Date: Wednesday June 12, 2013
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Twitter: #closethedeal
Registration: http://bit.ly/10lj2Cf
The #1 difference between low performing vs. successful sales people is their ability to close. The more deals they close the more money everyone makes. But closing deals is not enough. Successful sales people also know how to close higher profit deals.
Join us for 29 minutes as Larissa Gschwandtner (Vice President, Selling Power Magazine) and Dave DiStefano (CEO, Richardson) share their Top 5 strategies on how to train sales people to close more deals and for higher profit. If you have a sales team and you’re selling to the SMB market, don’t miss this event. You’ll learn how to:
1. Get beyond “yes”: Time is your enemy
2. Create a sense of urgency: No pain no gain
3. Qualify the dead beats: Not everyone is a customer
4. Know thy enemy: Gatekeepers vs. influencers vs. decision makers
5. Ask for the money: The best way to find out if prospects have budget
Can't attend? No problem. Just register for the event and a link to the recorded version will be emailed to you a few days after the live session. Deal or No Deal was an American TV show hosted by Howie Mandel.
Registration: http://bit.ly/10lj2Cf
Date: Wednesday May 15, 2013
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Twitter: #salesmakeover
Registration: http://bit.ly/10VQCkJ
Have you ever seen the reality television show Extreme Makeover? The show aired from 2002 to 2007 and featured ordinary men and women getting "extreme makeovers." The makeovers involved plastic surgery, changed hair style, new clothes and exercise. Join us for 29 minutes Craig Elias (President, SHIFT Selling) shares his extreme makeover secrets on how to turn average performing sales people into selling superstars. Attend this 29 minute webinar and you’ll learn more tips and tricks on how to help your sales people achievement greatness.
Do you want your sales reps to close deals faster?
Do you want your sales reps to increase their win rate?
Do you want your sales reps to call higher in an organization?
Do you want your sales reps to be A players instead of B players?
Do you want your sales reps to win on value instead of lose on price?
Don’t miss this event. Can't attend? No problem. Just register for the event and a link to the recorded version will be emailed to you a few days after the live session.
Registration: http://bit.ly/10VQCkJ
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
Nebojsa "Nash" Zgonjanin, OnPath's Salesforce CRM Developer, has once again been awarded MVP (Most Valuable Professional) by salesforce.com. MVPs are recognized for their outstanding contribution, expertise and knowledge in the salesforce.com community. Along with many benefits awarded to MVP’s, including acknowledging them as trusted ambassadors, Nash has been invited to the MVP Summit to be held in San Francisco on August 29, 2013. Salesforce.com places extraordinary value on their MVP’s.
This marks the 7th class of MVPs, and the talent just keeps getting stronger and stronger. Not only are there 24 brand new MVPs, there are also 22 that have been re-rewarded MVP status and will be serving another year.
The MVP Program has been around since December 2011, and recognizes exceptional individuals from within the Salesforce Community for their leadership, expertise and ongoing contributions. These individuals answer countless questions and tweets, write helpful blogs, lead user groups, submit top ideas, write and share complex formulas, share best practices and much, much more!
Connect with Nash on Twitter or Linkedin
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
America’s Next Top Marketer - Recorded Webinar
Have you ever watched America’s Next Top Model? It’s a reality TV show hosted by Tyra Banks in which a number of women compete for the title of America's Next Top Model and a chance to elevate their career in the modeling industry.
Join us for 29 minutes as Dennis Van Staalduinen (President, Brandvelope) and Kirsten Watson (VP Corporate Marketing, Kinaxis) go head-to-head and compete for the title of America’s Next Top Marketer. Watch it here
This webinar is for marketing executives at enterprise companies who sell complex products and services. You’ll learn how to generate more buzz for new products plus some HOT tips and tricks on how to create a higher volume of qualified leads for your sales team. Dennis and Kirsten will each give their solutions to the following marketing challenges:
1. How do you generate more buzz for a new product/service but with no budget?
2. If you could only do one marketing tactic with a budget of $10,000 what would you do?
3. If you could only do one marketing tactic with a budget of $25,000 what would you do?
4. If you could only do one marketing tactic with a budget of $100,000 what would you do?
5. How do you get more sales leads with a two person marketing team?
Watch it here
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
We consult with many companies who have a gold mine of customer/prospect data…but they do nothing with it. It’s both amazing and unfortunate. Do you have loads of customer/prospect data that you aren’t using or wish you could use? Do you need some help mining your database for Gold?
Here are the 10 ways to be a Gold Digger using Salesforce.com.
1. Purchase Analysis
Adding a custom field like “product type” will help you look at the items your customer purchased. This field will help your marketing team recommend related products. You will also be able to predict future customer behavior by past performance, including purchases and preferences.
