Target – Research – Plan - Execute

People Stretch Solutions is an expert in sales development, leadership, emotional intelligence and sales technology.

They pioneered a world-class suite of sales assessments and leadership assessments that will take the guesswork out of understanding your people's strengths and weaknesses.

Transcript

1. Target – Research – Plan - Execute + +
2. About SmartCEO’s Content Studios •  Providing companies with competitive differentiation thru the use of content and stories. •  Responsible for smartceo.com and SmartCEO Magazine. •  Core offerings •  Thought Leadership •  Roundtables •  Webinars •  Feature driven videos •  Videos that sell •  Content for print & web •  Platform for exposure. •  Core mission is to help companies attract new business with content.
3. About People Stretch People Stretch Solutions is an expert in sales development, leadership, emotional intelligence and sales technology. They pioneered a world-class suite of sales assessments and leadership assessments that will take the guesswork out of understanding your people's strengths and weaknesses. Core offerings: •  CEO Advisory •  Advanced sales training •  Advanced sales management training •  Senior executive training plans •  Creating job profiles for the right sales person •  Leadership development programs •  Organization for sales and maximizing your CRM
4. Stay Tuned until the end for a great offer!
5. Target •  Demographics: characteristics that can be uncovered easily (often without a conversation) •  Cultural: characteristics that require interaction in order to determine Look at your Best Customers and identify these 2 kinds of criteria
6. Focus List Identify companies that fit your ideal client profile Pick the appropriate number of accounts to focus on to establish rhythm and avoid getting overwhelmed.
7. Research the Hunt •  Company History •  Decision-scape •  Individual History •  Future Direction of Its Industry •  Competition
8. Corporate History (Part 1) •  Corporate Website •  Shareholder Statements (10-q/k’s) •  Trajectory of company(past)? •  Future direction of the company?
9. Corporate History (Part 2) Search Washington Sport and Health CEO Other search options: -  What are people saying about company x -  Company x in the news
10. Decision-Scape Clues Go to CEO’s LinkedIn Page and look at: People Also Viewed Section on right side of page, about half way down
11. Individual History
12. Individual History
13. Industry Landscape and Future Trends Search for press releases or association websites
14. Competition Search for press releases or association websites
15. Target – Research – Plan – Execute (in practice)
16. 1.  Introduc,on   5  Words:    Hi  ________________  (first  name),  its   ____________________________________  (first   name,  last  name).   2.  STOP     Stop.      Don’t  say  a  word  un>l  they  respond.  Respond   appropriately  (and  have  fun).   3.  Permission   Is  it  ok  if  I  take  10  seconds  and  tell  you  why  I  called?   4.  Posi,oning   Statement   1.    I  help  ____________  (>tle)  ___________________   who  are  ___________(emo>onal  word)   _________________  about   ________________(posi>oning  statement)   ____________.       5.  Permission  II   Can  I  ask  you  a  ques>on?   Scripting (Part 1)
17. 6.  Two  Examples   (Speak  slowly  and   deliberately.    Pause   for  effect.    Slow   down.)   I  speak  with  a  lot  of  (>tle)…And  the  two  things  I’ve   been  hearing  the  most  of  lately  are:       Example  #1   __________________________________________   Example  #2   __________________________________________       7.  Discussion       Do  either  of  those  ring  true  for  you?   Which  one?   Tell  me  about  that…   8.  Helper  Ques,ons       How  long  has  this  been  on  your  radar?   When  did  you  first  no>ce?   9.    Close   Is  that  a  problem?   Does  it  makes  sense  to  schedule  a  follow  up  >me  to   talk  about  this  a  liTle  further?   Scripting (Part 2)
18. Offers you can’t refuse OFFER 1: People Stretch is offering a free assessment! http://tinyurl.com/PSSFreeAssessment Value add of free sales assessment screening 1. Learn to look for the sales dna that differentiates between good and great sales people. 2. Learn how to avoid sales people who present well in interviews but can't sell themselves with any consistency. 3. Learn key areas to develop to help potential sales person grow into top performer 4. Learn what self limiting beliefs to look for that cause sales people to fail. OFFER 2: Smart Content Studios is offering a free 60 minute content consulting session!
19. How to get in touch Please send an email to rick@smartceo.com Or to reach Alex directly alex@peoplestretch.com Sites: www.smartcontentstudios.com & www.peoplestretch.com