OCTOBER 2013 Issue 76
Lead NURTURING
Business Owners This one is for you! The first 30 minutes of the day
NZ’s e-mag for sales leaders
Q & A with Steve Bonnici, Managing Director of Exsalerate 1 / www.nzsalesmanager.co.nz
CONTENTS 6
THIS WEEK'S MUST READ Lead Nurturing Is it the silver bullet?
10
Business owners – this one is for you! Don’t sell yourself and your business short
14
Q&A With Steve Bonnici, Managing Director of Exsalerate
16
ADVERTORIAL Business Anywhere
19
Quick Fix The end of ‘do not hesitate to contact me’ It’s not what you sell, it’s how you sell
20
Two Minute Top Up The first 30 minutes of the day Starts at the end of the previous day
22
Resource corner Make it all about them Winning sales presentations
www.nzsalesmanager.co.nz / 2
23
NZSM CODE OF PROFESSIONAL SELLING
25
CALENDAR
27
THE CLOSE
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ABOUT / Short and sharp, New Zealand
FROM THE EDITOR
I
Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.
EDITOR / Paul Newsom
first heard Sandy Geyer’s
this article I recommend you take
ART DIRECTOR / Jodi Olsson
story of how she got started in
a close look at whether you are
GRAPHIC DESIGNER / Sevim Dogru Ozan
sales when she was the guest
really nurturing your leads, or
GROUP EDITOR / Richard Liew
speaker at a Speakers Association
whether you are just ‘following up’
CONTENT ENQUIRIES /
meeting in Wellington several
with an occasional phone call or
Phone Paul on 04 586 4733 or email
years ago. The written version in
email. There is a huge difference
pauln@nzsalesmanager.co.nz
the article in this issue doesn’t
in your activity, and the results you
ADVERTISING ENQUIRIES /
quite capture the scene as well
will gain.
Phone Richard on 09 522 7257 or email
as Sandy’s inimitable presentation but it is well worth reading.
It is easy telling everyone else what to do, but it is important to keep
I find the topic of the article very
looking in your own backyard at
real for many of New Zealand’s
the value you are providing. You
business
the
will notice the additional features
confidence and belief to sell the
and content in this issue which we
business
and
hope you will enjoy and find useful.
figuring out how to do it, can be a
As always, please let us know what
hurdle that many people with great
you think and what you would like
ideas do not overcome.
to be reading about.
owners. and
Having
themselves,
In our lead article, Sean McDonald shares some valuable thoughts on lead nurturing. Having read
richardl@espiremedia.com ADDRESS / NZ Sales Manager, C/- Espire Media, PO Box 99758, Newmarket, Auckland 1151, NZ WEBSITE / nzsalesmanager.co.nz
ISSN 2230-4762
Happy Selling Paul
NZ Sales Manager would like to acknowledge the support of our major partners
www.nzsalesmanager.co.nz / 4
Single-malt scotch gets better with age. Software doesn’t. Unfortunately, time takes its toll on technology. Microsoft will soon end security updates for: • Windows XP • Office 2003 • Windows Server 2003 Without these updates, you leave your organisation at risk of harmful viruses and business disruptions. Ensure your business is future ready.
Visit microsoft.co.nz/getmodern for great deals on software upgrades.
MUST READ
Lead NURTURING Is it the silver bullet? By Sean McDonald
Y
ou might think lead nurturing is all about growing sales, but actually it’s not. It’s really about maintaining an
on-going conversation with your prospects or existing clients. The outcome to this is that you and your company will remain top of mind relative to your competitors, unless they are lead nurturing better than you. Doing lead nurturing well should (WILL) eventually grow sales, but it’s not a quick fix, nor will it deliver immediate results. This is especially true when we are talking about content creation, and I am always talking about content creation. When you use content to nurture leads, the conversation advances via the marketing content or assets you use as well as the way in which your company communicates with There are a few best practices to follow when you are developing content to nurture leads: www.nzsalesmanager.co.nz / 6
MUST READ
RESPECT YOUR PROSPECT’S SCHEDULE AND ATTENTION SPAN Make your content easy to digest
MAKE CONTENT VALUABLE, NOT SELF-PROMOTIONAL
It’s not really a secret anymore that these days
put your audience’s interests ahead of your own.
prospects are interacting differently with the
People understand that if they are reading a vendor
content you provide. If a prospective client, or an
sponsored or vendor written resource, the material
existing one for that matter, has chosen to read your
probably alludes to what the vendor’s product or
content it had better be engaging. In most cases,
service can do, but that doesn’t mean they want to
that means short, sweet and to the point.
be hit over the head with it.
