Mobile Office – e-Spot Complimentary Seminar valued at $125

Date: Monday July 19, 2010       Time: 10-11:30am   
Location: e-Spot™ Community Space, 200-353 Iroquois Shore Road,  Oakville Ontario, above Artisano’s Bakery    Sign up HERE
Tools: Yourself, pen and pad, all your mobile office tech questions and concerns
Another great reason to check out e-Spot in Oakville Ontario!

MOBILE OFFICE SEMINAR
Presented by Marco Hernandez, founder and owner of  Tek It Up Computer Services

Do you have a plan to follow up the people you meet?  Need to get your business in front of more prospects?
Learn How To Maximize Follow Up & Grow Your Business Building The Know You – Like You -  Trust You Factor

Join me and a small group of Entrepreneurs, Professional Service Providers and Business Owners for 2.5 hours of hands on training at Set The Stage Follow Up Training - Learn strategies guaranteed to connect you with your prospects beyond the 5th contact where 80% of sales are made.  Follow Up – The Bridge Connecting Prospects To Sales.

Check out what others are saying about Follow Up

Set The Stage For Follow Up  -  2.5 hours of hands on training includes an overview of the 10 Step Follow Up System. 

Training will be in Oakville ON. Reserve your seat early, this training is limited to 10 participates in each session. Email Cheryl at ExecutiveSalesSupport.com

2 sessions for  ’Set The Stage For Follow Up’          Cost  $89.00

Session #1        Saturday  April 10,      9 am – 12 Noon  
Session #2       Monday    April 26,       6 pm -  9 pm

Join me and a small group of Entrepreneurs, Professional Service Providers and Business Owners.
Reserve early – Seating is limited.

Justin Roff-Marsh is the global thought leader in Sales Process Engineering, a radical new approach to the management of the sales function. I heard Justin speak in the fall of 2008 and thought his presentation was really thought provoking.

He is coming to our area once in 2010. In February, I will be part of a small group of business people who are bringing Justin Roff-Marsh to Mississauga – to give an exclusive briefing to a select few executives. I would like to invite you to attend and I will pay some of the price of your admission! I believe it is that important for you to attend.

At this executive briefing business owners and senior executives will learn how to transform the way their company executes the sales revenue generating process. Justin’s strategy is revolutionary.

Justin’s presentations are provocative and often controversial so if you are looking for sales training, or another warm and fuzzy relationship-building workshop, do not attend this briefing. But if you want to attend a business transforming event, be present at the February 24^th Executive Briefing, 8:30 – 11 am. Justin is going to change the way you look at growing your business, while also giving you a proven strategy to scale it up and rapidly grow your revenue!

Cheryl Scoffield of Executive Sales Support  is excited to partner with   Sales Performanceto bring Justin Roff-Marsh to Mississauga, Ontario on February 24, 2010.

To learn more about this Justin Roff-Marsh event  click here.

Tickets for this Executive Briefing are $495 per company (allowing you two seats).
I am so convinced of the benefits you will reap by attending, that I am willing to pay $100 of it for you. I can also reduce the cost further, for the first 12 of you who email me today.

See you at the  Executive Briefing, February 24^th, 8:30 – 11 am, in Mississauga, Ontario.

By Jeremy Miller

Our world is changing. Global warming is causing polar bears and killer whales numbers to decline. Human sprawl is knocking out major sections of natural habitat, which impact species like the gorillas and pandas. And now rising fuel prices and the growth of the Internet are killing off outside sales professionals.

Who would have thought we could ever see the end of the outside sales professional? They have been helping companies grow for over 100 years. They have introduced products, educated markets and grown companies through their efforts. They have been the driving reason for some of our greatest companies like IBM, Xerox and American Express. Many of our most successful business leaders started their careers in sales. Today outside sales professionals are in jeopardy.

Google has had a profound impact on sales. In just a few short years Google has taken control away from the sales professionals and given it to the customers. In a few keystrokes a customer can identify all of their buying options. They can read product reviews, get competitive pricing, find vendors and choose the best option without ever speaking to a sales person.

Google has replaced much of the front-end work sales people do. Customers aren’t waiting for a sales person to cold call them. When they have a business challenge they go to Google to find the answer. When they want to compare their options and see which companies offer the best value, again they go to Google. Try this on yourself. When you buy your next car will you A, head to a dealership and ask a sales person what they have for you, or B, search Google and build your own shortlist. If you are like most, you will know exactly which car you want to buy long before you speak to a sales person.

The second major influencer for the extinction of outside sales professionals is the rising price of fuel. In less than two years gas prices have soared by more than 30%. The annual cost of a sales person who drives an average of 500 kilometers per week has increased by $9,620 per year. This may not seem like much, but imagine you had 100 sales reps on the road. That is close to a million dollar increase in the sales force’s budget! Imagine if you directed that investment to more productive marketing efforts? Imagine you put that money into Internet marketing programs? Would you be better off? Most likely.

At a $1.40 a liter even sales professionals are monitoring their driving habits. In June 2008, LEAPJob, a Toronto-based sales recruiting firm, polled sales professionals on the impact of rising fuel costs ontheir driving habits. Over 50% said they have reduced the number of trips they are taking. This is a remarkable thing for a sales person to do, because it is their job to visit customers. If they are making fewer trips then they are seeing fewer customers. This will directly impact how they sell. They will have to be much more strategic in their sales efforts if they hope to hit quota.

The outside sales professional is being squeezed at both ends. Customers are circumventing the sales process by getting information on their own, and the cost to travel is forcing sales people to think twice about trekking across the city. Sales forces must become much more strategic about how they engage, support and sell to their customers.

Sales forces need to master the same web tools their customers have embraced. The obvious statement for any company is “be where your customers are.” If the first place a customer looks for products and services is Google, well you better be in their search results if you want a shot at selling to them. If a customer’s first impression of your company is your website, well it better be remarkable. The reliance on an outside sales force is a clear sign that a company’s sales and marketing efforts are too dependent on very expensive sales resources. The increasing costs of an outside sales force means companies have to focus these expensive resources to where they will have the most impact such as product demonstrations, negotiations and strategic account management. Conducting business as usual is suicide.

It is safe to say that the cost of gas isn’t going to suddenly fall, and that innovation on the Internet is going to suddenly stop. The forces killing off outside sales professionals are here to stay. Companies have a choice. They can embrace their new realities, or they can become conservationists and try to save another endangered species.

Jeremy Miller is a Partner with LEAPJob, a sales recruiting firm in Toronto, Canada. LEAPJob recruits sales professionals and sales leaders for many of Canada’s most recognized companies. Their clients range from the Top 50 Employers to smaller organizations building their first sales force. You can reach Jeremy at Jeremy.Miller@LEAPJob.com or 905.281.3090, Ext. 22. For more information on LEAPJob please visit http://www.LEAPJob.com.