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Wil Loesel Sales Leadership LinkedIn Prezi

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Wil Loesel

on 3 June 2015

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Transcript of Wil Loesel Sales Leadership LinkedIn Prezi

Business development & marketing.
SMB partnerships.
Entrepreneurial media marketing.
SFX/Clear Channel
Client Liaison, Media
2000-2001
Bloomberg Television
Director, Affiliate Sales & Marketing - West
2005-2011
Game Show Network
Coordinator, Affiliate Sales & Marketing
2002-2005
Time Warner Cable
Manager, New Market Development - East
2011-2013
To lead people, walk behind them.
Sales reps expect credit…
…managers accept responsibility.
Don't be the center of attention...
...leave that to the sales reps.
Invest in the foundation.
Be Accountable.
Address core issues.
Mentor.
Build reputation.
Hire talent.
Develop talent.
Solution proposal.
Product knowledge.
Prospecting.
Strategy.
Sales process.
Customer
consultation.
Created post-Olympic marketing campaign.
Negotiated all appearance fees and terms.
Sales Rep Profiles
I have adopted the
"Challenger Sales Model"
.
Hire and develop a team of Challengers.
About me.
Married ten years to a woman who's so far out of my league that my sales ability should never again be questioned. Father of two beautiful, amazing sons - ages 4 and 2. One of the hardest working men you'll ever encounter. I value integrity and character above all else, both in life and in business.
Leadership.
Career.
Values.
Designed network rebranding materials and project managed awareness campaign.
Sold in Bank of America "Get Schooled Games Tour" sponsorship and designed promotional material.
Created launch team.
Developed strategy.
Monetized channel within 12 months.
"Surround yourself with those whom you aspire to be like, and with those who aspire to be like you." - me
Led national promotional Speaker Series initiative.
The difference between these two scenarios is preparation and training.
Discover specifically what motivates each rep, then establish goals and timelines to maintain motivation and ensure consistently high performance.
Consultant
Salesman
Practice insight selling - not solution selling.
Train, teach and tailor.
Sales reps should become industry experts.
Sell value.
Motivation.
Money is a byproduct of successful selling, therefore, not an appropriate goal for high performing reps.
Launched 33 systems in West, acquiring 5,260,359 subscribers.
San Fran-Oak-San Jose 1,103,709

Seattle-Tacoma 859,718
Denver 504,982
Portland, OR 424,663
Sacramento-Stock-Mod 368,016

Dallas 237,000
Salt Lake City 199,219
Fresno-Visalia 179,196
Colorado Springs-Pueblo 91,557
Spokane 89,318
Eugene 69,039
Albuquerque-Santa Fe 59,457
Tucson (Nogales) 50,637
Monterey-Salinas 46,821
Boston (WA) 42,427
Santa Barbara 32,831
Chico-Redding 15,869
Grand Junction-Montrose 453
Los Angeles* 275,693
Honolulu 194,558
El Paso 40,000
Harligen 40,000
Yuma-El Centro 3,193
Bakersfield 56,386
Anchorage 58,949
Fairbanks 11,949
Juneau 6,804
Reno 33,926
Santa Barbara 11,261
Sacramento-Stock-Mod 6,512
Phoenix 126,075
Tucson (Nogales) 17,490
*former Adelphia-Comcast
Phoenix 2,651
TOTAL: 4,374,912
TOTAL: 553,444
TOTAL: 143,565
TOTAL: 55,699
TOTAL: 56,386
TOTAL: 77,702

TOTAL: 2,651
Growth & Rebranding (year 1)
Fastest growing region.
Secured 45% of national growth.
Secured 59% of total contracts.
394% total growth in region (2005-11).
May-November 2011, acquired 4,189,265 HD subscribers.
San Fran-Oak-San Jose 1,103,709
Seattle-Tacoma 859,718
Denver 504,982
Portland, OR 424,663
Sacramento-Stockt-Mod 368,016
Dallas 237,000
Salt Lake City 199,219
Fresno-Visalia 179,196
Albuquerque-Santa Fe 122,000
Colorado Springs-Pueblo 91,557
Spokane 89,318
Eugene 69,039
Tucson (Nogales) 50,637
Monterey-Salinas 46,821
Boston (WA) 42,427
Santa Barbara 32,831
Chico-Redding 15,869
Grand Junction-Montrose 453
Philadelphia 400,000
Chicago 300,000
Indianapolis 300,000
Nashville 272,000
New York 250,000
Memphis 140,000
Little Rock 64,000
Huntsville 5,000
New York Northeast 1,400,000 New York City 1,132,000
Honolulu 195,000
Bakersfield 56,810
Tampa 720,489
Orlando 460,618
Indianapolis 56,822
Detroit 49,671
Birmingham 36,000
Los Angeles 130,000
St. Louis 130,000
New York City 1,145,000
WEST REGION: 4,819,265
OTHER REGIONS: 6,861,600
HD Launches
May-October 2011
New Product Launch
Highest penetrated region following HD network launch.
Responsible for 41% of national penetration.
Secured 54% of national agreements.
Achieved 75% of 24 month regional goal in initial 6 months.
Full transcript