Don’t forget, it’s not about you – make sure you
Don’t forget, it’s not about you – make sure you put your audience’s interests ahead of your own. USE SALES AND MARKETING EMAILS AS A CHANCE TO GET PERSONAL, NOT PUSHY
DEVELOPING CONTENT TO GENERATE DEMAND
Nobody likes to feel bullied, so think about your
best they will hit the delete key. At worst they’ll
language and presentation carefully. Give your
unsubscribe – so take care to make relevance a
prospects reasons to say yes, not excuses to say no.
priority. Don’t just write a white paper that is
Use HTML emails to nurture leads, and then follow
useful to someone about to buy your product or
up with normal text emails once the sales process is
service; write one that is helpful to someone simply
engaged. Don’t overdo the marketing.
considering your product. It’s about nurturing
If a prospect finds your content irrelevant, at
7 / www.nzsalesmanager.co.nz
MUST READ
remember? It’s really important to create multiple
According to International research:
pieces of content relevant to buyer roles and buyer
• 82% of prospects say content targeted to their
stages so you can entice a lead to engage with your content multiple times during the decision cycle.
THE DECISION ROLE When we speak of decision roles we are specifically talking about either the person making the decision or the influencer. It’s not rocket science: if you alienate one of these two people, you will lose the sale. Forever. Mapping your content to the decision role is important because prospects find content targeted to their role or industry much more valuable than generic content.
www.nzsalesmanager.co.nz / 8
specific industry is more valuable
• 67% say content targeted to their job function is more valuable
• 49% say content targeted to their company size is more valuable
• 29% prefer content targeted to their geography
MUST READ
Your Client Decision Maker
A
C
T
I
O
N
Aware of needs
Recognizes the consequences
Target Situation and Goal
Investigating solutions
Option Selection
Needs Fulfillment
Whitepaper
ROI report
Case Study 1
Case Study 2
Product Brochure
Whitepaper
Influencer IT
THE ACTION STAGE
DON’T BE OVEREAGER
What stage is your prospect at in the buying
If you present your solution too early before they
process? Don’t know? You need to find out because
even know they need it for example, it is just
that knowledge is important because it affects the
going to waste their time and yours. And we know
type of content they are likely to consume. The
what happens when we feel our time has been
content someone finds relevant changes as they
wasted right?
move through the process and you need to have the
DELIVERING CONTENT AGAINST THE ACTION MATRIX
information that is relevant for the stage they are at. For example: •
There are plenty of systems out there that provide
Educational pieces work well during the early
automated solutions for qualifying and tracking
awareness stages. With these pieces, you
prospects, but you simply use a spreadsheet like the
are simply educating people and sharing
one pictured.
best practices. •
•
The goal of this type of matrix is to provide an
Industry specific pieces work well when
at a glance resource for structuring your content
prospects are starting to look for a solution.
marketing relative to your prospects. This way,
Examples can be industry overviews, analyst
you’ll ensure your content marketing components
reports and buyer’s guides.
— buyer roles and ACTION stages — are effectively
Solution oriented and company focused
aligned with each other so you can communicate
materials are appropriate for prospects engaged
in the most relevant way with your prospects
in the ACTION or buying cycle.
according to their ACTION stage.
