Steve Richard Rainmaker 2015

Steve Richard Founder Vorsight & VorsightBP

#Rainmaker2015  

in/saleskickoffspeaker

@srichardv

Immediate Takeaways to Boost Your Sales Development

@srichardv #Rainmaker2015  

@srichardv #Rainmaker2015  

3%  

40.5%  

56.5%  

Prospects  Ac+vely  Buying    3%  

Poised  to  Begin    40.5%  

Not  Ready  56.5%  

@srichardv #Rainmaker2015  

Right Account Profile #1

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@srichardv #Rainmaker2015  

Know Org Chart #2

1.  Business Unit 2.  Functional Area 3.  Level

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@srichardv #Rainmaker2015  

Direct Lines #3 Dials to Connect: SB = 17 vs. DL = 12

Time to Dial: SB = 80 sec vs. DL = 45 sec

Time to Connect: SB = 22.2 min vs. DL = 5.5 min DL vs. SB: Director = +46.15%; VP = +147.83%

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Informed Cowboy/girl #4

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SELLING!

Value of the Meeting #5

Value of Meeting

Time it Takes

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@srichardv #Rainmaker2015  

#Rainmaker2015  

Active Listening #6

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#Rainmaker2015  

Truths #7

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The Buying Process #8

@srichardv #Rainmaker2015  

Steve Richard Founder Vorsight & VorsightBP

in/saleskickoffspeaker

@srichardv

Talk to me Goose

Leaders: vorsight.com/DEPT