Here’s someone who walks the talk! Thank you to Cindy Hazen with Sales Executives, Inc. for rewarding my referral with a cookie bouquet. More referrals to come.
To all that attended our “Six Keys to Jumpstarting Sales in 2011” this past week, thank you, once again, for investing in your professional development with the Boyens Group®.
We received completed feedback forms from twenty-eight of the thirty-one attendees and I’m delighted to report that the workshop received a rating of 4.64. As a reminder, a score of “5” indicates that the workshop was valuable and a score of “1” indicates that the workshop was not valuable. What makes this rating even more pleasing is that we had such a diverse audience (i.e., salespeople, sales leaders and corporate executives representing thirteen different companies). While we received a lot of positive comments, the tools/processes/concepts that received the highest scores were: 10 Keys to Generating Referrals, Objection Response Library, Email templates, Unique Value Proposition (UVP) exercise and Stand FIRM© Action Plan/Internal Cost Justification.
The key to success in 2011 will be the successful integration and execution of the tools, processes and concepts that you learned/practiced during the workshop. The next 30-days are critical if you want to reap a positive return on your investment. Make the changes and reap the benefits!
We remain committed to helping everyone achieve their business goals, so please let us know how we can support you going forward.
I wish you all a very happy and prosperous new year. Over the past two weeks I did enjoy some down-time with my family in observance of Christmas. That was great! Now it’s back to work. Time to grab the wheel again and steer the course for a fast start to 2011. Let’s start with assessing the business that we have with our existing customers. In order to increase your share of wallet with existing customers you need to know how much business you have with them today and identify that business by departments. The next step is to determine how much more business is available in other departments with that customer. We’ve created a 12 Point Account Penetration Check List that allows you to determine what share of wallet you have with existing customers and helps you strategize getting more of it. I’ll be covering this in great detail during our January 12th Sales Productivity Workshop in Nashville.
Don’t let complacency of existing clients bite you in the buttocks!
