Transcript: INSIDE SALES COSTA RICA DEVELOPMENT FCL / LCL SB MANIFEST STRATEGY & PRODUCTIVITY “Supply Chain Risk Assessment and Management in the Liner Shipping Industry Under High Uncertainties” What's next? Director of study: Dr. Ramin Riahi Supervisors: Prof. Dr. Jin Wang Dr. Zaili Yang DEVELOPMENT Reviewing closely the results of those activities in order to achieve higher results. Implement a new tool for the Tic@ report. Improve quote control = follow up DEVELOPMENT
Transcript: Wave 2 July 2014 Adapting to the new Market for Talent Sourcing - headhunting Long term relationship building v transactional pay off & bring in the creativity mark. Sourcing is creativity to every process. Referral lunches, linkedin sharing (Francis McGuire share or the trending pic from deck), twitter sourcing, linkedin sessions educating, boutique approach, boolean, make the business sell our message. Wave 1 CMT win a new deal 150 execs in 6 months New recruitment team is built Lessons Continued: Engage with the team ASAP - Reward (new bonus in Accenture globally), Legal (new contracts), Field HR (SAP IDs, more for people advisors), big impact to everybody. Macro v Micro: Streamlined approach - daily stats don't work in recruitment, its about end results. Partner with the business more on deals and no more ridiculous time lines i.e 10 in 4 Education Team effort CMT Voda November 2014 9 Inside sales executives LinkedIn recommedations High quality candidates Shares GOAL! Quality sourcing Business Update September 2014 10 inside sales executives Outcomes Quality v Quantity Industry experts/Trusted advisors Building long term relationships
Transcript: OK lets get this show on the road BBQ TEAM TEST IDEAS BBQ TEAM ISR TEAM INSIDE SALES
Transcript: Know your team Be familiar! * How can we improve the win rate without compromising the morale and efforts of the rep? 1. Get new business 3. Improve existing business Tracking Success Do the hard work! Be a facilitator What are your goals? Questions Answered Quantity Time is of the essence, so we need to be able to predict which dead accounts to pursue actively. What separates YOU from the faces they see every day? 1. New business 2. Dead business 3. Existing business 1. Product associations- Knowing the products allows you to maximize the potential of a customer. 2. Back-ordered products- Can be used to get a foot in the door. 3. New opportunities- Be flexible. Associate products! 1. US Compounding is well equipped to formally train new employees on products, tools and strategies. Bottom Line Basic Strategies 1. Computer Software -Research, Keeping score 2. Clinic Services - Get them on your team! 3. Support - Advocate frequent communication 4. Marketing Material - Only use valuable material! 4. Teammates - Don't be afraid to ask! 5. Leadership - Be transparent so they know how to keep you motivated. 1. Computer software (RESEARCH!) 2. Phone 3. Email 4. Fax 5. Cards/Shipping US Compounding Sales Training Item Assumption Actual Quota (ISR) $10,000 $3,600 Deal Size $500 $300 Deals Won 20 12 Opportunities 300 220 Win Rate 6.67% 5.45% Predicting value in dead accounts 2. The inside sales team will meet periodically to discuss winning strategies and adaptation techniques. This will allow us to reach maximum potential as a team. Know your tools *The most important figure on this list, starting out, might be the "Deal Size" because that number will probably be a consistent figure that we can base our strategies around in the future. Use your position! 2. Revitalize dead accounts Relationships Built Resources 1. Autonomy 2. Variety 3. Community 4. Opportunity *We need to be able to research previous objections so that we can predict what objections we will face with a given account. *History can be a good indicator of volume in dead accounts. I don't believe that it should be the only indicator. Know your target Know yourself Be more than just a salesman. Robot telemarketing doesn't work! Inside Sales Keep their interest in progress. How to prepare *As reps, we need to know when to cut ties with an account. What are indicators that an account will not be valuable? Provide distinct services! Know your products * This is only a starting point until we gather sufficient data to compose our own models. This should not be used as a meter-stick for performance as we really don't know what to expect. Make inside sales appealing! Problems Solved Success, in this position, has many different faces. Recognizing those faces of success is very important. At the end of the day, how and where did you win? How can you get more wins tomorrow? Based on Jim Harvey's speech structures Valuable Feedback New Business Performance Scale 1. Leadership 2. Teammates a. Service b. Support c. Outside Reps d. Inside Reps Set up for their lay-up.
Transcript: Eren ULGU Inside Sales Inside Sales Selling a product remotely Securing potential leads Depends on technology Telephone - E-mail - Social Media No physical interaction Assists growth of companies What Is Inside Sales? What Is Inside Sales? How and Why is Inside Sales Useful? Cost & Time Efficiency How and Why is Inside Sales Useful? Zero transportation costs Reduces the final price of the product Cost Efficiency Cost Efficiency More customers in less time Reduces man-hours spent Time Efficiency Time Efficiency Creates a competitive final Price and more profit What Are the Duties of an Inside Sales Representative? What Are the Duties of an Inside Sales Representative? Meeting or Exceeding Quotas Finding New Customers Assisting Leads in Purchasing the Product Identifying Potential Needs Maintaining Returning Customers Adaptable Unending Desire to Learn & Improve Empathetic Strong Communication Skills Perseverance What Qualities should a Representative have? What Qualities should a Representative have?
