Sales Growth Formula - Partner Channel Template Final
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S E P T E M B E R 2 0 -2 2 , 2 0 0 9
The Sales Growth Formula
Joe Mechlinski, President of EntreQuest
Evolution FROM THE AGRICULTURE AGE TO THE CONCEPTUAL AGE
ATG (affluence, technology, globalization)
CONCEPTUAL AGE (creators & empathizers)
INFORMATION AGE (knowledge workers)
INDUSTRIAL AGE (factory workers) AGRICULTURAL AGE (farmers)
18th Century
19th Century
20th Century
21st Century
Evolution Of The Economy
Information Attention Trust
Experienced Based Economy, Joseph Pine II & James H. Gilmore
Harvard Business Review, July – August 1998
The Trust Model Building Trust in Politics , Relationships and Life , Robert Solomon and Fernando Flores , 2001
Trust
Sincerity Reliability Competence
(A sp ec ts
of Tr us t)
Where Do We Go To Make Decisions? • 25 People That You Know & Trust , They Trust You • Keep In Touch With On Weekly Basis • Recommendations From • Some Reason, Season, Lifetime • Respond to Immediately
Core 25: Tribe of Trust
Second & Third Degree Connections
• People You Know
+1°
• Don ’ t Keep In Touch With On Weekly Basis • Acquaintances • People You Don ’ t Know
1°
+
2°
• People Who Don ’ t Know You
•Studies Have Shown The More People You Know , The Greater Your Income
Sales Growth Formula So Far… Winning in Trust Based Economy
Emotional Intelligence
U se Yo u r E Q , n o t Yo u r IQ Social Awareness & Self Awareness
EQ Emotional Quotient vs. Intelligence IQ Quotient
•Monitor one's own and others' feelings E memotions o tio n a lIn te llig e n ce Is T h e and
A b ility To …among them •Discriminate
•Use this information to guide one's thinking and actions EI Definition By Salovey and Mayer (1990)
Sales Growth Formula So Far… Winning in Trust Based Economy
Emotional Intelligence
Social Media
Who is Currently Using Social Networking?
Social Media Users Where are you ?
Self Awareness
Social Awareness
Social Media Users
COWARDLY LION There are the people who just refuse to use it : –It’s a fad –My clients aren't on it –It’s for college kids
These users are aware of themselves but not aware of those around them –FACT: Over 100 million users on Facebook! –FACT: Over 45 million users on LinkedIn! –FACT: Twitter is growing faster than Facebook and LinkedIn!
Social Media Users
SCARECROW There are people who are doing it but not doing it correctly
–Have a profile setup but not using it –Members of online groups but don’t participate –Companies who setup their LinkedIn company pages and now don’t know what to do...
These users are aware of those around them but not about themselves and how they fit in
Social Media Users
TIN MAN There are people who are trying to do it :
–People using email to spam clients –Organizations using Facebook to spam prospects –Annoying people online who are the same annoying people that we would run into at networking events and conferences
These users are neither aware of themselves nor those around them
Social Media Users
THE WIZARD There are people who are most rare and most effective :
–Has all profiles setup, correct and up-to-date –Actively participates in conversations and blogs –Adds value where they can –Makes connections for others when possible –Informs their prospects of news and events in a timely manner –Gives without keeping score
These users are aware of themselves and where they fit in . They add value to their entire network and receive in kind .
Social Media Allows You To... ORIGINAL SOURCE
OLD CLIENTS
EXISTING CLIENTS
INFORMATICS
HELP WANTED LEADS
NETWORKING
PERSONAL NETWORKING
DATA COLLECTION VIA MSFT CRM
T R I G G E R S
NON-SELF SOURCED LEADS
SELF SOURCED LEADS NEWSLETTER
SE AR CH EN GI NE M KT G
DO YOU FIT? CA MP AI GN TA RG ET ED
DID YOU ASK?
WEEKLY BLOG DO YOU BREATHE ? PO ST CA RD BL AS T
DID YOU SEE?
PR IN T AD S
SP ON SO RS HI PS
PE RS ON AL NE T W OR KI NG
WEEKLY VIDEO
MONTHLY WEBINAR UPDATES TO WEBSITE PRESS RELEASES
DID YOU REQUEST ? N E T W O R KI N G E V E N T S
C O L D C A L LI N G
THANK YOU NOTES
TRACK ACTIVITY PUT PEOPLE INTO BUCKETS
OPPORTUNITY
SALES MEETING
HAPPY HOUR
WEBINARS
PHONE MEETING
RAW PROSPECT
SPEAKING EVENTS
Managing Your Relationships 100 + Million Users 45 + Million Users 7 Million Users
35 %
- Adults in America on a Social
Networking Site
Winning in a Trust Based Econom y
+
EQ
+
Social Media
Sales Growth Formula
Social Media
http://www.youtube.com/watch?v=sIFYPQjYhv
QUESTIONS….?
Joe Mechlinski Email: [email protected] LinkedIn Group: http://www.linkedin.com/groups?gid=1887468 Twitter: http://twitter.com/joemechlinski Website: www.entrequest.com
THANK YOU Please complete your evaluation.
