Nov 18 webcast_crush_it

Dec 2, 20140 likes231 views

5 Tips on how to crush your sales quota. Sales VP and author Lori Harmon shares tips on how to exceed your numbers with proven sales tools and techniques. Watch webinar at http://livehive.com/5-tips-on-how-to-crush-your-year-end-quota/

Today’s Presenters!
Micheline Nijmeh!
CMO, LiveHive!
@livehive!
Lori Harmon!
Sales Executive,!
Author!
@Loriharmon!

Agenda!
How LiveHive makes every sales engagement matter!
Top 5 tips to C.R.U.S.H. your quota!
Questions and answers!

Deepest Engagement Analytics in the Industry
!
Real- time,
Engagement Analytics
Top
Prospect Ranking
Extensible
Content Sharing Platform
!
Sales Engagement
Platform!

C! ontract:!
Establish an Up-Front Contract (UFC)* for every meeting!
C!
• Outline what will take place in sales
process
!
• Agree to timeframe and agenda at start
of every meeting
!
• Agree to next steps at the end of every
meeting
!
• Always put the UFC in writing!
!
*Sandler Sales Training!

R! ecognize buying signals and qualify early !
• What makes a buyer qualified to
purchase your solution?!
• Do they have a problem your company
can solve?!
• Are they willing and able to make a
change?!
• “No” is as important as “Yes”!

nderstand U! the buying process!
• What is the decision criteria?!
• Who is involved in the process?!
• What is the process? !
• How does the process get executed?!
!

S! ocial Selling – Master it!!
• 46% of reps using social selling make
their quota (Aberdeen) !
• Online professional networks are #1
resource for buyers (IDC)!
• 84% of C-level execs use social to
make buying decisions (IDC)!
!
• 50% of the purchase process is
complete before a rep is involved (IDC)!

old Yourself Accountable!
H!
• Write and follow a written plan !
• Keep it positive!
• Know all you control is your activity
and behavior !
• Keep your commitments!
No
Excuses!

!
!
!
!
#crushyourquota!
!
Questions?!
@Livehive!
marketing@livehive.com!
!
!

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Nov 18 webcast_crush_it

2. Today’s Presenters! Micheline Nijmeh! CMO, LiveHive! @livehive! Lori Harmon! Sales Executive,! Author! @Loriharmon!

3. Agenda! How LiveHive makes every sales engagement matter! Top 5 tips to C.R.U.S.H. your quota! Questions and answers!

4. Deepest Engagement Analytics in the Industry ! Real- time, Engagement Analytics Top Prospect Ranking Extensible Content Sharing Platform ! Sales Engagement Platform!

5. Delivers real-time insights of email and document engagement Real-time engagement ! Email Open! Real time alerts when email is received and opened! Cloud Storage Integration! Attach documents from a number of cloud storage services! ID new profiles when shared! Receive profile and social media information and location for recipients of a re-shared Salesforce Integration! Salesforce.com email templates! Real-time insights automatically sync’d w/ Salesforce ! ! ! document! Mobile! Deep analytics on ANY MS document and pdf, right on your mobile device ! ! ! analytics! Get all the same real-time insights of viewer engagement, even after your document download! ! Document Views! See exactly which pages are engaging your recipients on any MS document and PDF! ! Integrated with common business tools!

6. Agenda! How LiveHive makes every sales engagement matter! Top 5 tips to C.R.U.S.H. your quota! Questions and answers!

7. C! ontract:! Establish an Up-Front Contract (UFC)* for every meeting! C! • Outline what will take place in sales process ! • Agree to timeframe and agenda at start of every meeting ! • Agree to next steps at the end of every meeting ! • Always put the UFC in writing! ! *Sandler Sales Training!

8. R! ecognize buying signals and qualify early ! • What makes a buyer qualified to purchase your solution?! • Do they have a problem your company can solve?! • Are they willing and able to make a change?! • “No” is as important as “Yes”!

9. nderstand U! the buying process! • What is the decision criteria?! • Who is involved in the process?! • What is the process? ! • How does the process get executed?! !

10. S! ocial Selling – Master it!! • 46% of reps using social selling make their quota (Aberdeen) ! • Online professional networks are #1 resource for buyers (IDC)! • 84% of C-level execs use social to make buying decisions (IDC)! ! • 50% of the purchase process is complete before a rep is involved (IDC)!

11. old Yourself Accountable! H! • Write and follow a written plan ! • Keep it positive! • Know all you control is your activity and behavior ! • Keep your commitments! No Excuses!

12. Agenda! How LiveHive makes every sales engagement matter! Top 5 tips to C.R.U.S.H. your quota! Questions and answers!

13. ! ! ! ! #crushyourquota! ! Questions?! @Livehive! marketing@livehive.com! ! !

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