Sales Administration

Sales follow up training for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs who invest their time and money attending trade shows, monthly association meetings and business networking events but many times just end up with a pile of business cards.

Did You Know?
80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

When you attend this Follow Up Business Training you will learn how to network with the specific intent of engaging people in conversation, connecting with them and following up to add value, rather than just selling. Beat that statistic!

Register for “SET THE STAGE FOR FOLLOW UP“  Training on a Monday night 6 – 9 pm.

There are 3 upcoming dates to choose from April 4, May 2 and June 13, in Oakville, Ontario  or contact Cheryl at ExecutiveSalesSupport.com to have this training come to your office. Hear what other clients have to say about Follow Up Training

Learn how to grow sales utilizing a straight forward systematic strategy that teaches you how to maximize your business networking. Learn how to easily start conversations that maximize your subject matter expertise to make connections, build relationships and build the know you, like you, trust you factor. I call it Business Networking With Specific Intent!

Join Cheryl Scoffield, Follow Up Specialist for  Set The Stage For Follow Up - on one of the upcoming dates April 4, May 2 and June 13,

2.5 hours of hands on, skills based interactive business training in Oakville Ontario.  Learn how to take proactive action and implement a step by step system to make sure EVERY prospect you met finds their way into your sales funnel and is followed up. Learn how to maximize your business development investment and utilize proactive marketing to raise the visibility of your business. It just makes cents.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond
6. Set up a simple follow up tracking system

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

Cheryl, I have met a number of sales professionals over the years that wanted to work with me. Some have programs that run into the thousands of dollars. None have walked the talk the way you have.

The process you explained in your Follow-up Training is the reason I registered for your session. I have already started implementing the process. Thank you!”

Kathy Mourtos, CEO
Denmor Associates 

Then progress to Automate Your Follow Up Process – Advanced Training on May 20, 2011.
and learn the basics of how to use ACT -Customer Relationship Manager and Swiftpage their email marketing program.

Follow Up Training is specifically designed to give you enough ideas, tips and techniques to empower you to Follow Up to the 5th -12th contact where 80% of sales are WON!

I PERSONALLY GUARANTEE IT.

Sales follow up training for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs who invest their time and money attending trade shows, monthly association meetings and business networking events but many times just end up with a pile of business cards.

Did You Know?
80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

If you would like to beat that statistic – Attend this Follow Up Business Training and learn how to network with the specific intent of engaging people in conversation, connecting with them and following up to add value, rather than just selling.

Register for “SET THE STAGE FOR FOLLOW UP“  training  Monday night March 7, 6 – 9 pm in Oakville, Ontario  or contact Cheryl at ExecutiveSalesSupport.com to have this training come to your office. Additional dates for Spring 2011 available.

Learn how to grow sales utilizing a straight forward systematic strategy that teaches you how to maximize your business networking. Learn how to easily start conversations that maximize your subject matter expertise to make connections, build relationships and build the know you, like you, trust you factor. I call it Business Networking With Specific Intent!

Join Cheryl Scoffield, Follow Up Specialist for  Set The Stage For Follow Up - March 7, 2011 , 2.5 hours of hands on, skills based interactive business training in Oakville Ontario.  Learn how to take proactive action and implement a step by step system to make sure EVERY prospect you met finds their way into your sales funnel and is followed up. Learn how to maximize your business development investment and utilize proactive marketing to raise the visibility of your business. It just makes cents.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond
6. Set up a simple follow up tracking system

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

Cheryl, I have met a number of sales professionals over the years that wanted to work with me. Some have programs that run into the thousands of dollars. None have walked the talk the way you have.

The process you explained in your Follow-up Training is the reason I registered for your session. I have already started implementing the process. Thank you!”

Kathy Mourtos, CEO
Denmor Associates 

Then progress to Automate Your Follow Up Process – Advanced Training on March 21, 2011.
Follow Up Training is specifically designed to give you enough ideas, tips and techniques to empower you to Follow Up to the 5th -12th contact where 80% of sales are WON!

I PERSONALLY GUARANTEE IT.

