Sales Acceleration Archives - The Closers Group

DOES YOUR 2024 MARKETING PLAN ADDRESS?

Written by Allan Colman on January 2, 2024. Posted in Allan Colman, Keynote Speaking, Sales, Sales Acceleration, Speaking and Workshops.

Does your 2024 Marketing Plan Address?

1. The Economic Buyer?
2. Overlooked Assets?
3. Hidden Assets?
4. Opportunity Mindset?
5. Value Creation?
6. Customers Experience?
7. Unique selling proposition?
8. Competitor analysis?
9. Marketing Strategy?

Answer these today and tomorrow and know what your most important marketing opportunity is today – and then get it.

Accelerate New Revenue in January —

Written by Allan Colman on December 14, 2023. Posted in Allan Colman, Conversion Rate Optimization, New Business Development, Sales Acceleration.

ACCELERATE NEW REVENUE IN JANUARY —

From Startup to Accelerating Revenue in 90 Days

Written by Allan Colman on November 16, 2023. Posted in Allan Colman, Entrepreneurship, Keynote Speaking, New Business Development, Sales, Sales Acceleration, THE REVENUE ACCELERATOR.

Purchase here – https://lnkd.in/guRaytBT

From This Morning’s Sales Seminar – Pre-Meeting Preparation

Written by Allan Colman on November 2, 2023. Posted in Allan Colman, Entrepreneurship, Keynote Speaking, Sales, Sales Acceleration, Speaking and Workshops.

FROM THIS MORNING’S SALES SEMINAR

Pre- Meeting Preparation

1. How do you define the current relationship?

2. What is the client/customer’s satisfaction with your work? Can you be sure?

3. What are your contact points within your own company/firm and all those of the client’s?

4. How do you rank yourselves on activities considered important by your customers and how would they rank you on:
A. Understanding their business?
B. Client/customer focus?
C. Dealing with unexpected changes?

5. Before deciding on the best approach to the prospect, does your relationship need reinforcing? Do you even have a relationship?

6. What internal pressures on your client might impact their receptivity to additional purchases from you?

7. Who is (are) the final decisionmakers, the user of your service or product plus a budget/finance executive?

Our Amazon Best Seller, THE REVENUE ACCELERATOR, can be acquired at:

https://amzn.to/3tODe5V

#salescoaching hashtag
#revenuegrowth # Entrepreneurship
…see more

From One of My Seminars – “Why Should I Hire You?”

Written by Allan Colman on October 31, 2023. Posted in Allan Colman, Sales, Sales Acceleration, Speaking and Workshops.

From One of My Recent Sales Seminars

WHY SHOULD I HIRE YOU?

When preparing a proposal, getting ready to make a pitch, or in the middle of negotiating a contract, you must know what’s on the prospect’s mind. Here are the questions in their minds. How many can you answer?
1.    Do you know what’s happening in our marketplace?
2.    Can you possibly understand the pressures I’m under?
3.    How can I measure your results?
4.    Can you describe the risks I’m taking if I hire you and your firm/company?
5.    What do you know about our competitors and their products?
6.    How do you typically provide information to your customers and clients?
7.    How can you support me in my dealings with the executives and Board of Directors?
8.    How do you bill?
9.    As you think about staffing this engagement, who are the people you will assign?
10.                       What are your expectations for earning our business?
11.                       Tell me 3 reasons why your are better than Company/Firm X.
12.                       Beyond your Diversity Committee, what do you really do?
13.                       Do you understand how we communicate internally?
Now, go back, get ready, really prepare, and win that new business.
The Revenue Accelerator,our Amazon Best Seller, can be acquired at
https://amzn.to/3tODe5V
# Sales Presentations # Revenue Growth #Entrepreneurship

IT’S NO BULL -Listening Should Permeate Sales Training

Written by Allan Colman on October 23, 2023. Posted in Allan Colman, Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

IT’S NO BULL!
– Listening Should Permeate Sales Training

The art of listening should permeate sales training (yes training). It is a critical part of every marketing plan and be a strategy to use during every concerted business development opportunity. Listening and responding to a client or prospect’s needs are imperative if you want to win or keep a client.

One IBM sales training rule was get your client talking 60% of the time. Plan your questions ahead, address their needs and present your solutions. And it will demonstrate how important to you relationship building is.

No bull – don’t just show up and offer new products or advice.

#Sales Consulting, #Entrepreneurship, #Revenue Acceleration

SEIZE THOSE OPPORTUNITIES

Written by Allan Colman on October 12, 2023. Posted in Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

SEIZE THOSE OPPORTUNITIES –

Phases 2 and 3 of “CLOSING THE DEAL”

2. Meet ’em: Making Connections and Seizing Opportunities

“Meet ’em” carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.

3. Get ’em: Continuing to Expand Your Prospect Base

The process of meeting new prospects doesn’t end with securing one contract. To “get ’em” continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.

#Sales Skills #Entrepreneurship #Accelerate Revenue

Are You In The “Closing Zone”?

Written by Allan Colman on October 11, 2023. Posted in Allan Colman, Asking for Business, Conversion Rate Optimization, Sales Acceleration.

ARE YOU IN THE “CLOSING ZONE?

4-Phases that Lead to the Closing Zone

We have perfected a winning formula for business development that leads sales professionals to the coveted “Closing Zone.” Winning new business is a multi-faceted process consisting of four essential stages, each contributing to long-term success. Topics such as these and others are explained in Allan’s keynotes and seminars.

THANKS JEFF:
“A few weeks back, I attended a Keynote “The Profit Lab” and a follow-up seminar led by Dr. Allan Colman. It was focused on building new revenue using methods that will be helping me grow. I’m already putting several of the potential accelerators into action.”

Jeffrey Koven, CEO of Koven Video Productions

1. Find ’em: Identifying Your Best Prospects

The first stage revolves around identifying and understanding your best prospects. This encompasses three primary sources of new business development: existing clients, referrals, and new prospects. Merely having a list of names is not enough; you must delve deeper into the origins of these contacts.

Research companies and agencies, identify key executives and professionals, and gain comprehensive insights into their businesses. Familiarize yourself with the challenges they might be facing and their competitors. The more you know, the better equipped you’ll be to engage with them and follow through successfully.

FOLLOW THE SECOND PHASE NEXT POST!

#Revenue # Prospecting # Entrepreneurship

Don’t Do This In Sales !

Written by Allan Colman on September 28, 2023. Posted in Allan Colman, Conversion Rate Optimization, Sales, Sales Acceleration.

DON’T DO THIS IN SALES!

Quotes from our recent survey of business professionals regarding what DID NOT WORK in Sales:

1. Don’t offer to manage what they already have;
2. Don’t rely on good results but not building relationships;
3. Don’t buy a table at a charitable event, and then not show up;
4. Don’t send too many people to a meeting or pitch;
5. Don’t take calls during a meeting.

In our next post, we’ll review this same group of business professionals said about what DOES WORK in Sales.

#Sales # Sales Management # Business Development

Thankyou Jeff for a great review

Written by Allan Colman on September 26, 2023. Posted in Conversion Rate Optimization, Entrepreneurial Startups, Entrepreneurship, Sales, Sales Acceleration, Speaking and Workshops.

A KEYNOTE THAT MADE ME MORE PRODUCTIVE

A few weeks back, I attended a Keynote “The Profit Lab” and a follow-up seminar led by Dr. Allan Colman. It was focused on building new revenue using methods that will be helping me grow. I’m already putting several of the potential accelerators into action.

#Revenue #businessaccelerator
#losangeles