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Practical, Uncomplicated Strategies
Start generating new media sales revenue.

Coaching One-on-One

One-on-one phone consultation with individual sellers.  This is an opportunity to continuously move the needle on a regular basis.

 

  • 3-way calls for prospecting, landscaping or needs analysis with potential clients
  • Sellers complete pre-work on prospects to be prepared and to keep the call productive
  • Phone skills coaching
  • Brainstorming ideas and sales strategies
  • Follow up on leads
  • Practice and feedback on Knowledge-Based Selling skills
  • Discussion on Knowledge-Based Selling challenges and solutions
  • A detailed recap of the calls are provided to management to ensure follow up and accountability

Here is an example of a call made during a phone sales coaching session. 

 

Example of a call made during a phone sales coaching session

(Generalized for confidentiality reasons)

 

We had an excellent first call with “John” and scheduled a follow up needs analysis for today.  We called and captured the following info:

 

TERRITORY:

 West Coast is his territory:  Phoenix, CA, Utah, Oregon, Washington and Hawaii.

 

BUDGET:

$10-15K per program for an individual market.

 

MARKET WIDE OR ACCOUNT SPECIFIC:

He liked both, but committed to an account specific program for the first step

 

FISCAL YEAR:

September 30, by the end of July he has his year planned.

 

ACTIONS: 

Need to turn promotion/idea around in 2 weeks to present.

 

TIMING:

May, interested in making the Cinco De May holiday a bigger deal.

 

PARTNERS: 

Mentioned perhaps working with other brands as well.

 

NEXT STEPS:

Brainstorm Cinco de Mayo idea and put on paper to present in 2 weeks.

 

This service is available as a standalone product; minimum bank of 10 hours. Order now.

 

 

 

Practical, uncomplicated strategies to generate new media revenue. Contact Us

Consulting packages are customized to fit your needs. To discuss a consulting package, please contact us at (781) 986-2100 or click on the contact button above.

 

"Telecoaching has to be one of the most valuable tools I've experienced with Morrison and Abraham! During one one-hour session we were able to pin-point the key decision makers at Kraft, obtain key budget information, their objectives, and a homework assignment that two weeks later lead to a $100,000
sponsorship deal!"  

- Business Development Manager,
Miami Herald