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!
Greenberg, Mort: - For the past 25 years Mort Greenberg has been a salesperson and sales manager for technology start-ups and larger media companies. These companies have included a variety of fund-raising efforts, larger and small, to IPOs, and several mergers and acquisitions. Fighting his way up from an Account Executive to a role as a division President with 800+ employees, including 103 sellers delivering $220 million of annual revenue, you can guess there were many challenges that needed to be overcome. From the early Internet days at Excite.com he was fortunate to be part of a team that sold 5% of all ad revenue on the Internet in 1996 ($13M of $268M). He was among some of the first to create the marketplace for digital advertising. Being part of a small group tasked with rebuilding the revenue efforts for the search engine Ask Jeeves was a highlight for him and the group he worked with, right through its acquisition for $1.9 billion five years later. Learning lessons of the need for speed in decision making came from his time with Tel Aviv based Metacafe at the start of the Online video industry. Much of his career has been about finding ways to be creative and do more with less resources. While at organizations like IAC InterActiveCorp, NBC Universal, Nokia and iHeartMedia he spent time developing systems to simplify go to market strategies. During his Nokia days he traveled the globe and learned from some of the most talented coworkers you could find in Brazil, Argentina, Mexico, England, Finland, Germany, UAE, India, Singapore and more. Along the way he launched two of his own companies, FitAd and MindFlight, and learned the hard way that start-ups are not always successful. Since 2016 his time has been spent with a private equity firm to improve and grow 18 media properties in the military, defense, history and home and garden categories. The #1 lesson he has learned in the past few years is that by improving people's revenue mindset, business problems are healed, and teams motivated through innovation that new revenue affords.
