Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%
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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/scott-baird Session Overview Griffin Hill brings a systematic approach to high achievement through Sales Process and Plays, Metrics, and Coaching. Through our performance technology, we bring increased success ratios. Simply put - our client’s sell more, faster; In fact, we help shorten sales cycles up to 66%. We subscribe to the Law of Human Performance –people perform to deadlines. An integral part of the Griffin Hill Integrity Sales System is “Schedule Next Event” or SNE – this is the key to shortening sales cycles. A “SNE” constitutes 1. Time, Place, Date – Certain, and 2. Purpose of the meeting mutually understood. This alleviates friction in the sales process, sets the expectation toward the close, and qualifies for interest. The Schedule Next Event is key to sales acceleration. It will have one of the most significant impacts on shortening the sales cycle and bringing in more cash, profits, and revenue at a much faster rate.
Transcript of Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%
#SalesSummit | @Your twitter handle
#SalesSummit | @Your twitter handle
More Revenue… Faster! Shorten your sales cycle up to
66%
#SalesSummit | @Your twitter handle
Systematic Approach
“We are all the product of the systems we employ. We can never reach a level of achievement higher than the quality of our systems.”
- Dr. Scott Baird
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Systematic Approach
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Systematic Approach
• Increase Success Ratio
• Rapid, Substantial, Sustainable Sales
• Sell more… faster
• Shorten Sales Cycle – as much as 66%
… therefore, more revenue faster!
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PROCESS & PLAYS
• Milestones that mark progression
• Stack the odds of success
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Rapport
Positioning
Benefit
Proof
Schedule Next Event/Permission
PROCESS & PLAYS
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Schedule Next Event/Permission
Activity with your Sales Teams:
• Number of Prospects
• % with a Scheduled Next Event
What is that number?
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Schedule Next Event/Permission
Defined:
• Time, Date, Place - Certain
• Purpose mutually understood
#SalesSummit | @Your twitter handle
Schedule Next Event/PermissionActivity with your Sales Teams:
• Number of Prospects
• % with a Scheduled Next Event
• % with actual Scheduled Next Event Time, Date, Place – Certain Purpose Mutually understood
What is that number? (Often find it is less than
10%)
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Purpose:
• Alleviate friction in the sales process
• Sets the expectation toward the close
• Qualifies for interest
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Principles:
• Law of Human Performance: People perform to
deadlines!
• Salesperson credibility
• Saves time and work
• Increases the likelihood of advancing the sale
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Schedule Next Event/Permission
Examples:
SNE: “Let’s get together to talk about your goals and your
priorities… [how does Thursday morning look for you?]...”
Permission: “Let’s talk about your goals and priorities, do
you have 30 minutes right now where we could go a little
deeper?...”
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
• Alleviate friction in the sales process
• Sets the expectation toward the close
• Increase Success Ratio
• Sell more… faster
• Shorten Sales Cycle – as much as 66%
#SalesSummit | @Your twitter handle
Free Stuff:
www.griffinhillconsulting.com/summit
More Information:
