ITEXPO West 2013 presentation: 10 tips on Doubling Your Sales

1. Doubling Sales
Angela Leavitt
Peter Radizeski

2. Description
• It's no secret many telecom and cloud providers are struggling
for sales - it's an in increasingly competitive market and
businesses are facing shrinking budgets.
• This session will consider these trends and discuss 10 tips any
service provider can use to increase sales by as much as
100%.
• We’ll also share the 15 Marketing Must-Do’s.
• http://blog.tmcnet.com/on-rads-radar/2013/05/doubling-your-
sales.html

3. Speakers
Angela Leavitt
Chief Mojo-Making Officer
Mojo Marketing
@MojoMktg
Peter Radizeski
Chief Mojo-Fying Officer
RAD-INFO, Inc.
@radinfo

4. 10 Ways to Double Your Sales
1. Hire a coach or mentor
2. Get top-notch sales training
3. Learn to say “NO!”
4. Don’t just prospect, target – Go Niche
5. Establish trust fast with testimonials & social proof
6. Ask great questions and listen
7. Improve time management – Respect the Money Hours
8. Upsell, cross-sell
9. To get referrals, GIVE referrals
10. Form great partnerships

5. 1. Hire a coach!
• Sports teams have
coaches & trainers to
help them to peak
performance.
Why wouldn’t you?

6. Selling Has Changed
Some days does it feel
like no one wants to
talk to you??

7. 2. Get top-notch sales training
• Improve individual sales skills!
• Get better at asking open ended
questions, asking for the sale,
and getting buy in.
• Doctors, Lawyers, CCIE
continually train/CEU
• “Don’t wish it were easier…wish
you were better.”
– Jim Rohn

9. 3. Learn to say “No.”
• Walk away from tire kickers or
those who are not a good fit.
• 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.

10. “There are 5 obstacles in
every sale – no need, no
money, no hurry, no desire,
no trust.
The best prospects have an immediate need – a pain point – coupled
with a budget (they can afford your services) and trust.

11. 4. Go Niche!!
• Niche messaging resonates more
– Open rates increase
– Engagement increases
• “Experts” can charge more
• Trust is implied

12. Research Different Niches
• Start with your current customer database
• Determine which niches are more receptive to your unique
positioning
• Survey the niche
– Are they receptive to cloud?
– What are their pain points?
– What’s their “language”?
• Develop case studies

13. 5. Establish trust – fast!
• The biggest factor in sales is TRUST
• The prospect has to buy 3 times
during a 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.

14. 6. Ask great questions, and 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.

15. If you don’t listen, you
don’t sell anything.
Carolyn Marland
Managing Director
Guardian Group

16. 7. Improve time management
• Follow your sales process with more discipline.
• Sales can be time consuming – quotes, proposals, contracts,
follow-ups, emails, demos…
• You have to get through the sales process faster.
• Automate what you can (templates).
• If 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.
You = Your Calendar* *Calendars NEVER lie.
- Tom Peters

17. Money Hours
• Routines, habits are the secret to
success – something that
Stephen Covey preached as well.
• What are Money Hours?

18. 8. Upsell Current Customers
• Another way to increase
sales is to sell more to your
current customers. Adding
features – like call
recording or voicemail-to-
text – will not only give
you incremental growth, it
will make the customer
stickier
• UPSELL
• CROSS-SELL
• INCREASE ARPU.

19. 9. Get referrals by giving them
• Identify people who are very
well connected
• Identify people who like to
make introductions
• Connect on Social Media
• Don’t ask first…instead offer
something of value to the
connector.
• Eventual goal: become a
connector yourself

20. 10. Form strategic partnerships
• “Plug in” to partners who
already have the knowledge
and processes in place.
• This greatly increases speed
to market and gives you
instant expertise without the
hassle and expense of hiring
and training
• Ex: Intelisys & Telapprise

21. THE 15 MARKETING MUST-DOs
1. USP
2. Biz cards (High Quality or Unique)
3. Networking
4. Website
5. Local Search
6. Social media (maybe)
7. On-message email signatures
8. Email marketing
9. Cold Calling
10. Referral Programs
11. Blogging
12. Content
13. Guest Blogs
14. Key Influencers
15. PR

22. USP = Unique Sales Proposition

30. Final Words of Encouragement

32. Nothing is so contagious
as enthusiasm.
Samuel Taylor Coleridge

33. Low Price is Your Kryptonite
Lowering your price won’t
double sales. That’s order
taking. Low price means
less margin, less revenue.

34. Questions?

35. Angela Leavitt, Chief Mojo-Making Officer
@ gimmemojo.com
Peter Radizeski, sales/mktg consultant
@ sellecom.com