1. Sales Management Speed-Change System The Sales Management Speed-Change System “The Fastest Way to More Sales, Better Management & Total Predictability”  Consulting Associates Consulting Associates  Joe Ellers  Paul Clipp  Norman Reid www.joeellers.com www.joeellers.com Speed-Change System Joe Ellers’ Speed-Change System For Sales Professionals & Sales Managers “The Fastest Way to More Sales, Better Management & Total Predictability” Consulting Associates  Joe Ellers  Norman Reid www.JoeEllers.com www.JoeEllers.com 864.654.3997 Copyright 2002, all rights reserved. Consulting Associates How to Simplify Your Prospecting Efforts A Gold Mine … If you dig it Featured Presenter: Joe Ellers

2. Consulting Associates Your Presenter: Joe Ellers- Consultant, Trainer, Speaker & Business Strategist. Author of: -The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

3. Consulting Associates Start with what you want What does a good prospect look like? Type of organization (Will they be there?) Size Potential What else?

4. Consulting Associates Budget some time… What percent of your sales need to come from new customers? Multiply x 2 Schedule it

5. Consulting Associates Sources Referrals Competitors to existing customers Suppliers to existing customers Customers to existing customers Other salespeople Non-competing salespeople Vendors

6. Consulting Associates The old stand-bys Tradeshows Industrial directories Phone book Internet Driving around (Not my favorite) Purchased lists: Trade publications Newsletters Newspapers

7. Consulting Associates Just Say “No” to cold calls Make Lukewarm calls, instead What is your value proposition? Develop references/proofs What job titles need to hear it? Make a survey call first…

8. Consulting Associates Start with the sales/marketing or customer service people Ask for their help Understand what their issues are Translate this into benefit for them Find out what you can do to help them Work it

9. Consulting Associates Summary of action items Define what you are looking for Budget time Develop a list Create a story Track your efforts/results

10. Consulting Associates Presented By: Joe Ellers More learning tools are available for sales managers, executives and sales professionals by visiting; www.joeellers.com Thank You