Sean McDonald helps small and mid-sized businesses fill in the gaps in their sales and marketing operations so they can start growing ... fast. To find out more visit www.salessystems.co.nz
9 / www.nzsalesmanager.co.nz
BUSINESS OWNERS – THIS ONE IS FOR YOU! Don’t sell yourself and your business short www.nzsalesmanager.co.nz www.nzsalesmanager.co.nz // 10 10
By Sandy Geyer
“
Why don’t you get a job in sales” my husband
spending all my flying time weeping out of sight in
asked me many years ago when the need for
the galley due to infant separation anxiety.
a career change in my early twenties became
unavoidable. At the time, I was an air hostess with a recently weaned four-month-old baby girl whom I had to leave in a creche on a daily basis to fly to the other side of the country and back. Sometimes I didn’t fly back for a few days at a time, and I found the extended time away from my infant child excruciating. Neither my husband nor I thought the
“But I can’t sell anything!” I wailed in despair. “I have absolutely no idea what to do if they say no!” Fortunately for me, my desperation for a “normal” job won over my fear of the dreaded word “no” and soon I was employed as a sales representative for Rentokil, of South Africa, selling sanitary bins to corporations.
airline was going to put up much longer with my
Within a short space of time I had sharpened my sales presentation to one sentence. “Would you like to sign for one/many of these sanitary bins for the comfort of your ladies or would you like me to explain more about how they work first?” I would ask sweetly whilst waving my on-hand, full sized sample sanitary bin in full view. As you might guess, the number of “no’s” that I got were few and far between, and the only time I ever got asked for a detailed explanation was when a biological scientist was genuinely interested in the sanitation mix inside the bin.
In those corporations in the early 1990s, the
like to sign for one/many of these sanitary bins for
majority of the decision makers were the financial
the comfort of your ladies or would you like me to
directors, who were men. And so I was spending
explain more about how they work first?” I would
five days a week selling sanitary bins—to men.
ask sweetly whilst waving my on-hand, full sized sample sanitary bin in full view. As you might guess,
Within a short space of time I had sharpened my
the number of “no’s” that I got were few and far
sales presentation to one sentence. “Would you
between, and the only time I ever got asked for a
11 / www.nzsalesmanager.co.nz
detailed explanation was when a biological scientist
for my own business. My sanitary bins experiences
was genuinely interested in the sanitation mix inside
also taught me that selling could be very rewarding
the bin.
and even fun if one has some basic sales skills and a
What my first selling experience taught me is that
good strategy.
selling is not a function that many of us readily
I believe that business owners are unquestionably
choose or feel immediately comfortable with.
the most qualified to drive their business growth
However, comfortable or not, sales are a vital part
through effective selling, yet so many would rather
of any business, and I was fortunate to hone the skill
see their companies decline than drive the sales
early in my career before I had to go out and sell
function themselves.
I believe that business owners are unquestionably the most qualified to drive their business growth through effective selling, yet so many would rather see their companies decline than drive the sales function themselves. Here are some additional thoughts about the
time during any of their transactions with the
relationship between business owners and selling:
company. Therefore, business owners who are
•
involved in the sales process in some form lose
Business owners are the best qualified to drive
far fewer clients to the competition than those
their business growth through selling primarily
who are not.
because they automatically inspire trust in the majority of their clients. Trust is the single most
•
•
Business owners avoid selling because they
important ingredient of a sale agreement and
often view their businesses as extensions of
is a noteworthy advantage to have at the start
themselves, and they tend to take any rejection
of a transaction. Sales employees do not have
of their services too personally. I believe that
this advantage at the start, and they have to
this is why so many cash-strapped business
work much harder than the company owner to
owners will still fund marketing projects, which
attain trust.
are difficult to measure and seldom successful, instead of direct selling initiatives.
Clients are far less inclined to take their business elsewhere if they have been personally attended to by the business owner at any
www.nzsalesmanager.co.nz / 12
•
Business owners avoid selling because they are intelligent people and they sense that
they are not good at it. Therefore, it feels counterintuitive to try and sell themselves, and they employ seemingly more qualified sales staff who simply don’t care about the results as much as they should. This is a mistake made far more by introverted business owners who falsely
•
Business owners are largely unaware that selling is a simple science with basic principles that when understood and applied make the sales function straightforward and exponentially rewarding in terms of personal growth,
believe that one should be an extrovert to sell
business growth, and meaningful connection to
effectively. The opposite is most often true.
the customer.