Are you confused about the new sales automation tools and which ones you need to grow your business? If so, you are not alone!

Over the past several years there have been so many changes to the traditional sales and marketing methods and many new Internet tools.  As a result, more time is needed to not only keep track of all the new sales automation tools but also to investigate each product’s features and decide which one is the best fit for your business needs.

Here are 3 tips to help with your investigation and set the stage within your business for growth.

So what is your first step?

1. ASSESS your current business processes to determine where you are today and discover areas where information may not be flowing smoothly. Do you have a CRM Customer Relationship Management tool in place?
2. BRAINSTORM ideas to address the current bottleneck areas you found in Step 1. Look at both people and business processes. The goal is to get internal information flowing smoothly again. What resources are currently available that you can access?
3. DEVELOP a strategic map of tasks outlining a step by step plan in each step. That way you will have a path to implement the identified ideas and move toward the changes. Do not forget to also include investigating features of the new sales automation tools.

These initiatives will set the stage and get your business started down the road to implementing change and also gather the information you’ll need to choose which technology tools best fit your improved business processes. 

One of the challenges in business today is to not only keep up with the fast pace of change but also continue to implement improvements into your business processes. Processes need to change within your business to help utilize the advancements in technology to enhance your marketing and sales funnel and set the stage for growth.

Along the way you also need to maximize knowledge flow through improved business processes if you want to gain business growth in the new Innovation Economy. Which specific process should you look at first? Which technology should you apply for maximum effectiveness in your business?   Without a strategy, it can seem overwhelming.

When developing a strategy, one of the first steps I take to help a new client prepare to move forward is a current state accessment. I often start with the foundational processes and then progress to optimizing the way knowledge flows within the company. As a result of requests from my clients I will be launching a new business called BusinessKnowledgeGPS to help clients get started. If you would like to be kept up to date, just go to the site and send me your email address.

The goal of the Follow Up Services I offer for sales follow up and sales automation is three fold.

1 – EXPERTISE & RESOURCES that help people within the business understand the basic concepts of automation and
2 - GET ORGANIZED to start implement the changes necessary, then
3 – TRAINING that helps people start moving towards utilizing the tools to maximize their business development investment, marketing and open the door to greater sales.

During this transition, additional expertise resources may be needed to analyze the sales cycle and determine the best course of action and tools needed. Ultimately, the goal is to standardize and optimize the sales process from first contact through to the 5th – 12th contact where 80% of sales are won.

The outcome goal is an integrated system that once set up, runs automatically in the background to maximize the business development investment and marketing assets, optimize the sales cycle, increase the volume of qualified prospects and ultimately increase the likelihood of won sales that grow your business. The combination of components and the route to attain that goal varies for each business.

One of the components I recommend is Swiftpage which provides 2 things.
1 – an HTML program that builds newsletters and drip marketing campaigns for example and
2 – an email blaster that sends email campaigns and compiles statistics based on opens and click through traffic for campaigns.

You have the option to integrate Swiftpage with ACT a CRM or you can utilize Swiftpage with an excel spreadsheet as the source for the contacts. When using ACT all your email stats can be loaded back into the contact records.

To learn about these are concepts , attend Follow Up Training- Automate Your Follow Up Process.

December 6, 6 - 9 pm in Oakville ON

 This is the last Follow Up Training date for 2010! 

If you attend trade shows, networking events or association meetings and end up with piles of business cards on your desk, this business training will help you put business processes in place enabling you to stay in conversation with prospects to the 5th -12th contact where 80% of sales are made.

Automate Your Follow Up Process - 
December 6, 6 – 9 pm in Oakville, ON   $89.00

2.5 hours of hands on, skills based business training introduces the concept of automation and covers templates and a business system that maximizes your efforts.  

Presented by Cheryl Scoffield, Follow Up Specialist, Trainer & Coach

Discover a 10 Step Follow Up System that manages and maximizes your follow up activities.

