12. Book Whitepapers Case Study Testimonials Awards
NetCom
Overview –
Video
NetCom
Overview –
Onepager
NetCom
Overview –
Talking Points
NetCom
Capability
Brochure
Course Catalog
Category and
vendor Flyers
Webinars
CLO insight
Summit
Corporate
Learning Week
Sarder TV
interview
Learning
Movement
LinkedIn Sales
navigation
License
Discovery.Org
Assessment
Quiz
CRM Email
Templates
Student Portal
Corporate
Portal
Learning CMS Learning Pass
Promotions Website Blog Social Media Leads Inside Sales
AMB Contacts Call List Instructor/SME Management
Sales Tools
13. Sales Tools
1. What
2. Why
3. How
4. Who
5. When
6. Where
7. Q&A
Contents
Russell Sarder
Author, Entrepreneur & CEO of Learning
Notes de l'éditeur
Instructor Talking Points
# of Trainers
Size of Database
Average Experience
Business model designed for Enterprise Customer
What
Why
Who
When
Where
How
Example
What
Why
Who
When
Where: https://www.netcomlearning.com/catalogs/
How
Example
What
Why
Who
When
Where
How
Example
What
Why
Who
When
Where
How
Example
What
Why
Who
When
Where: https://www.netcomlearning.com/
How
Example
Discussion Topics
Territory Management
Opportunity Management
Lead balancing
Incoming Vs Nurtured Lead
We brainstormed the names yesterday during our meeting.
New - incoming - this is all new leads being assigned to EC's, entering the CRM thru' the Lead Distributor tool
New - Direct - this is all new leads being assigned to EC's, entering the CRM thru' a mass import, excel upload, assigned to ECs by a human before lead is entered in CRM, or manually created by EC
Returning - this is all leads that already exist in the system are being reassigned from another EC who may have left, or may be part of NetCom Account and is nurtured / recycled based on recent activity.
What
Why
Who
When
Where
How
Example
Stories
Conversation with Peter about (Marketing Degree + Sales Experience, Thank Peter, Thank Jamie / already impactful (Lessons – Marketing Acumen)
NetCom Learning CMO’s background – 2 graduate degrees (Master of science, Pharmaceutical Marketing, Sales Role in AstraZenica) (Lesson – Marketing and Sales Acumen)
Customer Journey – Marketing role + sales role (Learn to connect the dots), Develop your marketing acumen, sales acumen and business acumen
Leticia and Yang requested me to moderate and present today. Thank you for trusting me to communicate on your behalf. I Love marketing. Marketing is too important to be left to marketing department. (HP founder)
What I plan to cover today
What
What types of sales tool have we build for the sales team?
Why
Why did we build those tools?
How those tools is going to help you attract, retain and grow your customer base?
How those tools is going to help you to reach your input an output target?
How
How to use those tools effective?
How can you maximize the value out of those tools?
Who
Which tool is relevant for what target group? (Individual, Corporate, Government)
Which tools are for enterprise customer?
When
When to use the tool during your sales cycle? (Visits, prospecting, upselling, events etc.)
6) Where
Where are the located?
7) Example
30+ Tools
It’s requires 8 hours of training to cover all the topics
We will focus on 3 tools only
It’s easy to conduct 8 hours session, but difficult to deliver one hour session
Imagine 20 minutes TED talks