Take away: Look at your purchase data with an eye for patterns. Do you see people who buy item X also buy Y? Which item did they buy first? Why? Could you encourage people to buy X, Y and Z, thus boosting cross-selling and up-selling opportunities?
2. Sales Forecasting
Add a custom field like “purchase date” for each time your customer buys to predict when they will buy again. You could use this type of analysis to determine a strategy for clients who might buy complimentary products. Adding custom fields to capture sales forecasting data, will also help you look at the number of customers in your market and predict how many will actually buy.
Take away: When it comes to forecasting sales, create three cash flow projections: realistic, optimistic and pessimistic. This way you can plan to have the right amount of capital on hand to endure the worst situation possible if sales don’t go as planned.
3. Database Marketing
By examining customer purchasing patterns and looking at the demographics and psychographics of customers, you can create new products to sell. Continue to feed your database with information from sales people, surveys, subscriptions and questionnaires. Then start targeting your customers based upon this intelligence.
Take away: Gold digger marketing begins with collecting information. As you collect data, start to think of future opportunities and how you could use this data. Then create custom fields in Salesforce.com to match with the data and your future marketing campaigns.
4. Delivery Trends
Adding custom fields to capture delivery trends is helpful for companies who sell either products or services. How long does it take for each customer to get their product? What is the average service time? Does the delivery time depend on geographic location? Does the delivery time depend on dollar amount spent? Capturing data about your product delivery will have many benefits in streamlining your operations.
Take away: Ignoring this database strategy can lead to poor performance in production and customer service. If you can’t handle typical runs on a product, store expectations aren’t met or your price doesn’t match the market, customers will jump ship and buy from your competitors.
5. Call Analysis
If your company depends on telemarketing, you can create custom fields to help you dig for gold when it comes to tracking incoming or outgoing calling data. You will see patterns, build customer profiles and design new processes to lower costs and maximize profits. From that data, the marketing department can create strategies directed at each segment to increase sales and improve customer satisfaction. OnPath Business Solutions is a Certified Administrator and Developer for Salesforce.com. We also have a 150 seat call center facility located in Ottawa Canada that is focused 100% on B2B telemarketing. Our development team can help you design your Salesforce.com CRM system to capture important data from telemarketing representatives. Request a 10 minute discovery call to discuss your needs here.
Take away: Whether it’s based on mobile user data or customer service calls, dive into the data available in call detail records to look for ways to improve service, promotion opportunities or ways to shorten call times.
6. Customer Loyalty
You will always have a percentage of customers jumping ship each time a competitor offers a lower price. Gold digging for customer loyalty can help you minimize the turn over.
Take away: Use surveys and questionnaires to improve acquisition costs and better identify why customers leave. We can help you run surveys or questionnaires, put the data into your Salesforce.com and create a score based on the responses for each contact/account that you can use later for marketing campaigns.
7. Market Segmentation
One of the best ways to find gold in your Salesforce.com database is to segment customers. It’s easy to break down your market into meaningful segments like age, income, occupation or gender if you already have the data. Segmentation can also help you understand your competition.
Take away: Segmenting your database can improve your conversion rates as you focus your promotions on a tight, highly-interested market. It can also help you understand who your competitors are in each of those segments, allowing you to customize products and promotions that satisfy the needs of that audience in a way a generic, broad promotion never will.
8. Product Production
Gold digging is perfect for creating custom products designed for specific markets. In fact, you can predict which products/features users may want. You can also spot trends.
Take away: The most innovative companies never start with a product. They start with a pain point they’ve uncovered from gold digging in their data…and then they build a minimum viable product that will solve that problem in a way the customer never imagined. Do this and you will easily be ahead of 90% of your competitors.
9. Warranties/Guarantees
Gold digging will allow you to predict how many people will actually cash in on the warranty you’ve set up. This is also true for guarantees. You could also test whether or not having a guarantee would improve sales. But before you run the test you will need to analyze data to see how many people would actually return the product or cash in on the guarantee.
Takeaway: One of best ways to creating a successful guarantee is to look at the data of past guarantees, sales and profits. Doing so may lead you to offer a 100% money-back guarantee to get an edge over competition.
10. Data Collection
The more data you collect the more value you can deliver. The more value you can deliver the more revenue you will generate. Gold digging is what will help you do that. So, if you are sitting on loads of customer data and not doing anything with it…I want to encourage you to make a plan to start diving into it this week. Do it yourself or hire someone like us…whatever it takes.
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
#salesboss #webinar Have you ever watched the TV show Undercover Boss? Each week a senior executive of a big corporation goes undercover to investigate what’s really going on deep inside their company. They change their appearance, create an alias and even have a fictional back-story.
