This session will identify the most relevant business triggers for our targets. It will also discuss how to find them by using research and social media to make connections. You will leave with an overview of your business and the tools you can use to find them.
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John Barrows – World-Class Sales Trainer – Filling The Funnel
FOLLOW THE FOUNDATION
We will discuss the fundamentals of prospecting success and outline the mentality, approach, and specific activity numbers that are required to excel. You will leave with:
The It is crucial to stay relevant Sales As the profession evolves, automation is a constant.
How to apply AIDA (the fundamental process of selling) to prospecting
This equation breaks down your unique numbers and leads to success
IDENTIFY YOUR TARGET
This session will discuss the importance of segmenting clients and the nuances involved with identifying the right clients to spend our time. This session will leave you with:
This is a process that allows you to segment and refine the account list into Tier1, Level 2, and Tier3.
How to balance quantity and quality in prospecting activities
How to make your Tier1 Hit List, and what you can do with it
KNOW YOURAUDIENCE
We will be looking within our target accounts for executives to help us find them and teach how to speak their language so we can maximize our chances of receiving a reply. This session will leave you with:
A description of the Power Line as well as the characteristics of a Champion
Avoid certain words, phrases, and approaches when you are e.-Calling or mailing executives
The Top three priorities of C-level executives from 10 core industries
FIND YOUR REASON
This session will identify the most relevant business triggers for our targets. It will also discuss how to find them by using research and social tools. With this, you will be able to:
A list of business triggers you can listen to to determine the value that your solution offers
How to locate business triggers in your target accounts
How to access information and triggers for your accounts
DEVELOP YOUR MESSAGE
This session teaches you how to create messaging that attracts the attention of key executives and earns the right to continue the conversation. This session will leave you with:
The traditional Elevator Pitch is a failure
How to attract multiple attention-Grabber statements that can either be used in calls, or e-Mails
How to create a Messaging Matrix that is based on priorities and triggers
DELIVER YOUR PHONE MESSAGE
We will focus on the delivery of your message by phone, using a structured and best-practice approach. With this, you will be able to:
How to create and deliver the “Winning Call”
There are specific weak introductions you should avoid and strong introductions that you can use to make calls.
How to leave voice mails that focus them on your value proposition before they hang up
DELIVER YOUR EMAIL MESSAGE
This session focuses on communicating your message through e-You should use a certain structure and best-practice approach to mail. You’ll leave with:
How to write the “Why You, Why You Now” e-A 15-inch drive for mail-Executives have a 20% success rate in responding to inquiries.
YOUR CONTACT STATEGY
You will use all the knowledge from previous sessions to develop a contact strategy that drives consistent, efficient prospecting. You’ll leave this session with:
How to implement a multi-user policy-Contact strategy that is different from the norm and adds value to every touch
The To maximize time management, you can use the difference in your Tier1 and Tier2 accounts contact strategies
INTEGRATE SOCIAL SELLING
This session will discuss how to incorporate social selling into your business process in order to drive results and build your brand. You’ll leave with the following:
The two major components of social selling are clearly defined and explained.
What technologies, tools, and resources can you use to maximize social selling?
How to incorporate social selling into your daily life
CONTROL YOUR TIME
In this session we address how to improve your time management skills while also figuring out which prospecting approaches work and which ones don’t. You’ll walk away with:
How to identify your various approaches and how to split test them to find which ones work
How to track and measure results while focusing your time
The Consistent improvement is key
Your instructor
John Barrows
John Barrows
Download immediately John Barrows – World-Class Sales Trainer – Filling The Funnel
John Barrows He made over 400 calls per week, grew Thrive Networks into a $10 million a yearly company, and took every training he could to further his career. Staples purchased Thrive. John Basho was the team that resonated the most with him, and he joined them. Basho John Basho was the only trainer to actively market their services every day. Basho was the next trainer. John JBarrows launched sales training and has trained sales representatives around the globe at companies such as Salesforce, Google, Box, and Box.
Course Curriculum
Filling The Funnel
Intro and Ressources (1:45).
Lay The Foundation (6:00).
Identify The Target (5.48)
Know Your Audience (11:35)
Find Your Reasons (11.52).
Get your message across (4:18).
Delivering your message (phone) (8.35)
Delivering your message (email) (4.19).
Implement Your Contact Strategy (4:09)
Integrate social selling (3:42).
Manage Your Time (3.47)
“John’s online portal is a total game changer. It goes beyond the one day training and allows reps to stay connected to John!”
Laura Holmes, Salesforce Senior Manager
What are other people saying?
WINNING SALESTECHNIQUES
John He has the gift of being able to communicate winning sales strategies in a way that is simple to understand, retain, and most importantly, implement. His passion for selling is unstoppable. He makes you a better sales person, period. Anyone looking to grow their company and increase their sales team would be well served by him.
-Vincent Verducci, Regional Sales Manager
HIGHLY RECOMMENDED
Anybody who wants to increase sales should take my recommendation. John’s trainings. JohnHis knowledge of traditional and nontraditional sales techniques and sales methodology is what sets him apart from other sales trainers.
He is not limited to his trainings. John Is down-To-earth and is eager to help others succeed.
-Dan Houck Commercial Sales
TRAINING THAT STICKS
We have hired John We hired him to train our BDRs and Growth segments AEs at a crucial time at Talkdesk. In less than two weeks, his training became the core of our entire outreach strategy. Already we are seeing an increase in email responses and increased rep confidence when cold calling. More meetings of value have been set up for Dreamforce 2017.
Trainings can involve reps being disconnected from their phones for a period of time, then ignoring everything they have learned. Trainings can keep you interested and motivated to make positive changes. John He is a solid member of the latter group and we are expecting a successful quarter and beyond due to him. I cannot stress enough how valuable his training was and will continue to be.
– Ilan Kopecky, Inside Sales Leader in Development
ULTRA LOGICAL APPROACH
For the past 10 years, I have been a geek about personal and training development. JohnIt is high-integrity, ultra-Your logical approach to selling, prospecting, and closing the deal stands out from the rest by a mile. Great coaching. John! Let me know when the book deal is done! (It can’t get much further …)
– Mac Strong Territory Manager
JBARROWS TRAINING IS IMPLIED BY COMPANIES
FREQUENTLY ASKED QUALITIES
How long does the training take?
Each course includes exercises and takes approximately 6 hours. We do not fill your course with fluff. We focus on providing you with tactically relevant content that can be used immediately to help you sell more. We recommend that you set aside 60-Each session lasts 90 minutes and you should do one each week.
What if I am not satisfied?
We are confident that you will find many ways to close more sales. We will refund any money you do not feel that you have gained value from the training.
Where can I find the training?
The training can be accessed from any place you have an internet connection. The Your office, home library, library, tablet or phone. All of our content is hosted in the cloud, so it’s accessible from any device.
What is the difference in your training and those offered by other organizations?
Our online sales training program is different from other programs because of many factors. The content is the first. This is exactly the same content John Some of the fastest-growing companies have benefited from our services. Our production quality is another defining feature. All content has been professionally recorded, edited and mastered. We ensure that all content is current and up-to-date. The Even a few years back, the sales landscape has changed.
Who is this course intended for?
This course is intended for B2B professionals who wish to improve their skillset and further their career. Filling The Funnel It is all about building a huge fat pipeline. It’s great both for SDRs and BDRs, who spend most of their time on the phone, and account executives who do their prospecting.
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Course Features
- Lectures 0
- Quizzes 0
- Duration Lifetime access
- Skill level All levels
- Students 0
- Assessments Yes