2011 mwa programs

PROGRAMSPROGRAMS

Prospecting To The Top™

Book more sales appointments at the right level, with the right message.

Fear Free Prospecting™

Increase prospecting and new sales activity.

SPQ*GOLD®

Assess key prospecting behavior styles...Hire and develop more successful Sales Professionals

The Wedge™

Level the playing field with incumbent and win more business by capitalizing on key differentiators.

2011 Manard Warren & AssociatesAll Rights Reserved

CLIENTS


The Results…

“… We have improved our online numbers compared to recent months by 160% - 170%. Much of that is attributable to the new prospecting philosophies we have incorporated as a result of working with Manard Warren & Associates.

As a result of this, we now incorporate some important concepts

like having Business Impact Conversations with current customers. Requests for testimonials and referrals are now part of our sales culture. We have revised all our sales training for new hires to reflect the prospecting methodologies that we’ve learned.”

Craig BilligDirector, Hearst Business Development


The Results…

“…By implementing your "7 touch method", [we] have increased net new prospect presentation by 35% per week. This process was one of the key sales programs we leveraged to get those results. As a result, [we are] on track to increase sales by 46% over last fiscal year.“

Michele Tomassetti ADP Small Business Services Division Vice President, Sales


The Results…

“…Our current year’s sales have grown 50%… I can also tell you that we have had more new sales calls with C level individuals in the past year than ever before."

Deb Cupp Business Development Director Fulfillment Services Standard Register Company


The Challenge

Meeting Sales Expectations

• Initiating new contacts in sufficient numbers.

• New appointments with Decision-Makers


The Symptoms...

More time is spent making excuses than making contact.

Your people are always “putting out fires” versus prospecting for new business.

Initial meetings are consistently scheduled with contacts other than decision makers.

There is a lack of new accounts in the pipeline.


The Solution…

A two-phased approach to significantly

improve sales activity:

• Fear Free Prospecting™– Overcoming emotional barriers that

interfere with activity.

• Prospecting To The Top™– Implementation of a tactical approach

to securing more appointments


Fear-Free Prospecting™

Day One

Participants will...

Confront Sales Call Reluctance® Discover the 12 Psychological Barriers Learn powerful “success” techniques Comfortably make more prospecting

contacts.


Cost of Sales Call Reluctance®

Doomsayer $20,339.00

Over-Preparer $17,503.00

Hyper-Pro $15,350.00

Stage Fright $ 6,973.00

Role Rejection $ 9,880.00

Yielder $22,299.00

Social Self-Consciousness

$20,540.00

* Average annual difference in commissions.** Utilizing the SPQ*GOLD profile and actual sales results, our research department conducts specific industry and company projects to determine the effect that call reluctance® has on sales results.


SPQ*GOLD®

• The Sales Preference Questionnaire™ (SPQ*GOLD®) is a limited purpose self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance® in candidates for sales positions.

• It is also used to provide assessment-based

support for training and developmental applications with current salespeople in The Fear-Free Prospecting Workshop™


SPQ*GOLD®

• Easy to implement – Web-based access.• Fast Results – Reports available in less than 24

hours.• Easy to Interpret – Reports in color-coded format.• Measures Important Behavioral Characteristics

– Motivation– Goal Level– 12 Types of Call Reluctance®

– Filters - Three scales used to detect non-standard attitudes.


Graphical Reports


Prospecting To The Top™

Day Two

Participants will learn to…

Craft a compelling Value Proposition

Maximize Visibility

Create Competitive Differentiation Secure more new appointments with

key Decision-Makers.


Delivering A Unique Value...

Ineffective prospecting is a “root cause” to the problem of underperforming sales teams.

Sales Call Reluctance® and lack of a consistent approach are key symptoms.

A comprehensive, two-phased approach delivers a material impact.

Manard Warren & Associates has been helping companies achieve proven results for over 17 years.


Contact Us

Dan Robinson(561) [email protected]

Manard Warren(972) [email protected]

http://manardwarren.comhttp://prospectingtothetop.com

2011 mwa programs

Documents

sales appointments

sales training

new sales activity

degree of sales

sales positions

cost of sales

sales culture

new sales calls