Here are some interesting and startling stats about follow up:

* 48% of sales people never follow up with a prospect
* 25% make a second contact and stop
* 12% only make 3 contacts and stop

Follow Up is VERY important for your business because:

* Only 2% of sales are made on the 1st contact
* 3% on the 2nd contact
* 5% on the 3rd contact

and a whopping 80% of sales are made on the 5th to 12th contact.

Register early, seating is limited to 10 people. This hands on business training is geared to ensure that everyone gets the information they need so they can implement the techniques into their business.

There will be time dedicated to Questions and Answers. 
My clients tell me that they are no longer interested in attending general information sessions, they want hands on specific instructions to GROW not only their expertise but techniques they can implement to GROW their sales!

This training offers just that. Learn tips and techniques that will help you learn to build and automate an ongoing communication strategy that savea you time, keepa you organized and drivea more traffic to your business! 

Discover how to:

• Develop a set of templates so you are not reinventing the wheel every time you take a prospect through your follow up sequence
• Overview and basic training on using a CRM (Customer Relationship Management) system (ACT is demonstrated)
• Overview and basic training on automation for ongoing communications (Swiftpage is demonstrated)

Register early as seating is limited to 10 people. The training will be held at Hampton’s Restaurant on the SW corner of Bronte Rd and the QEW in Oakville ON.

Get your business in front of more prospects and increase sales. Learn how to network proactively with the specific intent of setting the stage for sales follow up. 

Cheryl Scoffield chosen as a trainer for  Enterprise Toronto, in Toronto, Ontario.

Did you know that 80% of sales are are won on the fifth to twelfth contact – yet 48% of all business managers never follow up with prospects beyond the first contact conversation? If you want to engage the people you meet networking at trade shows and association meetings in conversation after the event, you need to listen first.

Cheryl’s presentation on Sales Follow Up -  How To Maximize Your Networking - Follow Up More Effectively, gives you a sharp pair of ears backed up with the specific intent to follow up.  Register for these seminars.

October 26, 2010

Location: Etobicoke Civic Centre located at 399 The West Mall, Etobicoke, Ontario

Time:   10 am – 12 noon, No fee but registration is required.

November 23, 2010

Location: Scarborough Civic Centre, 150 Borough Drive, Scarborough, Ontario

Time:   10 am – 12 noon, No fee but registration is required.

Cheryl Scoffield educates businesses, associations and organizations on how to using proactive networking techniques with the specific intention of setting the stage for follow up. 

Follow Up Training is also available in Oakville on Monday nights.
Book Follow Up Training for yourself or have this training come to your organization.

Have you noticed how fast the summer seems to be going? Hard to believe but, I booked my first fall networking event today. WOW. Things seem to move forward faster everyday.

If you are sales professional, business manager or entrepreneur who attendes events, you know it is a business development investment. Whether it is a trade show or a monthly association meeting, any event you attend is an investment of your resources both time and money.

You invest your time;

• researching various trade shows and evaluating whether the event will attract the right target market for your business
• your time attending

You invest your money;

• trade show registration/booth fees & staff time
• travelling costs

Attending events helps to raise the visibility of your business in the marketplace and generates prospect leads for your business. These leads come in 2 forms,

1. attendees you met and with whom you started a conversation and
2. the atendance list which includes attendees you did not met and with whom you could start a conversation. 

Back at the office, the questions are;

• how do you maximize your attendance investment by following up with the highest number of prospects and driving that traffic into your follow up sales funnel?
• what are the next steps to follow up and
  • continue the conversation with attendees you met?
  • start the conversation with the list of attendees you did not met?

In the past, for trade show follow up marketing, we would mail out sales literature and then try to get prospect on the phone, but follow up methods are changing.

Today, I help my clients utilize the technology they currently have, to build their next follow up steps.

• First, database set up to centralize all of the prospect leads, a CRM Customer Relationship Manager such as ACT, Maximizer or Goldmine.
• Second, set up an email blaster such as  Swiftpage with ACT  to send out emails.
  (Swiftpage can also work without ACT)

The great thing about this newer methods is that we can collect statistics, for example, about delivery. Depending on your follow up next steps, you may also be able to track the additional traffic your follow up drives to your website.

