Top Dog Sales and Marketing Training

1. Top Dog Training Sales and Marketing Training for Small Businesses Working Dog Multimedia, Inc. 1

2. Week One Know Thyself and Customer Uncover your personal value and your business value. Learn how to clearly differentiate from the competition Understand your prospect and the real value you bring. Identify qualified prospects vs. unqualified Identify strategic partners Accountability in sales Take Away Perfected 30 second commercial The cost of change for your prospect, versus the cost of not changing Targeted messaging to your individual markets Clear list of strategic partners and a sales call sheet for each Working Dog Multimedia, Inc. 2

3. Week Two Prospecting and Cold Calls Create a list of hot prospects – who, what, why, how and when Pre-call Plan Networking – maximizing leads Ways to “cold call” – think in and out of the box Converting your prospect into the sales process Post Call Plan Take Away Hot prospect list – all information Pre-call planning worksheet Post call planning sheet Prospecting strategy / plan and ways to measure effectiveness Working Dog Multimedia, Inc. 3

4. Week Three The Sales Process Learning the five stages of the sales process: initial meeting, pain, motive, economics, closing Funnel Movement Objections (Identification and handling) Hitting the brick wall in the process and how to get moving again Closing the deal Take Away Hot prospect list – all information Pre-call planning worksheet Post call planning sheet Prospecting strategy / plan and ways to measure effectiveness List of objections and three ways to handle each Working Dog Multimedia, Inc. 4

5. Week Four Creating Your Sales Strategy Identifying gaps that exist currently in your process Understanding profitability in sales and cost of sales in business Writing your sales plan – including short term and long term goals Measuring your sales plan Strategy for Up-selling and cross selling to your existing customers Take Away CRM strategy Final sales strategy document in alignment with business strategy and goals One year sales goals and projections Month-to-month goal analysis Activities tied to plan Working Dog Multimedia, Inc. 5

6. Week Five Lead Generation Tools Prospecting, lead acquisition tool identification – customized for your business Email campaigns, email platforms that are cost effective and setting up your email campaign Clear understanding of content that is relevant to your prospects How to write a case study and best ways to deliver the case study Seven hit strategy – planning for seven tools to get you in front of your prospects Take Away Email platform and an html design for immediate use Newsletter template for immediate use Case study written for immediate use 3 clear stories for future case studies or content Lead generation plan sheet and measurement goals Working Dog Multimedia, Inc. 6

7. Week Six Social Marketing Strategy The right way to launch a social marketing campaign vs. the wrong way Understanding of four main platforms: Facebook, YouTube, Twitter and Linkedin How to setup and manage your social platforms Content to post on your social platforms Using your platforms for lead generation, referrals and customer interfacing Take Away Facebook page, Linkedin business group, Twitter setup and a business YouTube channel and easy steps for one-click posts to all platforms Ten articles to post immediately A Twitter, FB and Linkedin guide for reference Guide for measuring effectiveness Working Dog Multimedia, Inc. 7

8. Week Seven Your Web Platform Evaluation of existing websites Search Engine Optimization, organic search tools and adwords Using Google analytics to measure web activity Why blog? Setting up a Wordpress blog Take Away Wordpress Blog Three blog posts Google analytics setup and handbook for understanding ongoing evaluation Plugins and forms to get information from your web traffic Working Dog Multimedia, Inc. 8

9. Week Eight Video Why you use it and how you use it Types of video production and identification of usage How to shoot video with a Flip camera (we will actually shoot each other’s video in class) Editing video with your Flip camera Getting your video out to the web Take Away Video strategy – calendar and topics for video production and placement Completed video overview of your company (shot, edited and loaded to social sites) Flip camera for immediate use Creative topics for video Working Dog Multimedia, Inc. 9

10. Week Nine Podcasting and Webinars Why you use podcasts and how to use for best results. Using your referral and networking partners as part of the podcast When is a webinar or in-house seminar appropriate and what topics are relevant? Setting up your webinar How to tape a podcast Platforms that make sense Take Away An audio interview podcast and placement on itunes Ways to sell through webinars Free webinar platform A strategy for getting exposure to the maximum number of prospects in minimal time Working Dog Multimedia, Inc. 10

11. Week Ten Monetizing Your Efforts Creating a strategic partner (channel) sales force and tools for your partners Ways to obtain funding for your ongoing marketing through “creative thinking” Forming an advisory board – creating a peer to peer plan with the training group Presenting your sales and marketing plan Getting immediate referrals Take Away Five strategic partners and packaged tools for partners to sell Five referrals from the group Peer to peer calendar and advisory group creation A completed sales and marketing strategy Working Dog Multimedia, Inc. 11