Transcript: Eco douche by Zoë Gubbels DOUCHE ECO OUR COMPANY OUR COMPANY - 'op je - AT A GLANCE AT A GLANCE PEOPLE PROTECTED PEOPLE PROTECTED 2013 2014 Click to edit this text Click to edit this text Click to edit this text Click to edit this text 2015 2016 LOCATIONS LOCATIONS City 1 City 3 City 2 SPECIALITIES SPECIALITIES OUR TEAM title OUR TEAM Name title Name title Name title Person with long name person with long title Name OUR PRODUCTS OUR PRODUCTS HEALTH HEALTH LEVEL BENEFITS Gold Silver Bronze IMPORTANT TAKEAWAY IMPORTANT TAKEAWAY LIFE LIFE LEVEL Gold BENEFITS Silver Bronze IMPORTANT TAKEAWAY IMPORTANT TAKEAWAY CAR CAR LEVEL Gold BENEFITS Silver Bronze IMPORTANT TAKEAWAY IMPORTANT TAKEAWAY HOME HOME LEVEL Gold BENEFITS Silver Bronze IMPORTANT TAKEAWAY IMPORTANT TAKEAWAY HISTORY HISTORY Established Expanded Today First major product TESTIMONIALS TESTIMONIALS STORY 1 STORY 1 STORY 2 STORY 2 STORY 3 STORY 3
Transcript: So, what on earth does inside sales do exactly anyway?? Existing Resources Roadmap to an IR IR and Campus Mission IR Funding Toolkit Digital Commons Overview Tailored examples from Digital Commons Researchers What does the IR market look like? An overview: Tying Into Outreach, CS, and Dev Magic! Obviously. A Rigid Market: ~ 1,700 colleges and universities in core US market (CC 18-22) >250 institutions using Digital Commons and counting 82 accounts >40% (in the sales pipeline) Thoughts, questions, and input?? 3) The Misguided Librarian: doesn't see the vision and scope of the IR; doesn't see the IR as a campus-wide initiative; unfounded commitment/confusion about open source vs. open access and open source vs. hosted 4) The Invisible Librarian: evaluating IR platforms including Digital Commons without reaching out to us Building the ideal IR and IR manager from Day 1! Potential Resources Intro to an IR toolkit DC vs. Dspace/OJS/other platforms open source vs. open access Guiding prospect through the bepress website Librarian Archetypes: Part II Librarian Archetypes: Part I Inside Sales: A Closer Look at the IR Market from an Ant's Eye View 1) The Informed Penniless Librarian: These librarians understand the scope of an IR both institutionally and in the community. 2) The Ignorant Librarian: These librarians can be found both in schools with IRs and without them. They don't understand the scope of the IR. Building Targeted Resources
Transcript: Purpose: To grow together as a team and make Xeno a billion dollar company. The Road Ahead Inside Sales Past Week Target Goals Status: 0/100 This is unfortunate because 2 demos that were scheduled for Vidit could not be completed due to his health issue, we will cover up in the next week. Oxemberg Nandhana Palace Aditya Birla - Collective Genesis Afsana Nandhana Palace ( Completed) Columbia Sports (Rescheduled) Afsana ( Rescheduled) Demos Completed Learnings Means "Learning" in Urdu Jawed Habib, a Fortune 500 company having around 800 Stores but they have a pure FRANCHISE based model. Oxemberg, 85 stores is using Hansa Cequity. It is a CRM and we need understood the difference in our offerings. Deals like these educate us about new products in the market which might be perceived similar by the end customer. How to handle the objection of Price negotiation in first call - Collective. Unavailability of POC in the higher management. Reactivating an old deal which has been scoped properly - Celio Figuring out the brand hierarchy for brands like Reliance and Aditya Birla. Gros rocher Big Rocks ("Big Rock" in French) We would like to update on the impact next week, because next week we will be working on the Xeno universe which has been defined which will make our current process more optimized, we will have defined targets for the next 180 days & it will become a lot easier to measure our growth. Impacto Impact ("Impact" in Spanish) Pipeline ("Pipeline" in Arabic) Abhinav SSIPL Oxemburg Jawed Habib Avirate Luxottica Swatch Landmark Group- MAX Fashion Relaxo Footwear GOSSIP SHOES ESBEDA AHAD RETAIL AFSANA Kama Ayurveda Ethos Watches ADITYA BIRLA - ALLEN SOLLY TOONZ AMERICAN EAGLE Clai GOLI Vadapav Pantaloons (Aditya Birla) Pantaloons Peperone Baggit Humpty Dumpty Headmasters Pallavi Being Human Speedo Killer Jeans Easybuy William Penn V2 Spar Hypermarket AMPM Manyavar BREYA AROMA BAKERY Aditya Next week goals Work on the lines of Xeno Universe. Work on 20 brands - Abhinav and Aditya. This will be the pipeline for the next 30 days. Work on 15 brands - Pallavi and Aarushi, This will be the pipeline for the next 30 days. Weekly target will be shared once we begin with the process of Xeno Universe. Quote of the Day A great man once said " Do not focus on fame...Focus on Learning" Special Mention "If you're happy and you know it clap your hands *clap* *clap*"
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