Sandy Geyer is an entrepreneur and mentor who helps other successful entrepreneurs in New Zealand, Australia and South Africa over a wide range of industries. To find out more visit www.enqpractice.com
13 / www.nzsalesmanager.co.nz
Q&A
Q & A WITH STEVE BONNICI, MANAGING DIRECTOR OF EXSALERATE
NZSM: Tell us a little about your own background/ experience in sales?
SB: I have been Managing Director of Urgent Couriers since 1989. Urgent Couriers has been a technology pioneer launching New Zealand’s first courier website in 1997. We have our own in-house development team of three full time developers. I have always been involved in the sales side of the business and have had significant involvement in key account management.
NZSM: So how did you get into this business? SB: In 2011, we were looking for a CRM to assist with the efficiency of our sales team and to improve our existing customer relationships. We investigated
with a lot more features than we needed. My philosophy around client communications is that everyone who has contact with the customer must have access to the CRM, so there is a complete record of client communications. The cost per seat of most CRMs made that proposition prohibitively expensive. What we were looking for was a simple, effective and affordable solution that really made the sales reps’ jobs easier, improved their effectiveness and built customer intimacy through good communication records. We couldn’t find it, so we created Exsalerate.
NZSM: And who should be using Exsalerate?
the major CRM options available to us at the time
SB: All businesses large or small should have a CRM
and decided they were expensive and complicated
system as it is imperative in the current competitive
www.nzsalesmanager.co.nz / 14
Q&A
business environment to stay close to customers.
easy for reps to keep track of follow ups and next
This is easy when you are small but maintaining
activities. As a sales manager all you need to do is
customer intimacy as you grow becomes a
to have your reps record their activities and you will
challenge. CRM helps with that intimacy.
then have a set of simple reports that allow you to
We have clients in industries from transport to
monitor their performance.
manufacturing, banking and professional services.
NZSM: What’s the one thing that sales people
We were initially targeting clients with up to 20
must consider when choosing a CRM
employees, however it seems our system has
SB: Is it easy for my team to use - will it actually
broader appeal as larger companies are also using it.
NZSM: Tell us about the CRM and how it helps sales people?
SB: Exsalerate provides an intuitive, easy place to record what you’ve done with a prospect or customer and what the next thing you need to do is. You can customise lead/customer statuses and tasks to reflect your sales process. This makes it
help them with their daily lives?
NZSM: What’s different about your business SB: It is simple, effective and affordable. It is made by Kiwi business people for Kiwi businesses, supported in New Zealand.
NZSM: What’s your sales secret for the readers of NZSM?
SB: Follow up is crucial for sales success.
BUSINESS ANYWHERE
T
he game is changing for New Zealand
that their connection is secure and that the
small and midsize businesses (SMBs),
right people have access to the right data
as major technology areas like cloud
and applications.
services and mobile computing transform the business landscape. Today, as the division between our personal and business lives blurs, more of us are doing work outside of the office. SMBs are recognising that employees need to have the freedom and flexibility to get their work done anywhere. For example, we may need to quickly review a document on our phone while we’re at the kids’ soccer game. Or we might
THE POWER OF CLOUD PRODUCTIVITY, COMBINED WITH ON-SITE DATA CONTROL An increasingly mobile workforce creates a range of SMB challenges, whether managing what many people are referring to as the “bring-your-own-device” (BYOD) explosion, or enabling more secure access for telecommuters. With the Microsoft platform,
need to get the most up-to-date information
there are a range of solutions for SMBs that
while on a customer visit.
provide them the flexibility to do business
At the same time, businesses need to ensure that their IT environment is protected and
anywhere—combined with the peace of mind that their environment is protected.
under control. They need to keep data secure
Individually, Office 365 and Windows Server
and manage a wide range of mobile devices.
2012 offer major advancements in the products
And they need to provide well-controlled
and technologies available to SMB customers.
remote access to internal business apps, like
Office 365 delivers SMBs the rich Office
accounting and CRM systems, making sure
experience we know and love—offered as
www.nzsalesmanager.co.nz / 16
an affordable cloud service.
