APPEARANCES
As a long-time sales veteran, I am regularly invited to share my experiences and ideas, as a speaker at business, trade and professional organizations. Below are some of my recent appearances with links to videos when available:
Building Relationships vs. Being Perceived as a Predator: Sales Prospecting in the Trenches
Tewksbury Networkers
June 5, 2017
Tewksbury Networkers
June 5, 2017
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Building Relationships vs. Being Perceived as a Predator: Sales Prospecting in the Trenches
The Society of Professional Consultants September 19, 2016 Visit the SPC website for full event description. |
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I learned more about selling in Ray Mascola's one-hour talk than I did from reading books by sales "experts". Before I heard Ray's presentation to the Society of Professional Consultants (SPC), I proposed solutions without taking the time to understand the needs of my potential customers. Ray clearly explained the benefits of asking open-ended questions and developing a better communications style. His presentation helped me and members of the SPC improve our sales strategies. I highly recommend you ask Ray to share his expertise with your organization.
Rick Pollak, Society of Professional Consultants
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As a guest on Around Town, Ray outlined how he helps his clients get to their next level, specifically to grow their business. Topics Covered Include:
- How to identify the specific business problems which are solved with your company's products.
- Strategies for targeting likely prospects with similar problems and then close new business.
On the program Town Talk, Ray described how executives can work more effectively with their organization, to grow their business. Topics Covered Include:
- Unifying the goals of management, sales and support staff, with a continuous training plan to ensure that the organization stays on track.
- Tips to help clients set benchmarks, compare plan versus level of achievement, and become a trusted advisor to their customer.
Best Practices in Sales and Marketing
Previous Webinar
Previous Webinar
Marketing Expert, Janet Reo and I discussed effective strategies for sales management to work with its marketing department.
Topics Covered Include:
Topics Covered Include:
- How to understand the “buying process” and implement a marketing strategy that addresses that process.
- Strategies for increasing continuous communication between sales and marketing to increase the percentage of prospects to closed business.
How CRMs Help Sales Reps Close Business Faster
Previous Webinar
Previous Webinar
I talked with Janet Reo about the benefits for sales reps in using and maintaining a customer tracking system.
Topics Covered Include:
Topics Covered Include:
- How to use a CRM tool to support the process of understanding the prospects needs so that smarter decisions are made by the sales rep.
- When to use information documented in a CRM tool to request specific resources or price concessions from top management so the rep can more effectively close business.
How Customer Relationship Tools Help Product Development, Marketing and Sales
Previous Webinar
Previous Webinar
Janet Reo and I covered how and why top sales reps share their CRM prospecting notes to a cross section of departments within his/her company, to create a broad support team effort.
Topics Covered Include:
Topics Covered Include:
- Strategies to share documentation with all department, on the progress made with prospects, so sales reps have the whole company involved in growing sales for the company.
- Description of the benefits to senior management who can plan and anticipate resources needed to close key business.
How to Balance Strategic Planning with Tactical Actions
Previous Webinar
Previous Webinar
I discussed the concept that a sales rep is “the CEO of his/her Territory” with Janet Reo. We talked about the need to balance weekly tactical sales tasks with ongoing conversations with marketing to support the overall strategic territory plan.
Topics Covered Include:
Topics Covered Include:
- How to create a continuous feedback loop with marketing departments to ensure that the lead management process is effective
- Strategies to ensure that marketing tools are incorporating messaging that addresses the needs of sales prospects.