target research - plan - execute v3 smart ceo
DESCRIPTION
People Stretch Solutions is an expert in sales development, leadership, emotional intelligence and sales technology. They pioneered a world-class suite of sales assessments and leadership assessments that will take the guesswork out of understanding your people's strengths and weaknesses.TRANSCRIPT
Target – Research – Plan - Execute
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About SmartCEO’s Content Studios • Providing companies with competitive differentiation thru the use of content and stories.
• Responsible for smartceo.com and SmartCEO Magazine.
• Core offerings
• Thought Leadership
• Roundtables
• Webinars
• Feature driven videos
• Videos that sell
• Content for print & web
• Platform for exposure.
• Core mission is to help companies attract new business with content.
About People Stretch
People Stretch Solutions is an expert in sales development, leadership, emotional intelligence and sales technology. They pioneered a world-class suite of sales assessments and leadership assessments that will take the guesswork out of understanding your people's strengths and weaknesses. Core offerings:
• CEO Advisory • Advanced sales training • Advanced sales management training • Senior executive training plans • Creating job profiles for the right sales person • Leadership development programs • Organization for sales and maximizing your CRM
Stay Tuned until the end for a great offer!
Target
• Demographics: characteristics that can be uncovered easily (often without a conversation)
• Cultural: characteristics that require interaction in order to determine
Look at your Best Customers and identify these 2 kinds of criteria
Focus List
Identify companies that fit your ideal client profile
Pick the appropriate number of accounts to focus on to establish rhythm and avoid getting overwhelmed.
Research the Hunt
• Company History • Decision-scape • Individual History • Future Direction of Its Industry • Competition
Corporate History (Part 1)
• Corporate Website • Shareholder Statements (10-q/k’s) • Trajectory of company(past)? • Future direction of the company?
Corporate History (Part 2)
Search Washington Sport and Health CEO
Other search options: - What are people saying about company x - Company x in the news
Decision-Scape Clues
Go to CEO’s LinkedIn Page and look at: People Also Viewed Section on right side of page, about half way down
Individual History
Individual History
Industry Landscape and Future Trends
Search for press releases or association websites
Competition
Search for press releases or association websites
Target – Research – Plan – Execute (in practice)
1. Introduc,on 5 Words: Hi ________________ (first name), its ____________________________________ (first name, last name).
2. STOP Stop. Don’t say a word un>l they respond. Respond appropriately (and have fun).
3. Permission Is it ok if I take 10 seconds and tell you why I called? 4. Posi,oning Statement
1. I help ____________ (>tle) ___________________ who are ___________(emo>onal word) _________________ about ________________(posi>oning statement) ____________.
5. Permission II Can I ask you a ques>on?
Scripting (Part 1)
6. Two Examples (Speak slowly and deliberately. Pause for effect. Slow down.)
I speak with a lot of (>tle)…And the two things I’ve been hearing the most of lately are: Example #1 __________________________________________ Example #2 __________________________________________
7. Discussion
Do either of those ring true for you? Which one? Tell me about that…
8. Helper Ques,ons
How long has this been on your radar? When did you first no>ce?
9. Close Is that a problem? Does it makes sense to schedule a follow up >me to talk about this a liTle further?
Scripting (Part 2)
Offers you can’t refuse OFFER 1: People Stretch is offering a free assessment! http://tinyurl.com/PSSFreeAssessment
Value add of free sales assessment screening
1. Learn to look for the sales dna that differentiates between good and great sales people.
2. Learn how to avoid sales people who present well in interviews but can't sell themselves with any consistency.
3. Learn key areas to develop to help potential sales person grow into top performer
4. Learn what self limiting beliefs to look for that cause sales people to fail.
OFFER 2: Smart Content Studios is offering a free 60 minute content consulting session!
How to get in touch
Please send an email to [email protected] Or to reach Alex directly [email protected]
Sites: www.smartcontentstudios.com
& www.peoplestretch.com