• Use Office 365 cloud-based
from a consistent,
Windows Server 2012 brings
email, plus file sharing and
simplified login experience
additional protection for on-
HD video conferencing, all
across PCs and devices
site data and enables easier,
working seamlessly with
by integrating with your
more secure remote access to
your familiar and always
identity management
line-of-business applications.
up-to-date Office apps.
system, Active Directory.
Working together, Office 365
• With Office 365, you
and Windows Server 2012
enjoy a predictable
help businesses who want
and affordable monthly
to empower their workforce
cost for best-in-class
with cloud-based productivity,
productivity tools.
while offering greater
• With the addition of
• Windows Server 2012 provides an easy, costeffective path to virtualising your infrastructure; enabling you to combine multiple applications on a single server and
control over on-site data
Windows Server 2012,
helping you maximize your
and applications.
SMB employees benefit
investments as you grow.
UPGRADE AND EXPAND YOUR IT CAPABILITIES WITH A MODERN OPERATING SYSTEM Another part of your technology piece as an SMB is your operating system. In 2001, Windows XP was launched, and went on to become Microsoft’s most popular operating system of its time. Nearly 12 years later however, technology has evolved in leaps and bounds, along with the needs and expectations of those who use it. Kiwi businesses now have an increasing need to protect their data, ensure that their business is secure, and grow their business. Meanwhile, employees demand 17 / www.nzsalesmanager.co.nz
technologies that fit their personal work style
improved file explorer and better security.
and allow them to stay productive anytime,
Windows 8 is 21 times less likely to become
anywhere, on a variety of devices.
infected than Windows XP!
Yet, there are still more than 100,000 PCs
SO WHAT ARE YOU WAITING FOR?
running Windows XP in New Zealand businesses who have 5-250 staff. The risk these
Help safeguard your business today and ensure
organisations run is substantial. Starting 8 April
that your business is future ready.
2014, Windows XP PCs will no longer receive security updates and tech support will be expensive. Now is a better time than ever to modernise your IT infrastructure and move to an up-to-date Windows operating system. Windows 8 was designed with the modern, mobile business world in mind; it is the
Your IT provider can help – New Zealand IT experts are ready to help you. If you don’t already have a trusted IT provider, check out www.microsoft.co.nz/getmodern where you’ll find a link to Pinpoint – New Zealand’s largest IT Directory.
foundation that business can build their
Visit www.microsoft.co.nz/getmodern for
operations upon from end-to-end, across a
information and to take advantage of current
variety of devices, locations and users. What’s
discounts in market.
more, Windows 8 delivers all the things that are great about Windows 7 but makes them
You can also follow us on Twitter @
even better with things like: faster boot time,
MSNZBusiness and sign up to our newsletter
improved task manager, longer battery life,
for updates.
18 / www.nzsalesmanager.co.nz
QUICK FIX
QUICK FIX
It’s not what you sell, it’s how you sell.
The end of ‘do not hesitate to contact me’
Y
ou have just crafted a great sales letter, (or more usual, changed the name and date on your standard
letter) and are writing the last line. It goes like this……. ‘If I can be of any further assistance then please do not hesitate to contact me.’ This has to be the most overused, unimaginative, boring closing line to a sales letter. Everyone uses it and they all sound like scripted sales people. It is lazy and meaningless. You must progress the sale. Rather than inviting the customer to call you, tell the customer what you expect to happen next. Try this…’With your approval, the next step will be to <schedule a meeting, measure up, choose the colour, agree on the terms…..> I will call you next <name the day> to do <whatever it is>.’ Your closing line now has value and meaning. It might take some thought, but it will drive your follow up activity too! 19 / www.nzsalesmanager.co.nz
2 Minute top-up
THE FIRST 30 MINUTES OF THE DAY STARTS AT THE END OF THE PREVIOUS DAY
T
By Mark Hunter
he first 30 minutes of the workday will set
you are going to accomplish during this period.
the tone for the entire day. For most people,
Therefore, you must determine the day before what
the first half hour of the day consists of
you intend to do when you first arrive in the morning.
settling into the office routine by grabbing a cup of coffee, checking the internet, and, of course, chatting with others. Now, I will never be one to say we have to avoid coffee and/or socializing, but I will be the
For anyone in sales, this means one thing: start the day by making a minimum of three sales calls before you do anything else.
first to say it is advantageous to put these activities
To begin using this strategy, your objective today
aside until later.