The Sales Growth Formula
Joe Mechlinski, President of EntreQuest
Evolution FROM THE AGRICULTURE AGE TO THE CONCEPTUAL AGE
ATG (affluence, technology, globalization)
CONCEPTUAL AGE (creators & empathizers)
INFORMATION AGE (knowledge workers)
INDUSTRIAL AGE (factory workers) AGRICULTURAL AGE (farmers)
18th Century
19th Century
20th Century
21st Century
Evolution Of The Economy
Information Attention Trust
Experienced Based Economy, Joseph Pine II & James H. Gilmore
Harvard Business Review, July – August 1998
The Trust Model Building Trust in Politics , Relationships and Life , Robert Solomon and Fernando Flores , 2001
Trust
Sincerity Reliability Competence
(A sp ec ts
of Tr us t)
Where Do We Go To Make Decisions? • 25 People That You Know & Trust , They Trust You • Keep In Touch With On Weekly Basis • Recommendations From • Some Reason, Season, Lifetime • Respond to Immediately
Core 25: Tribe of Trust
Second & Third Degree Connections
• People You Know
+1°
• Don ’ t Keep In Touch With On Weekly Basis • Acquaintances • People You Don ’ t Know
1°
+
2°
• People Who Don ’ t Know You
•Studies Have Shown The More People You Know , The Greater Your Income
Sales Growth Formula So Far… Winning in Trust Based Economy
Emotional Intelligence
U se Yo u r E Q , n o t Yo u r IQ Social Awareness & Self Awareness
EQ Emotional Quotient vs. Intelligence IQ Quotient
•Monitor one's own and others' feelings E memotions o tio n a lIn te llig e n ce Is T h e and
A b ility To …among them •Discriminate
•Use this information to guide one's thinking and actions EI Definition By Salovey and Mayer (1990)
Sales Growth Formula So Far… Winning in Trust Based Economy
Emotional Intelligence
Social Media
Who is Currently Using Social Networking?
Social Media Users Where are you ?
Self Awareness
Social Awareness
Social Media Users
COWARDLY LION There are the people who just refuse to use it : –It’s a fad –My clients aren't on it –It’s for college kids
These users are aware of themselves but not aware of those around them –FACT: Over 100 million users on Facebook! –FACT: Over 45 million users on LinkedIn! –FACT: Twitter is growing faster than Facebook and LinkedIn!
Social Media Users
SCARECROW There are people who are doing it but not doing it correctly
–Have a profile setup but not using it –Members of online groups but don’t participate –Companies who setup their LinkedIn company pages and now don’t know what to do...
These users are aware of those around them but not about themselves and how they fit in
Social Media Users
TIN MAN There are people who are trying to do it :
–People using email to spam clients –Organizations using Facebook to spam prospects –Annoying people online who are the same annoying people that we would run into at networking events and conferences
These users are neither aware of themselves nor those around them
Social Media Users
THE WIZARD There are people who are most rare and most effective :
–Has all profiles setup, correct and up-to-date –Actively participates in conversations and blogs –Adds value where they can –Makes connections for others when possible –Informs their prospects of news and events in a timely manner –Gives without keeping score
These users are aware of themselves and where they fit in . They add value to their entire network and receive in kind .
Social Media Allows You To... ORIGINAL SOURCE
OLD CLIENTS
EXISTING CLIENTS
INFORMATICS
HELP WANTED LEADS
NETWORKING
PERSONAL NETWORKING
DATA COLLECTION VIA MSFT CRM
T R I G G E R S
NON-SELF SOURCED LEADS
SELF SOURCED LEADS NEWSLETTER
SE AR CH EN GI NE M KT G
DO YOU FIT? CA MP AI GN TA RG ET ED
DID YOU ASK?
WEEKLY BLOG DO YOU BREATHE ? PO ST CA RD BL AS T
DID YOU SEE?
PR IN T AD S
SP ON SO RS HI PS
PE RS ON AL NE T W OR KI NG
WEEKLY VIDEO
MONTHLY WEBINAR UPDATES TO WEBSITE PRESS RELEASES
DID YOU REQUEST ? N E T W O R KI N G E V E N T S
C O L D C A L LI N G
THANK YOU NOTES
TRACK ACTIVITY PUT PEOPLE INTO BUCKETS
OPPORTUNITY
SALES MEETING
HAPPY HOUR
WEBINARS
PHONE MEETING
RAW PROSPECT
SPEAKING EVENTS
Managing Your Relationships 100 + Million Users 45 + Million Users 7 Million Users
35 %
- Adults in America on a Social
Networking Site
Winning in a Trust Based Econom y
+
EQ
+
Social Media
Sales Growth Formula
Social Media
http://www.youtube.com/watch?v=sIFYPQjYhv
QUESTIONS….?
Joe Mechlinski Email: [email protected] LinkedIn Group: http://www.linkedin.com/groups?gid=1887468 Twitter: http://twitter.com/joemechlinski Website: www.entrequest.com
THANK YOU Please complete your evaluation.
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