Join us for 29 minutes in this recorded webinar as Rich Blakeman (VP Sales, Miller Heiman) exposes what he found while undercover looking into sales organizations around the world. He reveals the biggest challenges enterprise companies face when it comes to growing their sales. Rich discusses the candid feedback from sales professionals in the 2012 Miller Heiman Sales Best Practices Study.
Watch it here
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
Click on the video above to hear what our speakers had to say.
Derek Singleton of Software Advice -- a site that reviews sales force automation technologies -- recently hosted a live Google+ debate titled, “Does Cold Calling Still Work?” to discuss amongst a panel of marketing and sales experts whether cold calling is still an effective marketing strategy today. Each of the panelists answered three questions:
1. Given how the Web has empowered B2B buyers, is cold calling still relevant in the Internet Age -- and are companies still generating a return on investment (ROI) on it?
2. With other lead generation activities on the rise, like paid search and content marketing, can cold calling help marketers stand out from the noise?
3. Can inbound marketing and analytics help us better decide who to cold call and when?
The Evolution of the Cold Call
Anneke Seley, Founder and CEO of Reality Works Group says that “in this day and age, there’s no excuse for a call to be cold anymore.” But what does this mean? In today’s world of hyperconnectivity, changing the “cold” in cold calling to more of a “warm” call can be as simple as learning a little about your prospect by connecting via LinkedIn or Twitter.
This “warm” approach to cold calling can be more effective, Seley says. Learning more about the person you’re trying to reach can help improve the effectiveness of your outbound marketing efforts.
Warm Calling Can Integrate
But perhaps the answer lies within a balance between warm calling and inbound marketing. At least that’s what Ken Krogue, President of InsideSales.com, says he thinks. “If we [at InsideSales.com] just rely on the Internet to bring us leads, it’s like a fish sitting in a pond waiting for the river to bring whatever it brings them.” And the result is that the size of the potential deals is not enough to sell into larger clients.
Krogue suggests a proactive approach of initiating communication, often by calling, then moving back to a nurturing of the lead via the Web. A combination of theese strategies, he says, are what helps fill in the gaps.
Permission-Based Marketing Takes the Lead
One point each panelist could agree on was that lead generation is shifting toward a permission-based model of marketing. This means marketing will need to evolve into being about showing buyers how valuable you are, and ultimately getting them to come to you.
Marketers can achieve this in several ways. For example, they can provide specific, useful information and advice to target buyers to stand out from the noise and lower quality content on the Web. Additionally, experimenting with different platforms of communication such as Google+ hangouts can help attract more individuals to your brand.
What are your thoughts on the evolution of outbound and inbound marketing? Share your thoughts in the comments below. To read the full article, visit the B2B Marketing Mentor. Need to drive a higher volume of qualified sales leads into the pipeline? Call OnPath Business Solutions to compliment your inbound marketing.
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility located in Ottawa Canada. OnPath is also a certified consulting partner for Salesforce and builds custom Student Advancement Recruitment Systems for Colleges and Universities in Ottawa, Toronto, Montreal Canada.
CTV Ottawa
Published Wednesday, Feb. 6, 2013 4:31PM EST
With a report from CTV’s John Hua
Ottawa companies shine bright light on gloomy job market
“There's tons of talent in Ottawa. So it's just a matter of find the people, meet them, get to know them, and figure out the roles here,” says Doug Tetzner, Shopify Head of Talent Acquisition.
Shopify’s client base has doubled and it’s now looking at local talent to fill various roles from software development to marketing.
This is a stark contrast to the gloomy picture of the Canadian job market where major corporations like Sears and Best Buy have laid off hundreds of employees across the country.
In Ottawa’s east-end, business development firm OnPath is desperate to find new employees.
“We're looking for the right people across the city and we've exhausted all the traditional avenues in doing so,” says Derek Karam, OnPath’s Vice President of Business Development.
Karam says a rebound by American businesses is leading to big growth for his company which specializes in marketing and development. The company is looking to hire between 80 to 130 new employees.
Apply for OnPath Jobs here
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce and w build Student Advancement Recruitment Systems for Colleges and Universities and support Salesforce clients in Ottawa Ontario, Toronto, Montreal Canada the USA.
Article by Cale Helmer (Site Trainer, OnPath). Connect with him on LinkedIn or Twitter @bluecontra1
Part 1-Playing Rock, Paper, Scissors
We all know the game. We’ve all played it before. We use it to see who takes out the trash, who pays the bill at the end of the night or to simply waste some time. Rock, Paper, Scissors. How I love thee. Let me count the ways. I grew up playing this game as many of you did and I often wondered how many times this silly little pastime has been used to make life altering decisions?
