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September 2019 Newsletter

Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.

The Post of the Month

JD posted on Value in August on LinkedIn.  The key points were:

What is Value? And how should we measure it?

Firstly value is measured by the customer. It doesn’t matter how valuable we think we are it’s only the customer's view that counts.

Secondly, it is not only their personal view of value but how their company measures value.  

How does your customer measure value? Here is a tip: if you think value is measured in terms of your product you are wrong. It should reflect the customer's problem and how much you will make them or save them. If you are unsure it's never too late to ask or reconfirm with your prospect.

 August Masterclass

We had such a big response to the Build Your Pipeline Masterlass in July that we were asked to run it again in August. JD took everyone through the four key steps:

  • Marketing Test - understand & convey value
  • COCO - Come Out, Come Out wherever you are. There are leads in your old pipeline.
  • WWW - Referral Selling. Talk to your customers about What outcomes you delivered for them (business outcomes), Will they refer you to someone they know in a similar position, & When will they do that referral?
  • VBP - Value Based Prospecting. Take the output from you marketing test & reflect that in a value driven call to potential new customers.

You can find the recording of the session on the website if you missed it or need a reminder.

The September Masterclass is on Qualification.  Registration is now open here.

Meet the Mentors

So who is JD? Author, speaker, mentor, coach, master revenue generator.  John Dean (JD) has mentored hundreds of companies and sales teams resulting in millions of dollars of increased revenue generation.  John has featured in money and small business segments on CNN and CBS to name just two.  His book “I Dare You” and posts are widely read, and he has over 160 recommendations on LinkedIn that attest to his ability to drive more revenue.  JD wants to give away all his IP - get ready to take notes.

The Pitch

If you, or someone you know, needs help in building a high performance sales team, being mentored as a sales leader, or just wants to grow revenue, then please reach out to Sales Director Central, follow JD and Sales Director Central on LinkedIn, and sign up for updates on website.

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