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Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV

SalesITV's customers have achieved results including a 4X increase in opportunity to new business conversion with the help of these strategies.

This slide deck is a part of a webinar on coaching pipeline conversion before EOFY with Australia's leading authority on sales performance, Dean Mannix.

Dean covers:
• Specific coaching strategies you can include in weekly sales meetings
• A model for creating greater structure and momentum on specific deals.
• Team-focused strategies for building intensity and urgency between now and June 30

Watch the complete recording here: http://info.salesitv.com.au/webinars/coaching-eofy-conversion

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Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV

  1. 1. Dean Mannix @deanmannix
  2. 2. © SalesITV - All Rights Reserved.
  3. 3. © SalesITV - All Rights Reserved.
  4. 4. © SalesITV - All Rights Reserved. Break-up the Timeframes and Clarify Priority Activities May 5 – May ? May/June ? – June ? June ? – June 30 •  Prospecting •  Re-engaging current prospects •  Finalise solutions and pricing •  Engage on contractual terms •  Do favours •  Build commitments •  Engage other stakeholders •  Test desire to pre-pay •  Re-engage current prospects face-to-face/ via phone •  Finalise solutions/ pricing •  Engage on specific contractual terms •  Build urgency around relevant and credible time constraints •  Conversion discussions •  Collecting and chasing agreements •  Managing delivery/ implementation/ securing payment
  5. 5. © SalesITV - All Rights Reserved. Identify Limiting Beliefs •  Closing before June 30 will be hard because... •  Closing this deal before June 30 will be hard because...
  6. 6. © SalesITV - All Rights Reserved. Identify Likelihood of Conversions
  7. 7. © SalesITV - All Rights Reserved.
  8. 8. © SalesITV - All Rights Reserved. Quantity Level of Commitment
  9. 9. © SalesITV - All Rights Reserved. Coach Re-engagement
  10. 10. © SalesITV - All Rights Reserved. Deliberately Coach and Build Prospect Commitment •  Define conversion outcomes pre- meeting •  Define conversion closes pre-meeting •  Role play setting prospect expectations on pre-June 30 delivery •  Debrief meetings from conversion/ urgency/ commitment perspective
  11. 11. © SalesITV - All Rights Reserved.
  12. 12. © SalesITV - All Rights Reserved. Create Visual Urgency •  Put it on the wall
  13. 13. © SalesITV - All Rights Reserved. •  Individual pipeline meetings fortnightly to test progress Increase Pipeline Review Frequency
  14. 14. © SalesITV - All Rights Reserved. •  Individual pipeline meetings •  Team discussion weekly •  5 Must Ask Questions – Sales Pipeline Review Increase Pipeline Review Frequency
  15. 15. © SalesITV - All Rights Reserved. Communicate Progress and Activity •  Individual pipeline meetings •  Team discussion weekly •  Share the wins!
  16. 16. © SalesITV - All Rights Reserved. Shorten Timeframes •  Work in weeks vs. months/quarters
  17. 17. © SalesITV - All Rights Reserved. Shorten Timeframes •  Work in weeks vs. months/quarters •  Use the real EOFY close date
  18. 18. © SalesITV - All Rights Reserved. Shorten Timeframes •  Work in weeks vs. months/quarters •  Use the real EOFY close date •  DocuSign agreements
  19. 19. | Supporting Your Conversion Sprint... © SalesITV - All Rights Reserved. Call us on + 61 2 8306 7770 Or email sales@salesitv.com

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