Here are the two of the Business Development tools we talked about in our half-day workshops February 7-10. Please download them and put them to use as you and your manager see fit:
1. 30-Day Business Development Plan
2. Business Development Tracking Tool

I am looking forward to working with all of you on during one of our half-day sessions on February 7-10 and throughout 2012!

Pre-Workshop Questionnaire

To get things started, please download this pre-workshop questionnaire and email back to me and Cindy Renno by end-of-business on Tuesday, January 24: CXtec & TERACAI Pre-Workshop Questionnaire

Pre-Reading Assignment

Shortly, you will receive a copy of my first book, Think Like Your Customer (McGraw-Hill 2005), which we will use as a reference throughtout the next year. As a pre-reading assignment, please make the time to read chapters 1, 2, 3, and 6 prior to our workshops on February 7-10. This will form a great foundation for the material we’ll be covering. Please bring your book with you to the workshop.

Please contact me with any questions . . . I look forward to seeing you there !!

The eLearning interface is quite intuitive, but here are a couple of things to note:

1. The table of contents for each module appears in the control panel on the bottom edge of the embedded video screen and looks like bullet points. Click there to see, and navigate from, a list of the contents of this module including learning videos and test questions.

2. To download the associated sales tool for each module, hover your mouse toward the top edge of the embedded video screen. A slide-down menu will appear which includes a link called “Attachments” to download the tool.

3. To download the audio files for each module, again hover toward the top edge of the embedded video screen, and click on “Attachments” to download a .zip file containing all the .mp3 files of this program. Once downloaded and unzipped, these files can be easily imported to iTunes (or another program) for listening on iPod, iPhone, iPad, or any .mp3 player.

Really enjoyed the last couple of days with you in Wood Dale! Please click this link to download a .zip file containing the sales tools we introduced in the workshop: Sales Excellence Toolset for Videojet

There is one tool in there that doesn’t actually appear in the workbook: The “Opportunity Scorecard 2.0″ That newly revised tool takes the place of both the “Why Customers Buy Worksheet” AND the “How Customers Buy Worksheet” and also incorporates the scoring process explained in chapter five of Selling Results! As a reminder, move your mouse pointer over the score field to see the guidelines for scoring on each of the 20 elements. These tools run in Adobe Reader which is a free download from www.adobe.com. I encourage you to download and install the latest version for the best performance.

Please put one or more of these tools to use on AT LEAST your chosen “best opportunity” (and perhaps others) and be prepared to share your work with your colleagues on our follow-up conference call which we will schedule for sometime in early to mid-January.

As always, feel free to call me or email me with any questions or ideas.

Talk to you soon !!

I am looking forward to meeting and working with all of you on Nov. 30 & Dec. 1 in Wood Dale!

Pre-Reading

Shortly, you will receive a copy of my second book, Selling Results! (McGraw-Hill 2007), which we will use as a reference for the sales training workshop. Some of you may already have a copy. As a pre-reading assignment, please make the time to read (or re-read) chapters 1, 2, 4, 5 and 6. This will form a great foundation for the material we’ll be covering. Please bring your book with you to the workshop.

Pre-Work

In preparation, I’d also like to ask each of you to invest a little time in some pre-work. To get the most out of this session, please make the time to prepare and do the following three things:

• Select a sales opportunity from your current sales pipeline (funnel) that you consider your very “best” opportunity to use as a case study. It might be the biggest. It might (or might not) be furthest along. It could also be an early stage opportunity that you feel has great potential. Pick a good one that you really want and NEED to win.
• Prepare a buying roles chart (organization chart) that defines who you currently know (who also knows you) and who else you feel you need to know going forward. Have a look at chapter four of Selling Results! for suggestions. This does not have to be fancy. You can use the “Org. Chart” feature in Word or PowerPoint if you like. Or, just draw it out on a piece of paper.
• Prepare a list of the steps your client has already taken in their buying process as well as the steps they still need to take before their buying process is complete. Chapters five and six of Selling Results! will give you some good ideas. Again, this doesn’t need to be “pretty.” Just make a list of the steps they’ve already taken, the steps they need to take moving forward, AND identify WHO within your client’s organization will be involved in each of these steps. You can use Excel or create a table in Word. Or, just write them out on a piece of paper.

This foundational work, which you have probably already completed for your very best opportunity, will enable you to get the most out of our upcoming workshop.

Please contact me with any questions . . . I look forward to meeting you there !!