“Rock, Paper, Scissors…..best 2 out of 3 and we buy the house?”
I wonder if any of your Customers ever do the same thing to make a big purchasing decision. Imagine; if you will, a boardroom full of decision makers. There’s a major purchase on the line and it will require a significant investment. The room is split down the middle in its decision and finally; with no other recourse available…..they break out the “Great Equalizer”! Rock, Paper, Scissors! The mood is tense as each team sends up its Killer. The balance of the decision rests on a few simple hand gestures. Will they start strong and go with Rock? Perhaps they will take a softer, more strategic approach and go with Paper. But what if they play the wild card and open with Scissors?! “The suspense is killing me!!!!!”………..said nobody about Rock, Paper, Scissors…..ever.
While I hardly doubt that most businesses would rely on something as simple as this game to make major decisions, I’ve often applied the methodology to how I sell to Customers. More specifically, I use it to help in the decision making process when selling. I’d like to share my findings with you in the hopes that one day…..you too will be able to play the game to its fullest extent.
To start with, let’s look at the 3 categories and what they actually mean in the eyes of the Customer:
The Rock: An obstacle (*see Immovable Object). An inconvenience (*see “A pebble in my shoe”). A weapon (used to smash and crush. The opposite of tactful as in “The Salesman came out swinging and crushed me like a bug.”)
Paper: Used to cover or mask a result (*see Buried in Paperwork). A sly way of hiding the details (*see Check the Fine Print). Can inflict pain if not managed properly (*see I can’t believe how much this paper cut hurts!)
Scissors: A tool for cutting, trimming, shearing. (Usually associated with Red Tape….as in Cutting through). Can be dull, or hard to use if not wielded properly (*see Safety Scissors). A potential danger or risk to the user (*see Running with…)
In their own right, each option can be effective in the game but only marginally so. Each one of these categories beats the other one in some sense or another but it can be just as easily beaten. Let’s look at the breakdown.
Rock beats Scissors but Paper beats Rock but Scissors beat Paper but Rock beats Scissors and so on and so forth.
So what does it mean? Well, simply put, you only stand a slight chance of ever beating a Customer by using one of the above mentioned options. That is….unless you cheat.
Part 2-How to Cheat at Rock, Paper, Scissors
There are 3 rules you need to remember if you’re going to ‘cheat’ at this game.
Rule #1-Let the Customer pick first. That’s right. The conventional rules don’t apply here folks. Let the Customer choose first. No more of this ‘1…2…3….choose’ mentality.
Rule #2-Pick your option once you’ve seen what the Customer chooses. This way you can cater your ‘response’ and ensure a win. Here’s what I mean.
Finally, Rule #3-Never let them know you’re cheating. This can be tough as most of our consumers are wise to the game and know the rules inside and out. Which is why it’s important to realize that when the rules stop working in your favour, sometimes you need to change the rules. Rock, Paper, Scissors, Lizard, Spock anyone?
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce and w build Student Advancement Recruitment Systems for Colleges and Universities and support Salesforce clients in Ottawa Ontario, Toronto, Montreal Canada the USA.
Date: Wednesday February 13, 2013
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Registration: http://bit.ly/WM4yqa
Have you ever watched the TV show Undercover Boss? Each week a senior executive of a big corporation goes undercover to investigate what’s really going on deep inside their company. They change their appearance, create an alias and even have a fictional back-story.
Join us for 29 minutes as Rich Blakeman (VP Sales, Miller Heiman) exposes what he found while undercover looking into sales organizations around the world. He will reveal the biggest challenges enterprise companies face when it comes to growing their sales. You probably have some of these problems in your organization. Attend this webinar and you’ll learn how to discover and deal with these problems faster. Rich will discuss the questions below based on candid feedback from sales professionals in the 2012 Miller Heiman Sales Best Practices Study. All participants will receive a copy of the not yet released Executive Summary of the 2013 Miller Heiman Sales Best Practices Study.
- Are sales and marketing aligned in what our customers want and need?
- Do we have a formalized value proposition that is compelling to our prospects?
- Do we clearly understand our customer’s issues before proposing a solution?
- Are we effective at producing year-over-year revenue growth from our customers?
- Do we know why our top performers are successful or why they leave?
Register today. Can't attend? No problem. Just register for the event now and a link to the recorded version will be emailed to you a few days after the live session.
Registration: http://bit.ly/WM4yqa
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce and an agency partner for Radian6. We build Student Advancement Recruitment Systems for Colleges and Universities and support Salesforce clients in Ottawa Ontario, Toronto, Montreal Canada the USA.