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The 5 steps to Sales Dominance

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There are 5 pillars to an effective sales organization.

Publicado en: Ventas
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The 5 steps to Sales Dominance

  1. 1. The 5 Steps to Sales Dominance
  2. 2. 1 - PROCESS
  3. 3. Tracking Call Response Times
  4. 4. 44% 33% 7%7% 7% Survey of how quickly most pm’s report they respond to new owner leads....
  5. 5. 39hrs Average Call Response Time Average # of Call Attempts 1.6 INDUSTRY AVG
  6. 6. 3K 6 hrs Time Window Analyzed # of companies surveyed Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
  7. 7. Less than 5% call back within 15 minutes.
  8. 8. Less than 1% call back within 5 minutes.
  9. 9. Refining Your Pitch
  10. 10. Download free copy at: http://bit.ly/objection-blocking
  11. 11. PROSPECT Contact #1 Contact #2 Contact #3 Contact #4 Contact #5 Contact #6 Contact #7 CUSTOMER 43% of Salespeople have given up 68% of Salespeople have given up 80% of Salespeople have given up Low hanging fruit is harvested here You’re really getting to know the prospect and their needs You now “own” mindshare and are the default choice when the prospect is ready You’re the only one to make 6 contacts (Source: Society for Marketing Professionals) PROGRESSION OF A SALE
  12. 12. Download LeadSimple Follow up plan at: http://bit.ly/followup-plan
  13. 13. Build Value Into Client Onboarding
  14. 14. Carmen Small All County Cumberland - Atlanta, GA
  15. 15. https://www.whitespark.ca/review-handout-generator
  16. 16. Tracking Basic Growth Metrics
  17. 17. Conversion Rate Cost to Acquire Client Customer Lifetime Value
  18. 18. 2 - SYSTEMS
  19. 19. Using Landing Pages Effectively
  20. 20. Improving Your Phone Tech
  21. 21. Leveraging A Modern CRM System
  22. 22. CENTRAL DATA REPOSITORY - Call logs and recordings - Email exchanges - Agent notes - Sales stage - Lead assignment Most of this data cannot be stored anywhere else...
  23. 23. Modern Means Automoated
  24. 24. CRM
  25. 25. 3 - STRUCTURE
  26. 26. Departmentalization
  27. 27. Managing An Inside Sales Agent
  28. 28. 1. Clear activities 2. Clear goals 3. Clear schedule
  29. 29. Target: $60-80k Commission: $250 Salary: 2k / mo
  30. 30. Target: $60-80k Commission: $250 Salary: 2k / mo 250 appointments 125 deals $31,250 + 24,000
  31. 31. Target: $60-80k Commission: $250 Salary: 2k / mo 375 appointments 281 deals $70,250 + 24,000
  32. 32. Key Challenges To Success
  33. 33. Activity > Skill Diagnose poor performance Provide structure & onboarding
  34. 34. 4 - NURTURING
  35. 35. Lead nurturing: Building relationships with potential clients even if they’re not currently ready to buy.
  36. 36. Your biggest Marketing Opportunity
  37. 37. Traffic Leads Customers Typical Sales Process
  38. 38. Traffic Leads Customers Ideal Sales Process Capture Nurture Wow
  39. 39. Qualified but not ready to buy Stale / Unqualified Sales Qualified 25% 25% 50% (Source: Gleanster Research)
  40. 40. Leads Interested and ready to talk Prospects + Recycled Qualified & Interested Not ready to buy People move back and forth... and that’s perfectly natural
  41. 41. EFFECTIVE LEAD NURTURING CAN INCREASE SALES READY LEADS BY (Source: DemandGen) 50%
  42. 42. Nurturing Through The Funnel
  43. 43. Leads Interested and ready to talk Prospects Interested but not ready to buy Customers Won business Suspects People who have heard of you
  44. 44. Consideration Trying to understand what to look for - establish buying criteria Interest Intrigued with the idea of the product of service you offer Awareness Came across your website, ad, etc. Customers Action Determining who to buy from Leads Prospects Suspects
  45. 45. Powered by Content Marketing
  46. 46. Blog Posts Articles Infographics Webinars Guide Video Curated list Research Date Entertaining Education Awareness
  47. 47. Blog Post: How to screen for good tenants Infographic: Orlando rental price trends in 2015 Webinar: Beginner's guide to investing in real estate Curated list: 7 things every landlord should know Research Data: Dallas rental price trends in 2015 Entertaining Education Awareness
  48. 48. Guide to real estate investing? How to rent your home out Rent ready checklist for landlords Guides & How To Interest
  49. 49. Design Equals Perceived Value
  50. 50. Why hire a property manager? What to look for in Property Manager Guide to hiring a property manager Buying Criteria Consideration
  51. 51. Why choose us? Our Unique Process Case Studies & Testimonials Specials & Promotions Promotional Action
  52. 52. Attract Capture Nurture Meet Sell Nurturing Ramp
  53. 53. Landing Page Content Email Copy Email Sequence Timing Required Assets
  54. 54. 1. Timing 2. Spam 3. Exit Criteria 4. Sales Handoff Key Challenges
  55. 55. The Cost Of Doing Nothing Right Now
  56. 56. 5 - BRANDING
  57. 57. If you are not a brand you are a...
  58. 58. ● 2014 Ernst and Young Midwest Entrepreneur of the Year Winner. ● Maverick of the Year 2013 ● Management Team of the Year 2013 ● 2013 Executive of the Year by the American Business Association ● International Real Estate Company of the Year 2012. ● Gold Stevie for Company of the Year 2013 Renters Warehouse. ● Inc. Hire Power 2013 & 2014 ● United States Army Honored Employer 2013 ● Inc. 500 | 5000 list of fastest-growing privately held companies ● America’s “Best Places to Work” in 2012, 2014 and 2015 by Outside Magazine.
  59. 59. “Market leadership means higher revenue, higher profitability, greater velocity & stronger return on capital.” - Jeff Bezos,
  60. 60. Characteristics of great brands3
  61. 61. STORY(emotion)
  62. 62. Kassandra Rose RentLucky - Seattle, WA
  63. 63. DESIGN(Aesthetic)
  64. 64. Justin Dean Dean & Dewitt - Tampa, FL
  65. 65. CONSISTENCY (Completeness)
  66. 66. “The brand is the most important and sustainable asset of any organization.” - John Simmons
  67. 67. DOWNLOAD THIS PRESENTATION AT: http://bit.ly/sales-dominance
  68. 68. leadsimple.com/sales-course

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