The sales weather outlook looks promising, there’s a recent flurry of activity signaling a strong start to a new quarter. I conducted a training last week and talk about REINFORCEMENT and ROI. This smart manager did not want to commit to training on Friday because that was their March Madness Day. That was the big day where they applied the new skills they learned from their training.
Congrats to all, looks like March Madness was a winner, here’s her email to her team:
Hi Everyone -
This is a HUGE thank you for all your efforts on making our March Madness a success. Here are some highlights from Friday:
* We brought in over a quarter million in new business as a direct result of our March Madness activities.
* We made 184 live phone contacts with customers and had “meaningful conversations.”
* We uncovered 33 new leads.
* We received 36 customer commitments to issue PO’s by end of April.
It was so exciting to hear all of you using your techniques from the TeleSmart training! Here’s a sampling:
* Asking a few additional questions uncovered new leads! And it really didn’t take any extra time.
o Mark asked a UV/Vis customer if they had any additional needs - he uncovered they wanted 3 more upgrades and a PM. He sent the PM lead to Joe.
o Krista asked an agreement customer for additional needs - she uncovered an LC lead for Scott.
* I heard several of you say they were able to determine if they were speaking to a No-Po. This helped you gear your conversation to that particular person’s needs.
o Sarah, Cal, Linda told of how they were able to navigate from the No-Po’s to the decision-makers.
* Many of you worked with Brent Saliman to improve the look of your email signatures (including me).
* The teamwork across the 3 teams was contagious! It was great to see you all with your maps out.
Continue to send me your success stories!!! And remember to track your March Madness leads through the end of April.
“You miss 100% of the shots you don’t take! Shoot the hoop!”
Thanks!
This is so fantastic! I spoke about the importance of managers tracking ROI yesterday and this is a perfect example of a manager who steps forward and gets involved.
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