Sales Execution Wins
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Presentation by Bob Marsh delivered at the Bizdom Sales Startup event on April 18, 2013.
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Sales Execution Wins
- 1. Sales Execution Wins Bizdom Sales Growth Event April 18, 2013 Bob Marsh CEO, LevelEleven
- 2. • Live in Bloomfield Township • Married with three kids: 6, 3, and 4-months! • Grew up in Orchard Park, NY – was a big Bills fan! • College at John Carroll University outside Cleveland – played on college golf team 1 Background
- 3. 2 Background 20 years in sales. What I learned along the way… Retail 1992 – 1996 That being genuine makes you stand out 1996 - 1997 How to segment and target your message DigitalDecision 1997 - 2000 Startups, online marketing & networking 2000 - 2000 That I hated not selling 2000 - 2012 How to sell, hire, train and scale 2012 - ??? Building a business, team, biz model, fundraising
- 4. 3 LevelEleven The Company LevelEleven empowers managers to create competition around anything that can be tracked in Salesforce.com. It’s wickedly easy-to-use, takes 20-minutes to install, and results are immediate. • Over 70 paying customers • Rapid early growth business • #1 gamification app in the Salesforce AppExchange
- 5. 3 Things 4 1. Be the Expert 2. Help them Buy 3. Build Your Sales Machine … a few other tips
- 10. 9 Be the Expert
- 11. 10 Be the Expert
- 12. 11 Help them Buy
- 13. ©2010, ePrize® LLC - CONFIDENTIAL 12
- 14. ©2010, ePrize® LLC - CONFIDENTIAL 13
- 16. 15
- 17. 16 Build your sales machineStep 1 Make your list
- 18. 17 Build your sales machineStep 2 Set Basic Metrics
- 20. 19 Build your sales machineStep 3 Commit to Tracking
- 21. 20 Build your sales machineStep 4 Be a Content Machine
- 22. LevelEleven growth 21 Leads/mo - all
- 24. A Few Other Thoughts 23 • Do it yourself to start • Early on, charge something! • When hiring, the candidate is selling • Always be recruiting
- 25. Help Them Buy 24
- 26. Bob Marsh CEO, LevelEleven (313) 373-5542 bob@leveleleven.com Twitter: @bobmarsh5 LinkedIn: linkedin.com/in/bobmarsh5 25 Thank you!
Editor's Notes
- Study about choice – too many options overwhelmsGrocery store – 24 jars of jelly versus 624 – more people stopped by but drastically less bought24 jars resulted in 2 sales6 jars resulted in 12 salesTendency to present lots of options to show how robust you areProblem is that it’s paralyzingAlso can come off that you’re not listeningBe an expert – understand their situation and tell them what they need
- Good better best is the right general approachThree options – you chooseSurprise them: option A simple, option B perfect, option C find more $Ask what they thinkIf you’ve set yourself as expert, they ask what you thinkNever had someone pick option A, never lost on priceThree levers: (1) Scope / # of users, (2) When decide, (3) Payment terms