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Maximize Bussiness Growth with Sales Secrets

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Watch sales experts Tony Robbins, Walter Rogers, Barry Trailer and Mark Roberge discuss sales secrets for maximized business growth.

Publié dans : Business, Formation
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Maximize Bussiness Growth with Sales Secrets

  1. 1. “Success is processional. It results from a series of small disciplines.” - Tony Robbins
  2. 2. “The old ways of on-boarding, training, and coaching sales teams aren’t working for a workforce whose expectations are rapidly evolving. Social, mobile, and real- time are the Table stakes for effective programs to drive change, learning, and productivity.” - Woodson Martin SVP products, salesforce.com
  3. 3. “7 of 8 companies failed to achieve profitable growth, although more than 90% had detailed strategic plans.” - Harvard Business School (Bain consulting study)
  4. 4. UNCOVER SALES SECRETS TO MAXIMIZE BUSINESS GROWTH!
  5. 5. View the full webinar here:!
  6. 6. Meet Your Experts: Mark Roberge SVP Sales and Services at HubSpot @markroberge Walter Rogers CEO of CloudCoaching International and Baker Communications @walterrogers Tony Robbins Author and Peak Performance Strategist @TonyRobbins Barry Trailer Managing partner and co-founder of CSO Insights
  7. 7. CSO Insights! The 2 Millimeter Shift! You don’t need to dismantle and rebuild your entire sales organization or attempt to transform the system overnight.! Source: CSO Insights and CCI!
  8. 8. What’s Different Between Coaching and Non-Coaching Firms?! 2x likely to be a trusted partner than non-coaching firms! ! 2x as likely to be viewed as a preferred vendor! ! +17% hit their quota! ! +24% forecast deals won!
  9. 9. Pathways to Growth! “Success is processional. It results from a series of small disciplines.”! ! -Tony Robbins!
  10. 10. The Three Pillars of Progress! III. Get Into Action! Unlock & Unleash Alignment & Integration= Power Achieve Success Contribute Celebrate Massive Action II. Get the Best Strategies/ Mentor/Tools/ Map/Coaching for Results I. Get Laser-Focused, Make It Clear & Compelling What? Why?
  11. 11. ! ! !MASTER THE SALES TEAM MEETING! Purpose: Team Goal Review and Alignment! Nobody improves just by calling out a number. Within the environment of the sales team, conversation is the currency of growth. ! D2
  12. 12. Most Companies Align by Function! MARKETING SALES Generate inbound leads Convert leads Ø  Campaigns focused on Mary and Erin Ø  Weekly Marketing status meetings Ø  Targeting company-wide lead goals Ø  Persona-specific sales processes Ø  Weekly sales status meetings Ø  Targeting person-specific revenue goals Deliver Leads Deliver Customers SERVICES Make customers successful Ø  Product-specific services process Ø  Weekly services status meetings Ø  Targeting product- specific customer success goals
  13. 13. HubSpot Aligns by Buyer Persona Owner Ollie Team (1-100 employees) Marketing Mary Team (100-2,000 employees) Enterprise Erin Team (2,000+ employees) Group Sales & On-Boarding 1-to-1 Sales & On-Boarding Multi-Level Sales & On Boarding Ollie Marketing Ollie Sales Ollie Services Mary Marketing Mary Sales Mary Services Erin Marketing Erin Sales Erin Services
  14. 14. DISCIPLINE 2 !
  15. 15. ! ! ! !LEARNING HUDDLES
 
 ! ! ! !RIDE-ALONG/ CALL-ALONG! D3 D7
  16. 16. HubSpot Example:! ! “FILM REVIEW”!
  17. 17. HUBSPOT EXAMPLE! PERFECTING THE DEMO!
  18. 18. HUBSPOT EXAMPLE! COACHING ON ONE SKILL!
  19. 19. ! ! ! !MASTER 1:1 MEETING! D8 StrategyStoryState
  20. 20. HUBSPOT EXAMPLE! MEETING WITH MANANGERS AND HAVING METRICS DRIVEN!
  21. 21. HOLD SALES TEAM ACCOUNTABLE FOR EFFECTIVE COACHING!Morning Afternoon 1st Day of Month 2nd Day of Month VP Meets with Director Ø  Review Skill/Development Plans for each sales person Director Meets with Manager Ø  Review Skill/Development Plans for each sales person Manager Meets with Sales Person Ø  Discuss qualitative performance Ø  Review individual metrics Ø  Co-Create Skill/Development Plan Sales Person / Manager Independent Reviews Ø  Think through qualitative performance Ø  Review individual metrics Ø  Think about Skill/ Development Plan
  22. 22. Diagnose the Skill Issue: Start at the Top! * Data has been altered from actual HubSpot data for the purposes of this presentation Each Color Represents a Different Sales Rep
  23. 23. Diagnose: 
 “Peal Back the Onion” on Metrics for More Insight! Lead-Worked-to-Connect Ratio Connect-to-Demo Ratio * Data has been altered from actual HubSpot data for the purposes of this presentation
  24. 24. Co-Creating the Skill/Development Plan! ONE-ON-ONE AGENDA Ø Self assess qualitative performance Ø Self assess quantitative performance Ø Agree on a skill to work on – prefer one Ø Co-create a development plan Ø Schedule the plan
  25. 25. HUBSPOT EXAMPLE! COACHING ONE SKILL!
  26. 26. THANK YOU!

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