If you are interested in learning more about how to follow up and maximize your trade show or networking event attendance, I offer several options.

2 hour sessions Follow up – Discover Your Next Step  and a session about taking action and implementing the follow up steps in your business Follow Up – Take Action. This session is about database set up, database maintenance and outbound cold calling.

Follow Up Training - Set The Stage For Follow Up and Automate Your Follow Up Process. Attend yourself and bring this business training for your office. You will learn how to build a Follow Up System that maximizes your business development investment and help get you past that 1st contact to the 2nd and beyond to the 5th contact where 80% of sales are made. You will save time, stayed organized and drive more traffic to your business!

Questions? No problem. Contact  Cheryl Scoffield, Follow Up Specialist.

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

You attended the trade show- Now what? Do you have a plan in place and implemented, for staying in touch with the new prospects you met at the trade show?   You will, after you attend Set The Stage For Follow Up Training Session.

This sales follow up training is best for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs.

The next “SET THE STAGE FOR FOLLOW UP”  Training Sessions  will be Monday night June 21st, and Monday night August 16th. The training is 2.5 hours from 6 pm – 9 pm and takes place in Oakville, Ontario.

Register for “SET THE STAGE FOR FOLLOW UP”  Training or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00 in Oakville, Ontario.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

Cheryl is definitely the Follow Up Specialist! After taking her “Follow Up System” workshop and being introduced to the “10 Step Follow Up System,” I have a template to follow that will save time and increase my business.
Sue Lacher, Business Coach 

Cheryl is energentic and inspiring. In her “Set the Stage” training, Cheryl underscores the importance of following up with prospects and gives valuable input and ready-to-use strategies for overcoming that inherent reluctance to follow up past the first meeting. She also presents a very useful system for keeping track of your network.
Camilla Nielsen, Intellectual Property Consultant 

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

Do you have a plan in place and implemented, for staying in touch with;

• prospects you meet?
• prospects/clients who are already in your database?

The Canadian Professional Sales Association, polled CPSA members and identified one of their top challenges as “Sustaining sales momentum throughout the year”.   32% said this was their toughest challenge.

FACT – If people who come in contact with your business are not hearing from you on a regular basis, chances are they have forgotten about your business and the value your product or service offers. That means they are not contributing to next month’s sales target.

Join me and a small group of Business Owners, Entrepreneurs and Professional Service Providers for Set The Stage Follow Up Training -2.5 hours of hands on sales follow up training in Oakville, Ontario.

What you will learn – Strategies and techniques that not only connect you with prospects and clients but engage them so they are waiting to hear from you! Follow Up – The Bridge Connecting Prospects To Sales.

Learn How To Maximize Your Follow Up Activities & Grow Your Business Building The Know You – Like You – Trust Factor.

Let’s face it. No one will ever buy from you if they never hear from you!

Beat the odds and stand out in a busy marketplace.

48% of business people never follow up.

Of those
25% make a second contact and stop.
12% make a third contact and stop.
Only 10% make more than three contacts.

Set The Stage For Follow Up –  2.5 hours of hands on training includes an overview of the 10 Step Follow Up System guaranteed to connect you with your prospects beyond the 5th contact where 80% of sales are made.

Next session of ’Set The Stage For Follow Up’  in Oakville is :
Monday, May 17, 6 pm -  9 pm
Cost: $89.00

Reserve your seat early, because this training is limited to 10 participates.

Should you attend? Check out what others are saying about Follow Up

Cheryl is definitely the Follow Up Specialist! After taking her “Follow Up System” workshop and being introduced to the “10 Step Follow Up System,” I have a template to follow that will save time and increase my business.

Sue Lacher, Business Coach, http://www.suelacher.com/
I enjoyed Cheryl’s “Set The Stage” training. Cheryl underscored the importance of following up with prospects and gave valuable input and ready-to-use strategies for overcoming that inherent reluctance to follow up past the first meeting. I also found Cheryl’s system for keeping track of your networkd very useful.

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.