April 2 Webinar

How to Double Salespeople’s Productivity

by Building Nurturing

into Your Sales Process

An Interview with Jim Cecil

Thursday April 2, 2009, 3:00pm Eastern Time

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many smaller companies to identify bottlenecks, change behaviors, increase close ratios, and improve forecast accuracy by applying the concepts of lean and six sigma to their sales and marketing departments. I delivered the keynote addresses to the first two conferences ever held on applying Six Sigma to marketing and sales and have extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.

For this event I’m teaming with Jim Cecil, co-founder of the Nurture Institute in 2004, with Eric Rabinowitz. Jim is the author of two books, "A Cure for the Common Cold-Call" and co-author of Nurturing Customer Relationships. He has coached hundreds of Microsoft's Certified Partners as well as New York Life's top producers and literally tens of thousands of CEOs on the skills and strategies of customer attraction, retention and affection.

In hard times like these, it is imperative that salespeople be as productive as possible.

To salespeople, this often means focusing harder on closing business now.

Yet, most prospects are not ready to buy now.

How do your salespeople treat prospects who are not ready to buy now? What kind of impression are they leaving?

Put yourself in your salespeople’s shoes: What tools and choices do they have for dealing with prospects who are not ready to buy now, but might be in the future?

The way to deal with this is called “sales nurturing.” It is a critical element of designing an effective sales process.

Did you know nurturing can dramatically improve salespeople’s ability to

• Call on the right prospects?
• Say the right things to those prospects?
• Follow up systematically to give the right people the right messages?

Nurturing programs free salespeople to be more productive. They increase deal flow in the short term, as well as in the long term. This webinar will tell you how.

This webinar will introduce you to the things you need to understand to develop a nurturing process for your sales team. Michael Webb will interview Jim on topics such as:

• What should your goals for nurturing be? (Hint: they are broader than you think)
• Who should you nurture?
• How do you design a nurturing campaign (content, frequency, media, etc.)
• How to evaluate and improve nurturing campaigns
• How to “sell” nurturing campaigns to the sales force

We will open the lines for a question and answer period with participants toward the end of the call so you can ask questions regarding your company’s nurturing campaign.

Michael,
The inspiration I have got from your book and white papers exceed any training program I have ever been on.

May Britt Fløttum, Sigma-Aldrich, Norway

As always, the information in this call will be presented from the perspective of an evidence-driven process approach to designing and managing the sales process.

Webinars are provided to members of SPIF! – the professional educational forum for the advancement of sales kaizen. Professional membership is $47/month. The webinar is also offered without membership – also for $47. All members and registered participants receive access to the recorded version of the webinar.

Act now to reserve your spot for this facinating and insightful event.