Keith Ferrazzi - Relationships for Revenue Growth
May 10, 2015
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/keith-ferrazzi
Session Overview
Key Takeaways from Relationships for Revenue Growth:
- Keith Ferrazzi’s secrets to productivity through relationships
- Techniques that instantly set prospects at ease and differentiate you from your competition
- Increased customer loyalty, shortened sales cycles, increased effectiveness in C-Suite level sales, and a more robust referral pipeline
- A new accountability strategy that will enhance performance and commitment
- Ferrazzi Greenlight’s exclusive relationship management system – which sales forces will use not only because it drives results, but because it is fun!
Session Overview
Key Takeaways from Relationships for Revenue Growth:
- Keith Ferrazzi’s secrets to productivity through relationships
- Techniques that instantly set prospects at ease and differentiate you from your competition
- Increased customer loyalty, shortened sales cycles, increased effectiveness in C-Suite level sales, and a more robust referral pipeline
- A new accountability strategy that will enhance performance and commitment
- Ferrazzi Greenlight’s exclusive relationship management system – which sales forces will use not only because it drives results, but because it is fun!
Welcome message from author
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Transcript
/KeithFerrazzi @ferrazzi
NOT ASPEEC
H
START OF A DIALOG MOVING TO
ACTION
/KeithFerrazzi @ferrazzi 3
We have made behavioral transformation a science▪ 20 Years of Study
▪ Relational and Collaborative Focus
▪ Constantly Refining the Methodologies
▪ Field Testing, Consulting and Training with Hundreds of Fortune 1000 Clients
/KeithFerrazzi @ferrazzi 4
Pre-Judge
Passion/Dream
Struggle/Habit
Accelerated PersonalRelationships
Tell Your Story
/KeithFerrazzi @ferrazzi 5
PEOPLE WITH BETTER SOCIAL CAPITAL▪ Better jobs more quickly▪ More likely to be promoted early▪ Larger bonuses▪ Higher performance evaluations
Employees with most extensive personal networks were 7% more productive (MIT, 2009)
Source: Social Capital: The Key to Success for the 21st Century Organization, Valdis Krebs, orgnet.com
/KeithFerrazzi @ferrazzi 6
MANAGERS WITH BETTER SOCIAL CAPITAL▪ Teams reach goals more rapidly▪ Better project managers▪ Teams generate more creative solutions
#1 factor for high-performing business teams?
Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007)
DEEP SOCIAL BONDS
/KeithFerrazzi @ferrazzi 7
SALESPEOPLE WITH BETTER SOCIAL CAPITAL▪ Strongest predictor of sales success:▪ Relationship skills▪ Higher social capital
Top 1% income earners
Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007)
CLOSE DEALS FASTER
/KeithFerrazzi @ferrazzi 8
BOTTOM LINE:
Your Network = Your Net Worth
$948IBM study found each contact in a person’s network was worth:
/KeithFerrazzi @ferrazzi 9
So here’s the million dollar question: DO YOU…
Have a budget and a financial plan? Have a project plan? Have a task list? Have a diet plan?
WHERE IS YOUR PEOPLE PLAN?
Content
Con
vers
ati
ons
Connections
Con
verg
en
ce
CultivatingCreate
Com
mu
nit
ies
Colle
ctiv
e Inte
llig
en
ce
Clarity
Com
mu
nic
ati
on Collaboration
/KeithFerrazzi @ferrazzi 10
The Rules of the Game
/KeithFerrazzi @ferrazzi 11
Mission 1:
ALWAYS ASK WHO
Not only WHAT, but WHO▪ Setting specific goals▪ Identifying who can help
Write down 1 professional goal and 3 people who can help you attain that goal. BE SPECIFIC
FOCUS
TA R G E TMis
sion
/KeithFerrazzi @ferrazzi 12
Mission 2:
SYSTEMATICALLY MANAGE YOUR TARGETS▪ Prioritize A, B, and C▪ Focus attention where it counts▪Measure the relationship quality
Measure the relationship quality of each individual. -1, 0, 1, 2, 3 TA R G E TMis
sion
/KeithFerrazzi @ferrazzi 13
D E F I N E
Mission 3:
EXPAND YOUR CURRENCY:
Do your homework on one individual and how to help
Mis
sion
Universal
Professional
Personal DEFINE
GivingBack
IntellectualStimulatio
n
FinancialSuccess
DeepRelationships
PhysicalWellness
ProfessionalGrowth
Spirituality
Do Your Homework
/KeithFerrazzi @ferrazzi 14
Mission 4:
ACCELERATE RELATIONSHIPS EVERY INTERACTION
Find a way to CARE
Mis
sion
▪ PREPARE – Research People▪ PROACTIVE – Mindsets▪ FOLLOW-UP - Generosity
Accelerate
D E F I N E
/KeithFerrazzi @ferrazzi 15
Mission 5:
LIFELINE RELATIONSHIPS
Ambassadors Mentors
Mis
sion
A Way of Life
A L I G N M EN T
/KeithFerrazzi @ferrazzi 16
A PROVEN METHODOLOGY Find Lifeline Relationships Broaden Goal-setting Strategy Learn to Fight Diagnose Limiting Habits Commit to Improvement Lean for Support Make it Stick
Not a “SELF-HELP” bookbut the first
“LET OTHERS HELP” book
/KeithFerrazzi @ferrazzi
WHO ARE YOUR LIFELINES ?
/KeithFerrazzi @ferrazzi 18
Mission 6:
BUILD YOUR PERSONAL BRAND▪ Define how to position yourself
in the market▪ Utilize social media to market
your brand
Send a LinkedIn Recommendation
Mis
sion
A L I G N M EN T
/KeithFerrazzi @ferrazzi 19
Mission 7:
LEAD WITH GENEROSITY, INTIMACY, CANDOR AND ACCOUNTABILITY
Ping with gratitude and respect. Ask for COFFEE, LUNCH, a CALLMis
sion
O U T R E A CH
/KeithFerrazzi @ferrazzi 20
“Never be afraid to ask, the worst anyone can ever say is NO.”
Pete Ferrazzi
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