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Targeting Your Sales Strategy at the Vancouver Board of Trade

t is said that we are all in sales, but do we truly understand sales? This interactive and engaging evening will help you better understand customer behaviours, motivations, and how you can target the right customers throughout the entire sales process. Following presentations from an expert panel, guest will have the opportunity to ask questions through a moderated discussion.


What you will learn by attending:
The ABC's of customer targeting
Seven key principles to building a bullet proof sales process
Scaling up sales efforts without scaling up staff

About the speaker:

Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World. Shane is also the sales trainer for BuildDirect Technologies and Instructor and co-founder of the Langara College Online Professional Sales Certificate Program

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Targeting Your Sales Strategy at the Vancouver Board of Trade

  1. 1. Targeting Your Sales Strategy @ShaneGibson Targeting Your Sales Strategy With Shane Gibson
  2. 2. Targeting Your Sales Strategy @ShaneGibson Getting the Deal “Most people use the relationship to get the deal. The reality is… The relationship is the deal” -@BillGibson1
  3. 3. Targeting Your Sales Strategy @ShaneGibson Bullet-proofing your process 1. Always keep the deal and the relationship moving forward 2. Raise the barrier to exit 3. Raise the barrier to entry 4. Get rid of anything unproductive 5. Keep focused on your game all of the time
  4. 4. Targeting Your Sales Strategy @ShaneGibson You are a decision maker
  5. 5. Targeting Your Sales Strategy @ShaneGibson TimeTime EnergyEnergy AbilityAbility MoneyMoney ReputationReputation Your Assets
  6. 6. Targeting Your Sales Strategy @ShaneGibson CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN A Absolute B Beneficial C Convenient High Yield & Larger Investment Lower Yield & Smaller Investment Pro-Active & High Relation- ship Selling Passive & Lower Rela- tionship Selling The ABC‘s of Targeting
  7. 7. Targeting Your Sales Strategy @ShaneGibson Do your ABC’s on: • A prospects • A steps • A corporate activities • A education opportunities / networking opportunities • A personal activities
  8. 8. Targeting Your Sales Strategy @ShaneGibson A List • 10 A category referrals and power centers you absolutely must make more time for next month • 10 A category prospects that need more attention or an immediate follow-up tomorrow • 5 A category “vital signs” that need to be executed consistently – (set a goal) • 5 A category personal areas that need more focus to help me lead a balanced and momentum filled personal and business life
  9. 9. Targeting Your Sales Strategy @ShaneGibson Bullet-Proof Sales Process 1. Do your ABC’s on Everything 2. Master Value Added Follow-up 3. Qualify People for Proposals and Quotes 4. Use a Schedule not Emotions 5. Sell by the Signals 6. Use a social crm 7. Learn to scale
  10. 10. Targeting Your Sales Strategy @ShaneGibson “Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.” - Stephen King
  11. 11. Targeting Your Sales Strategy @ShaneGibson Source: National Dry Good Association (USA) Why Frequency Works • 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling • 25% make two calls and stop • 15% make three calls and stop • 12% make three calls and continue. These people are responsible for 80% of all sales
  12. 12. Targeting Your Sales Strategy @ShaneGibson 1. Attraction Stage 2. Exploration Stage 3. Development Stage 4. Commitment Stage 5. Unity Stage The 5 Relationship Development Stages Flirtation A Few Dates Steady Dates Engagement Marriage A Stranger An Acquaintance An Associate A Friend A Best Friend
  13. 13. Targeting Your Sales Strategy @ShaneGibson The 5 Relationship Development Stages 1. Attraction Stage 2. Exploration Stage 3. Development Stage 4. Commitment Stage Potential Supplier Short Term Supplier Developing Supplier Trusted Long Term Supplier Trusted Advisor & Partner Watching Testing Bonding Trusting Entrusting 5. Unity Stage
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  17. 17. Targeting Your Sales Strategy @ShaneGibson
  18. 18. Targeting Your Sales Strategy @ShaneGibson Social Selling CRM SCRM Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM
  19. 19. Targeting Your Sales Strategy @ShaneGibson Nimble CRM
  20. 20. Targeting Your Sales Strategy @ShaneGibson
  21. 21. Targeting Your Sales Strategy @ShaneGibson
  22. 22. Targeting Your Sales Strategy @ShaneGibson
  23. 23. Targeting Your Sales Strategy @ShaneGibson
  24. 24. Targeting Your Sales Strategy @ShaneGibson Scaling Your Sales Efforts
  25. 25. Targeting Your Sales Strategy @ShaneGibson
  26. 26. Targeting Your Sales Strategy @ShaneGibson Scale Through Partnership
  27. 27. Targeting Your Sales Strategy @ShaneGibson Summary 1. Focus on your A prospects, customers, lead- sources and activities 2. Be a master of added-value follow-up 3. Use a social crm 4. Proactively book key activities 5. Monitor signals (sell to receptive customers) 6. Always look for ways to scale

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