Steve Richard Rainmaker 2015
Transcript of Steve Richard Rainmaker 2015
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Steve Richard Founder Vorsight & VorsightBP
#Rainmaker2015
in/saleskickoffspeaker
@srichardv
Immediate Takeaways to Boost Your Sales Development
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3%
40.5%
56.5%
Prospects Ac+vely Buying 3%
Poised to Begin 40.5%
Not Ready 56.5%
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Right Account Profile #1
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Know Org Chart #2
1. Business Unit 2. Functional Area 3. Level
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Direct Lines #3 Dials to Connect: SB = 17 vs. DL = 12
Time to Dial: SB = 80 sec vs. DL = 45 sec
Time to Connect: SB = 22.2 min vs. DL = 5.5 min DL vs. SB: Director = +46.15%; VP = +147.83%
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Informed Cowboy/girl #4
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SELLING!
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Value of the Meeting #5
Value of Meeting
Time it Takes
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#Rainmaker2015
Active Listening #6
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Truths #7
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The Buying Process #8
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Steve Richard Founder Vorsight & VorsightBP
in/saleskickoffspeaker
@srichardv
Talk to me Goose
Leaders: vorsight.com/DEPT