Sketchy Ideas

Sketchy Ideas Episode 56: Start Your Engines

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:30 Intro

3:00 Sponsors and recap of data analysis

  • If you are a sales rep then you will be tracking your sales activity
  • Every step of your business has a point value
  • Generate metrics around revenue
  • Need to layer on value metrics in order to achieve conversions
  • Value engines: customer value journey
  • “Sales activity is not the same as revenue” -M

    • 6:00 Know what is working /what is not in business (Adding value)

    • “If I didn’t give you something valuable in that meeting why would you come back” -M
    • Need to know what is working so it can lead to results
    • 6:40 “At every step of the journey you need to be adding value to the customer”-B
    • Customers needs need to always be on your mind and make it better

      • 9:12 sales processes

      • What is your key takeaway from a conversation
      • Question to ask: “Which part of this conversation has been most helpful to you”
      • Customers will WANT to come back
      • Many conversations are not actually adding value -B
      • There is unseen value in many things, including ads and a campaigns
        • It is a mental shift
        • Causes remembrance

          • 12:20 value engine and repurposing

          • “If you’re creating the content they have more chance connect with it since you are creating so much”
          • Value engines are so important to small businesses
            • Value comes from the business
            • Adds on with processes
            • Accountability helps
            • You need to know the metric you must add in order to move you to the next step

              • 15:13 need to follow process

              • Michael had a lot of sales activity but not a lot of revenue...had to go back and follow process
                • Had 5 contracts out in a week once he followed his sales process
                • All about the data
                • How to find those metrics…
                  • Need to look at successes and failures
                  • There is always a trend-M
                  • Requires having enough data to understand how it works

                    • 18:25 steps to analyze

                    • Need to ask what the desired outcome is from step to step
                    • Focus more on successes because they work
                    • If you give away everything all at once you will get more people who come to you knowing you will give them the answers

                      • 21:37 defying balance

                      • People do not notice it but it is happening
                        • Hot dog and buns example
                        • Mcdonalds french fry example
                        • The business knows that you will not not get a burger without fries, most of the time

                          • 23:28 accountability

                          • You won’t know if you process isn’t working if you are not accountable
                          • Accountability is built in when you build the engine
                          • “It should put you back on track”
                          • You can build accountability into the metrics but having a person is important

                            • 28:50  - Overview/End remarks

                            • Topics/concepts others have disagreed on, send them our way
                            • Look out for sketchy soiree
                            • [email protected]

                              • Full Show Notes Here

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