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Filling the Funnel

This program is meant for anyone who is responsible for generating qualified meetings with target accounts. The main focus outbound prospecting into new accounts but the program is also relevant to teams who deal with inbound leads and also ones who need to get more business from existing accounts.

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SETTINGTHE STAGE

  • The Death of the Average Sales Rep
  • Context over content
  • The Science vs the Art of Sales
  • Know Your Success Equation
  • The fundamental process of Sales — AIDA

DEFINE YOUR TARGET

  • The details of account segmentation and prioritization
  • Your tailored, targeted and templated approaches to each segment

TARGET YOUR RESEARCH

  • Identifying the triggers that align with your solution
  • Efficient research to find the triggers/reason to reach out to your accounts

KNOW YOUR PERSONAS

  • The Power Line and pros/cons of top-down versus bottom-up approach
  • Understanding the current top priorities and challenges of the executives you reach out to so you can speak their language

DEVELOPING THE MESSAGE

  • Characteristics of effective Attention Grabbers' that earn interest in the first 5-15 seconds
  • A messaging formula to generate multiple Attention-grabbing statements
  • Exercise: Develop Attention-Grabbing statements using the messaging formula. Submit for review and feedback,

DELIVERING YOUR MESSAGE (EMAIL)

  • The optimal amount of personalization in an e-mail
  • The "AIDA" e-mail approach
  • E-mail examples and templates

DELIVERING YOUR MESSAGE (PHONE)

  • The difference between weak and powerful introductions over the phone
  • Breaking through the noise with calls and voicemails that get a response using the "Winning call"
  • Linkedln voicemails and video calls
  • Exercise: Develop an AIDA e-mail to one of your Tierl Accounts

LEVERAGE SOCIAL

  • Leveraging social listening tools and to get alerts on triggers for your Tierl accounts
  • What to look for and how to look for it
  • Creating your morning routine

BUILDING YOUR PERSONAL BRAND

  • Why building your personal brand is so important
  • The key to authentic brand building
  • Sharing content with context

IMPLEMENT YOUR CONTACT STRATEGY & STRUCTURE YOURAPPROACH

  • The optimal contact strategy
  • Structuring your 'tailored' approach to your Tierl accounts
  • Setting up your morning routine
  • Owning your calendar

Driving to Close

This program is meant for anyone who is responsible for full-cycle sales for both new and existing accounts. It provides a framework and structure that any sales executive can use to more efficiently manage clients through the sales and/or renewal process.

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OBJECTIVE NEGOTIATIONS

  • What it really means to negotiate
  • The Rule of Reciprocity versus Quid pro Quo
  • The objective components of the buying and selling process
  • Creating a common language with your prospect, management and partners
  • Objectively assess the true "health" of any deal
  • Establish and maintain control throughout the entire sales process
  • Ensure accurate forecasts based upon measurable prospect actions
  • Exercise: Build your Give/Get Scorecard

MEETING THE CHALLENGE

  • The main challenges of meetings
  • Your meeting preparation checklist
  • Confirming and controlling meetings
  • Follow up to align expectations, gain commitment and earn respect

THE IMPACT OF QUESTIONS

  • Aligning your questions to your different personas
  • The 3-4 problem oriented topics to focus on
  • The different types of questions and when and how to use them
  • Exercise: Create your impact questions segmented by persona

EXPECT THE OBJECTION

  • Your common objections
  • Knowledge is power and preparation is key
  • How and when to use specific objection handling techniques

KNOWWHEN TO CLOSE

  • Why closing is difficult
  • The different type of closing styles and the pros and cons of each
  • How and when to use the different closing techniques

LEVERAGE SOCIAL

  • Leveraging social listening tools and to get alerts on triggers for your Tierl accounts
  • What to look for and how to look for it
  • Creating your morning routine

BUILDING YOUR PERSONAL BRAND

  • Why building your personal brand is so important
  • The key to authentic brand building
  • Sharing content with context

IMPLEMENT YOUR CONTACT STRATEGY & STRUCTURE YOURAPPROACH

  • The optimal contact strategy
  • Structuring your 'tailored' approach to your Tierl accounts
  • Setting up your morning routine
  • Owning your calendar