The Digital Sales Rep is a practical step by step guide to prospecting and closing sales online. If you are in outside sales, inside sales, or managing a team of salespeople, you want to read this book. Selling in today’s world has changed. Sales people need to be part marketer, part social media guru, part digital expert, part copywriter, part graphic designer and of course, part salesperson. This book will show how you can easily be amazing at all of those tactics.
You will learn how to mix digital efforts with traditional outreach to connect to 100+ target clients every single day. The days of pounding the pavement on the road as your only source of business acquisition are long gone. The most successful sales reps utilize the power of digital and social channels to effectively network and gain sales opportunities with clients that would otherwise be impossible to reach. These strategies don’t just open doors, they secure welcome invitations to talk about your products and services.
This book delivers a proven system, actionable guidelines and steps to follow that will result in closed sales. No fluffy sales advice here. The 10 + 10 Sales System works.
Meet Trudi Charest
Trudi Charest is the Co-Founder of Marketing4ecps, a digital marketing agency focused on the eye care industry. Trudi has an extensive history in eye care starting in retail optical as a Corporate Trainer, outside sales for Bausch & Lomb, clinical consulting for Optos before starting her own training and consulting company Total Focus Consulting. She would start consulting as the VP of Training & Marketing for Eye Recommend, a leading Optometry group in Canada which led to her starting her own digital marketing agency in 2015.
Trudi is a Licensed Optician, holds a HR Management Certificate from the U of Calgary, and is a speaker, marketer, author, business consultant, entrepreneur and innovator. She is well known for her fun and engaging keynote and breakout sessions at industry conferences and events.
This book helps sales and marketing professionals and business executives to communicate with customers …. so that customers buy from you again and again.
You will learn what to say and exactly how to say it and stage it. You will gain the clarity to communicate online proactively every day, You will learn how to ignite a new conversation with a customer so that you uncover opportunities to make money, all while showing the customer that you care.
You will use the “Sell Bigger” framework to master the five essential components of every communication – Learn how to get your customers’ attention, keep it, and drive to the next step in your sales funnel, rather than being ignored by customers, and rather than killing a sale through overwhelm.
You will learn how to do this using email, voicemails, videos, presentations, sales webpages, online sales funnels, whitepapers, articles, webinars and masterclasses.
Action sheets, examples and blueprints are included to let you put this book to work immediately in your business.
In this book, you will learn:
– The one thing to include in your emails and presentations to make customers think “YES!” and take action right away. – The #1 reason customers leave (Hint: it’s not price) and what to do about it. – The one big mistake that guarantees that what you write won’t be read. – Two things to include in an email or video title to compel quick responses from even the most skeptical customer. – What visionaries like Steve Jobs do to make customers want what they sell without knowing the details of the offer. – How to mine existing accounts for future opportunities without any hard selling. – A five-part communication system that results in customer action. – How to tap your customer’s desire to buy by telling a story. – How to put these techniques to work using our templates, examples and blueprints
Meet Angela Sutton
Angela Sutton has over 25 years of experience managing hardware and software businesses in Silicon Valley, California. Prior to founding MarketFastForward Corp, Dr. Sutton grew and managed 7 and 8 figure software businesses at Cadence, Mentor Graphics, Responsys, Synplicity and Synopsys.
At LSI Logic she was responsible for marketing and business development for digital video semiconductor products and platforms.
At Responsys, she managed online direct marketing software that allowed customers to automatically customize their communications with customers.
At Synplicity, Mentor and Cadence, she managed semiconductor design automation software businesses.
Her passion outside of helping software professionals sell their products is dog agility competitions, where she has put 43 agility championships on her border collies and labradors. Dr. Sutton holds a BSc. in Applied Physics from Durham University, UK, and a PhD. in Engineering from Aberdeen University, UK.
Consumers will mislead you. Not on purpose though, which makes it worse.
The consumer perspective is an essential part of optimizing your business strategy. Marketers can make better business decisions if they can predict in advance what consumers will do. However, these two question types inadvertently trigger an unwanted procedure in the mind of the consumer that is at best unreliable. Despite being well intentioned, consumers are not aware of the trap that is awaiting you inside of their brain.
A well-crafted experiment allows the decision maker to side-step the psychological trap and test a wide range of hypotheses. The experiment also allows you to quantify predicted consumer behavior in the most important metric – profit.
This book will walk you through the stages of an experiment while focusing on the role of consumers play on firm profit. You’ll get an introduction to the foundations needed without all the complex math.
Whether you’ve been experimenting with consumer choices for decades or are just getting started, this book has something for anyone interested in crafting a better strategy based on a deep understanding of consumers.
Meet Jake Lee
Jake holds degrees in both Business and Statistics. He was first introduced to choice experiments in an MBA marketing course. He found it so fascinating that he snuck into a much more technical Ph.D. level course on the same topic the next semester.
Prior to graduation, the same professor, who allowed him to participate in the advanced course, introduced him to a friend and helped him get a job at The Modellers. There he got hands-on experience working on experiments with some of the leading experts in consumer choice. While working there, his infatuation with helping businesses make better decisions turned into an obsession.
Since that early post graduate experience, Jake has gone on to present several new-to-the-world discoveries at various conferences including the American Marketing Association’s Advanced Research Technique Forum and the Sawtooth Software conference.
Today he leads Red Analytics, an analytics firm with a strong emphasis on consumer choice. The company works on projects that run the gamut from standard applications to large problems requiring extra computing power to rare problems that require a new approach or updates to the standard approach to avoid pitfalls for clients.
Jake has pioneered the development of best-in-class market simulators. The Red Analytics’ simulators are custom built for each client, able to harness the power of cloud computing, and provide an added layer of firewall security for sensitive data. The custom-built applications can address specific client needs like Willingness-to-Pay and a wide range of different cost calculations.
The only thing standing between you and crushing your next sales goal—is you.
Your mindset, your beliefs, and your processes can either catapult you beyond your target or hold you back before you even launch. The real difference between high performers and everyone else is they know how to focus and strategically pursue their ambitions. It’s how they break through the cycle of feast or famine to enjoy consistent checks and income.
Every salesperson has experienced the swing of the commission pendulum—going from being flush with cash to barely scrounging up enough to pay bills.
In “Catapulting Commissions,” world-class sales expert Anthony Garcia leverages his two decades of sales experience and shares the 11 questions every salesperson must ask themselves to break that cycle. Throughout the book, Garcia helps readers rewire their mental approach to sales, target actionable activities, and create a support system. Whether you are just beginning your sales career or are a seasoned professional, “Catapulting Commissions” can help you get the commissions you want.
In sales, the energy you invest directly impacts the rewards you reap from it. Read “Catapulting Commissions” and get ready to earn returns on investing in yourself.
