:30 Intro
3:00 Sponsors and recap of data analysis
- If you are a sales rep then you will be tracking your sales activity
- Every step of your business has a point value
- Generate metrics around revenue
- Need to layer on value metrics in order to achieve conversions
- Value engines: customer value journey
- “Sales activity is not the same as revenue” -M
6:00 Know what is working /what is not in business (Adding value)
- “If I didn’t give you something valuable in that meeting why would you come back” -M
- Need to know what is working so it can lead to results
- 6:40 “At every step of the journey you need to be adding value to the customer”-B
- Customers needs need to always be on your mind and make it better
9:12 sales processes
- What is your key takeaway from a conversation
- Question to ask: “Which part of this conversation has been most helpful to you”
- Customers will WANT to come back
- Many conversations are not actually adding value -B
- There is unseen value in many things, including ads and a campaigns
- It is a mental shift
- Causes remembrance
12:20 value engine and repurposing
- “If you’re creating the content they have more chance connect with it since you are creating so much”
- Value engines are so important to small businesses
- Value comes from the business
- Adds on with processes
- Accountability helps
- You need to know the metric you must add in order to move you to the next step
15:13 need to follow process
- Michael had a lot of sales activity but not a lot of revenue...had to go back and follow process
- Had 5 contracts out in a week once he followed his sales process
- All about the data
- How to find those metrics…
- Need to look at successes and failures
- There is always a trend-M
- Requires having enough data to understand how it works
18:25 steps to analyze
- Need to ask what the desired outcome is from step to step
- Focus more on successes because they work
- If you give away everything all at once you will get more people who come to you knowing you will give them the answers
21:37 defying balance
- People do not notice it but it is happening
- Hot dog and buns example
- Mcdonalds french fry example
- The business knows that you will not not get a burger without fries, most of the time
23:28 accountability
- You won’t know if you process isn’t working if you are not accountable
- Accountability is built in when you build the engine
- “It should put you back on track”
- You can build accountability into the metrics but having a person is important
28:50 - Overview/End remarks
Full Show Notes Here
