/

Guardian Group

“Nothing is so

contagious asenthusiasm.”

—Samuel Taylor Coleridge

ATTITUDE IS IMPORTANT!

The 3 Marketing Must-Do’s

1. USP

2. Email

Marketing

3. Content

USP = Unique Sales Proposition

Developing Your USP

• Avoid saying “the best.” It’s overused and subject to opinion.

• There’s power and meaning in being:o The first…

o The largest…

o The only…

• Examples:o We are the only cloud services provider specialized in the

medical industries.

o We are the largest IT Solution Provider in the Greater Chicago

area.

Email Marketing

• Dead or alive? Very much alive, but

there must be a VERY well thought

out strategy.

• Concentrate on growing your warm

list

• Use a catchy, interesting, edgy subject

line

• Offer value… don’t sell! Answer

questions and address pain.

• Infuse creativity

• Test and tweak

Content Marketing

• What is it? A way of educating prospects into

your funnel.o Blog posts

o Infographics

o White papers

o PPT (SlideShare)

o Videos

• Keys to successo Address pain and questions, avoid being

“salesy”

o Be consistent. This is a marathon, not a sprint.

o Creativity is KING. Be entertaining, clever, edgy.

o Share on the right social platforms.

Q&A

Questions???

Angela Leavitt, Chief Mojo-Making Officer @ gimmemojo.com

Peter Radizeski, sales/mktg consultant @ sellecom.com