double your sales - itexpo miami 2014
DESCRIPTION
From a breakout session delivered at the ITExpo in Miami, January 2014. Learn sales and marketing techniques to massively increase sales.TRANSCRIPT
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