Additional information
by Mort Greenberg (Author)
TOP TAKEAWAYS
1) Immediate improvement of your customer and seller experience
2) Access to toolbox of 35+ worksheets to enhance your selling process
3) Way to visualize sales excellence to drive new business
THE IDEA FOR THIS BOOK
At almost every job my first efforts would be to create new system to improve the customer experience. This usually meant simple, but graphically appealing Excel workbooks and PowerPoints. Regularly people reach out and ask me to email them a certain form or template. Then one day a previous boss called and said at his new job they gave him a link to a server to download all of their sales tools. He said not only did he recognize the forms, but they all still had my name in the properties. That was the idea to one day put all of my most requested items into one book.
WHO IS THIS BOOK WRITTEN FOR
This book is for sellers and sales managers or anyone that would like to one day become a seller or sales managers. If you are looking to help improve how you or others on your team sell, this is the perfect sales training program in the palm of your hand.
WHAT YOU WILL FIND INSIDE OF THIS BOOK
150+ pages in a workbook format to improve your sales process. Section 1 // Revenue vs. Sales (Why You Sell vs. The Process of Selling). Section 2: Scaling Outreach to Beat Your Revenue Goals // Goal tracking and benchmarking, and Introduction of "Minimum Daily Activity - The 5's". Section 3: How to Find Best Prospects and Stand Out // Plan your prospecting ahead of time., "Sales Emails" 3 - 5 bullet sentences. Section 4: Sales Writing & Employing Empathy // Social media, Sales writing and Phone skills. Section 5: Put in The Time Before, During & After Meetings // Information collection and sharing with customers before the meeting to make the most of your interaction. Section 6: "The Nine Tool" To Inform Your Sales Process // Interviews, buyer experience, Non-customers, S.W.O.T, 4-Actions, New strategies, 8 slide internal deck, 9 slide external deck: 10 and:30 second elevator pitches. Section 7: Forging exceptionalism // Your thoughts & words matter, Avoid anger & Keep your ego in check, Failure, It is a good system, No Surprises, Own the effort!, Lead by example. Section 8: Maximizing Communication- LLTQC // LOOK / LISTEN / THINK / QUESTION / COMMUNICATE. Section 9: Seven Step PR to Gain Inbound Leads and Drive Revenue // PR = Public relations & press releases - Do both!, Section 10: Personal & Team Development Tools // Personal battle boards, Sales velocity calculator, Marketing plans and more. Section 11: If there is a revenue gap Find it. Fix it. // Don't wait for clients to show you the problem. Section 12: Additional resources to improve YOUR revenue // Be relentless!
