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.
Most of us have a sales horror story or two… Like buying a ‘mint’ used car that later turns out to be a write-off.
Or being upsold on an ‘extended warranty’ that’s as useful as the paper it’s printed on. As a sales trainer who loves my job, it saddens me to admit there are a lot of cheeky gits (and git-esses!) in sales… BUT… If you have a great product or service that gives people practical help, or brings them joy – there’s nothing sleazy about wanting to be paid well. So if you’re a creative entrepreneur who loves your business but HATES pushy ‘sales’ tactics like: Fake scarcity with made up time limits Manipulated prices and spoofed ‘discounts’ Emotional manipulation and shaming
And all the other shady sales stuff that makes people cringe… Then this book is for you. It’s packed full of the most effective training on how to sell your product or service with integrity, honestly… Oh and did I mention, very profitably?
This book is designed to show you how I’ve sold millions in products and services for the multinational companies I’ve worked with…
How I’ve grown 2 of my own startups from 0 to 6 figures using these methods…
How I help creative entrepreneurs get positive results and feedback quickly so they don’t end up frustrated…
And how you can do the same for your business.
Inside the book, you’ll see how the ‘Selling Without Sleaze’ attitude and the T.A.C.C framework create a clear, simple and repeatable process to bring you more sales, more consistently than other methods you may have tried or heard about…
All while acting with complete integrity, and avoiding any sleazy sales tactics. And don’t just take my word for it, here’s what my Sales Academy students have to say:
Lisa Monger, Founder & Managing Director, Rebel Health: “If you want to improve your sales without all of its sleazy connotations, starting off with this book is an awesome step. Working with Sarah has been a brilliant experience and using the techniques in this book saw me increase my sales by 200%. A must-read for business owners.”
Hayley Field, Founding Director, Food Ninja: “With Sarah’s guidance and support, and using many of the principles she outlines in this book, my business has grown more in the past 18 months than my previous 5 years in business.”
Shira Szabo DPhil (Oxon), Director, ForeGrounds: “Sarah gave me the tools and the confidence, to move out of academia and into practice. Enabling me to define myself in the industry of real estate and development, solidify my professional identity, present my unique capabilities and services to potential clients and to seek out opportunities to develop a new business. If you want to grow your own business this book truly is a great place to start.” ‘Selling Without Sleaze’ is the perfect sales manual for creative entrepreneurs who usually shy away from sales… But that doesn’t mean soft-selling, ‘selling from the heart’, or any wishy-washy nonsense.
It’s still classic solution-driven sales with firm qualification, assertive objection-handling, and confident closing…
But focused on the long run, and without all the icky tactics you don’t like used on you.
And you won’t have time to spend days or weeks going through hundreds of pages – the most important thing is to start taking action.
That’s why I’ve kept the book short enough that you can read it in an afternoon…
The book is packed with Case Studies to show you real world examples of how and why it’s working so well for entrepreneurs like you.
And the focus of Selling Without Sleaze is 100% practical – everything you’ll find in this book is something you can take and use in your business NOW.
run frictionless helps founders scale out of a sales role, using a decision-making framework called the 4Qs.
The mistake founders and high performing salespeople make is trying to scale up the business by replacing themselves with another human being. Simply, there isn’t another human like you looking for a job. Those who are good at selling are busy doing their own startup, not working for you.
Scale up a business and free the founder of sales role
There are a few things you can try to free a founder from a sales role. One. Don’t worry, keep growing. Two. Stop growing the business. Or three, hire a replacement. These are not effective! Over time they will fail you.
run frictionless presents an alternative – an option nobody is talking about. Scaling the business with a sales system.
A sales system spells out the formula required to make a customer, in a clearly understood sequence. It is similar to a sales funnel or sales process, only more comprehensive. It will tell you the precise number of interactions required to make a customer. If you serve small businesses, this could be 15 interactions. If you serve enterprise forms it could number 25 or more interactions.
Predict sales. Distill a sale process to a handful of customer interactions you can teach the whole organization. Win a customer, and know why you won that customer.
Get more leads. The book offers several pre-designed customer flows to improve sales you can use right away. Imagine how much business you’re turning away, simply because you’re not starting conversations with customers the way they want.
Better decision-making. If you are going to free the founder, staff have to learn to think like the founder. Make everyone accountable with an easy-to-use framework called the 4Qs.
Sell 24/7. Automation moves the customers through a sales system even when the salesforce or founder is not at their desk.
Scaling up the startup with a sales system
A sales system is key to scaling up a startup. If staff follow the formula, you can predict the odds of creating a customer. Imagine a sales system as a series of dials. Turn the dials and you make an improvement. It is not uncommon to improve sales by 25 percent just by turning a dial. You didn’t re-engineer the business or substitute staff.
Building lasting sales teams
Another benefit of a sales system is it augments your workforce. The best people are working on the highest value tasks, and other tasks can be carried out by less experienced folk. The intellectual property of how a customer is made is in the sales system. Each salesperson needs only understand the part of the system where they contribute.
Design your own sales system
run frictionless will teach you how to design a sales system, using a framework called the 4Qs. It doesn’t matter if you are a fintech startup or a traditional medical practice operating for five years. The 4Qs will take what you know intuitively and organize this knowledge into four powerful quadrants, making it easy to run frictionless.
You want to succeed. You want to reach your goals. Even more, you want to make a difference. You want to inspire others and help them to succeed.
But that takes leadership. And according to what you have seen, heard, and read, that means you have to be a larger-than-life personality. You have to have a celebrity status on social media. You have to be the most organized and structured human on the planet. You have to memorize thirty-seven different personality types and know how to communicate properly with each one.
How in the world can you do that and still find a way to lead by example? Apparently, being a leader is only for super-humans that have some type of natural-born qualities the rest of us just do not possess.
This is what you’ve grown to believe. That is why your business has become a struggle and a burden instead of a purpose and a passion.
I’ve mentored some of the top leaders in the network marketing industry, and trained thousands in my online training groups. I’ve spent four years developing simple systems that help average people to get extraordinary results.
This book will challenge you to lead from the front and become the kind of person that people want to follow. You will also learn simple systems, that when applied, will lead to team energy beyond what you could imagine!