(and every day in the future) should be to identify
One of the ways that top-performing salespeople
three people you want to call first thing tomorrow
separate themselves from others is by effectively
morning. There is no better way to start the day
using the first 30 minutes of the day. It is highly
than by calling customers. If you are the type of
beneficial to your productivity to know exactly what
person who arrives in the office early, your phone
www.nzsalesmanager.co.nz www.nzsalesmanager.co.nz // 20 20
2 Minute top-up
For anyone in sales, this means one thing: start the day by making a minimum of three sales calls before you do anything else.
calls will wind up going straight to voicemail.
An additional benefit of this plan will come when
Great! In fact, using voicemail is an effective way to
you begin applying this same principle to the first
demonstrate to others that you are a hard-working
15 minutes after returning from lunch. Use that time
individual, and you take your relationships seriously.
to make three prospecting calls. Again, you will find
For those of you who have a large number of clients, this is also a perfect way to personally reach out to them while not having to wind up in a long, drawnout telephone conversation.
yourself becoming productive faster and you will be less likely to find yourself at the end of the day looking back to realize that you did not make the phone calls you needed to.
In addition to beginning the workday more
By establishing these habits, you will increase the
productively, you will also find yourself warmed up to make additional phone calls throughout the day. This will help you overcome a very common
number of phone calls you make every day from utilising time that, in the past, was unproductive. Make it part of your routine at the end of each
problem among anyone in sales: the initial
day to identify both the three people you intend
reluctance to make the first call of the day. Many studies have shown that people waste on average
to contact the next morning and the three you’ll
15 minutes each day just getting ready to make that
contact after lunch. Do not fall into the trap of
first call. It is ironic to think that you will have made
thinking you’ll come up with the names the next
three phone calls in the time it takes the average
day, because the chances of you actually contacting
salesperson to even start making theirs.
those people will fall dramatically.
Mark Hunter, “The Sales Hunter”, is the author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com
People are your business. Why compromise? We provide specialised strategic recruitment solutions for companies seeking Sales and Marketing Professionals:
• Account and Relationship Managers • Sales Analysis and Reporting • New Business Development • Sales Coordination and Support • Sales Representatives and Consultants • Brand Management • Digital and Search Marketing • Direct Marketing and CRM • Product Management and Development
ph +64 (9) 271-6900
21 / www.nzsalesmanager.co.nz
• info@salesstaff.co.nz • www.salesstaff.co.nz
Resource CorneR
Make it all about them WINNING SALES PRESENTATIONS
Authors: Publisher: Price:
‘
Nadine Keller John Wiley & Sons $31.99 from www.mightyape.co.nz
Make it all about them’ debunks the myths of
important you are but how important they are, and
the traditional rules of presentations. In today’s
other effective tactics. It provides quick and useful
commodity-based marketplace, it is harder
concepts and tools to help salespeople break through
than ever to differentiate even the most superlative
the “we have always done it this way” mentality
services and products. The sales presentation
that is so prevalent in corporate life. Author Nadine
provides the most powerful opportunity to do so.
Keller is founding partner of Precision Sales Coaching
Make it all about them reveals the truth behind the
& Training with more than twenty-five years of
traditional rules of presentations and offers sales
experience in sales and sales leadership coaching and
professionals a new way forward. It explains why
consulting. This unique approach will allow you to
focusing on three key points trumps a presentation
deliver a winning presentation every time by making
full of details, why plain English always wins over
it all about your audience.
jargon, why the audience doesn’t need to know how
www.nzsalesmanager.co.nz / 22
THE NZ SALES MANAGER CODE OF PROFESSIONAL SELLING When dealing with me: • You will find honesty and integrity. • You will be listened to. I will seek to understand. • You will be told the truth, how it is and as it happens. • We will be working towards mutual gain. • You can expect me to follow through on the promises I make. •
You can expect me to be committed to my own personal development.
