the eq sales growth formula
Post on 10-Apr-2018
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The SalesGrowth Formula
3 MOST POWERFUL
STRATEGIES TO GROW
YOUR SALES
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BoringBoring
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ConfusingConfusing
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IrrelevantIrrelevant
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SelfSelf --PromotingPromoting
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Why?
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Every 3 minutes a
business fails
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2008 true colors consulting llc
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2008 true colors consulting llc
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2008 true colors consulting llc
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2008 true colors consulting llc
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2008 true colors consulting llc
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Less time
morepressure
THE PROBLEM?
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We miss the
target
THE PROBLEM?
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Abundance
ofInformation
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35,000 Books
Published
Each Year
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From the Agriculture Age to the Conceptual Age
18th Century 19th Century 20th Century 21st Century
AgricultureAge(farmers)
Industrial Age(factory workers)
Information Age
(knowledge workers)
Conceptual Age(creators and empathizers)
ATG
(affluence, technology, globalization)
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""In times of rapid change,In times of rapid change,experience could be yourexperience could be your
worst enemy."worst enemy."
John Paul GettyJohn Paul Getty
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The measure of success is not
whether its a tough problem to deal
with, but whether its the same one
you dealt with last year.
-John DullesFormer Secretary of State
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So what are we doing here today?
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8,000 salespeople
10,000 data poin
ts
Worked withnearly 400companies entreQuest
Published more than 100articles
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Begin with the end
in mind.
- Stephen Covey
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TheClient Experience
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InformationAttention Experience
Experienced Based Economy, Joseph Pine II & James H. Gilmore
Harvard Business Review, July August 1998
Evolution of the Economy
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vs.
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vs.
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Deliver WOW Through Service
Embrace and Drive Change
Create Fun and A Little Weirdness
Be Adventurous, Creative, and Open-Minded
Pursue Growth and Learning
Build Open and Honest Relationships WithCommunication
Build a Positive Team and Family Spirit
Do More With Less Be Passionate and Determined
Be Humble
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How many
companies are
client focused?
KForrester Reports
< 3%
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People dont care how much
you know until they knowhow much you care.
John C. Maxwell
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Client ExperienceCycle
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When you do the
common things in an
uncommon way you
command theattention of the world.
-George Washington Carver
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2009 true colors consulting llc. All rights reserved.
warning:
relationshipsarent linear
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Be Remarkable
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How Do We Know
This Works?
Case Study
9,000 clients
90/10 rule
No Clear Client Xp
90 days grew 250%,$3M jump in run ratebusiness
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StoryEmployee
Experience+ +
Client
Experience
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Employee Experience
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Source: Watson, Wyatt Work USA 2002 Survey
Employee trust levels and corporateperformance are closely linked. In fact, our
survey found that the rate of three-year totalreturns to shareholders is almost three times
higher at companies with high trust levels thanat companies with low trust levels.
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Single greatest
problem in
communication is the
illusion it has taken
place.
-GeorgeBernardShaw
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vs.
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MINDSET
BELIEFS
EXPERIENCE CHOICES
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vs.
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Adult Adult
(results)
vs.
Adult Child
(activity)
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4Personalities
Shark
Whale
Dolphin
Octopus
Recognition, Significance, Money
Contrib
ution, Making a Difference
Enjoying the Ride, Having Fun
Stats, Facts, Details
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CaseS
tudy
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StoryEmployee
Experience+ +
Client
Experience
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Story
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The Velcro
Theory ofMemory
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Curiosity
Gap
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Creative Commons L. Marie
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Made to Stick Image
S Simple
U Unexpected
C Credi
ble
C Concrete
E Emotional
S Stories
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Temple
Make a Living
Busting Rocks
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Sales Assessment ResultsGive people what they want so that theyll takeGive people what they want so that theyll take
what you have to give.what you have to give.-- Steve LishanskySteve Lishansky
Change is inevitable. ProgressChange is inevitable. Progress
is not.is not.-- Ralph Waldo EmersonRalph Waldo Emerson
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StoryEmployee
Experience+ +
Client
Experience
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If you have an interest in viewing a
recording of this webinar, please
contact us with your request atmslatin@entrequest.com.
www.entrequest.com
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