• You can expect me to be an ambassador for the sales profession.
Does your organisation have a code of sales ethics? We’ve developed this one especially for NZ Sales Manager readers. Please feel free to adopt for your team or organisation!
23 / www.nzsalesmanager.co.nz
iSign Not for Profit 5 staff 4 Mobiles Auckland Joined 2012
NZSL Interpreting
BUSINESS
CALENDAR DATE
NAME
PLACE
COMPANY
LINK
Tuesday 5th November
Key Account Management
Hamilton
The Marketing Company
http://events.themarketingcompany.
Writing Major Bids
Wellington
co.nz/courses/23-key-account-management
Tuesday 5th November-
Shipley NZ
Wednesday 6th November
http://www.shipleywins.co.nz/publictraining-schedule.html
Scotwork Advancing Negotiating Skills
Wellington
Scotwork Negotiating Skills NZ
http://www.scotwork.co.nz
Prospecting & Gold Calling
Wellington
The Marketing Company
http://events.themarketingcompany.
Tuesday 12th November
Overcoming objections
Auckland
Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Tuesday 12th November
Sales Basics
Auckland
Geewiz
http://www.geewiz.co.nz/seminars-
Tuesday 5th NovemberThursday 7th November Monday 11th November
co.nz/courses/2-sales-ignition-day
and-workshops/course-details Thursday 14th November
Social Media and Sales
Auckland
Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Wednesday 20th November
Advanced serious selling
Christchurch
Geewiz
http://www.geewiz.co.nz/seminarsand-workshops/course-details
Wednesday 20th November
Professional Relationship Selling
Palmerston North
The Marketing Company
http://events.themarketingcompany. co.nz/courses/21-prospecting-goldcalling
Wednesday 22nd November
Professional Relationship Selling
Hawkes Bay
The Marketing Company
http://events.themarketingcompany. co.nz/courses/3-professional-relationshipâ&#x20AC;Ś
Scotwork Advancing Negotiating Skills
Auckland
Scotwork Negotiating Skills NZ
http://www.scotwork.co.nz
Thursday 28th November Thursday 28th November
Sales Training Course
Christchurch
Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Tuesday 26th November-
25 / www.nzsalesmanager.co.nz
Home Owners or Renters Geographical location
Gender
CONSUMER VAULT Age & Income Range
Ethnicity
Vehicles
Consumer Vault is one of New Zealand’s largest and exceptionally accurate residential prospect databases Consumer Vault contains contact details for over 1,000,000 adult New Zealanders. Being such a substantial database we focus on working with you to select the best prospects for your telemarketing, research, direct mail and acquisition campaigns. directory and as such we can offer
one of the most user friendly and
a 95% accuracy guarantee and
cost effective residential prospect
typically achieve 98%. Our high level
sources for New Zealand.
of address accuracy ensures your
Don’t buy customer or prospect
direct mail campaign qualifies for bulk mail discounts.
information you already have! KMS Data are happy to remove
We understand the cost of marketing to the wrong prospects so we have
your existing contacts from Consumer Vault ensuring you only
gone to great lengths to ensure we
pay for new prospects.
can refine the database to identify
Consumer Vault is 100% privacy
the absolute best prospects for you.
compliant. This means the database
As we own and maintain the database
has been constructed from legal
in-house, we know exactly what can
and ethical sources and KMS Data
be done and are flexible in how we
remove people that are recorded
KMS Data is a licensed provider of
can select and supply prospect
on the Marketing Association’s
phone numbers from the White Pages
databases making Consumer Vault
suppression lists.
C
onsumer Vault can help you better understand your current customers
and prospects by adding intelligent information to your existing database.
KMS Data offer an obligation free consultation, contact us to discuss how we can help you.
data
WWW.kmsdata.co.nz
E info@kmsdata.co.nz
P +64 9 621 0472
THE CLOSE
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