La Cotorra Junio 2016

/// CONTENTS

CEOGUSTAVO GONZÁLEZCOORDINATORTERE PRIETO DE GONZÁLEZSTAFFLAURA LIZETH PRADODIGITAL ART DIRECTORDAVID PRIETO

LEADS INTOCLIENTS

06

14 STATIS-TICS

04 LEADINGARTICLE

26 GRADUA-TIONS

&

TOMTAULLITHIS IS HOW YOUSALES PITCH

L E A D I N G A R T I C L E

Nº 08

I N G L É S I N D I V I D U A L

MAKE A KILLER

LATELY THE TECH INDUSTRY HAS BEEN A BIT OF FUNK, AT LEAST WITH WALL STREET. BUT THERE ARE SOME OPERATORS THAT SEEM TO BE IMMUNE, SUCH AS CRITEO. THE COMPANY, WHICH DEVELOPS SOFTWARE TOOLS TO IMPROVE THE PERFORMANCE OF ONLINE MARKETING CAMPAIGNS, CONTINUES TO GROW AT A RAPID CLIP. DURING THE LATEST QUARTER, REVENUES JUMPED BY 36 PERCENT TO $401 MILLION AND THERE WAS ALSO A HEFTY PROFIT.

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It certainly helps that Criteo is targeting a large market and also has a strong focus on product innovation. But the company has something else that’s been critical -- an effective sales organization. And yes, there are some valuable lessons here for entrepreneurs.

Leading

TOM TAULLI

So to this end, I recently had a chance to talk to James Smith,

who is the EVP of Americas for Criteo. Before joining last year, he had successful stints at companies

like AOL, Warner Brothers and Verve Mobile. During his career, he has been able to snag clients

like Kohl’s, Nordstrom, P&G, Macy’s Best Buy, H&M, Mercedes-

Benz, AT&T, Hallmark, Wells Fargo and Target.

OK so what does he recommend when putting together a sales presentation?

“You need to state up front about the value proposition for the customer,” said James. “What’s in it for them? For my company, the value proposition is how our technology can drive incremental sales.”

From there, the sales presentation is really a story -- with a beginning, middle and end. “A good approach is to be provocative,” said James. “This could be about threats of disruption in an industry, such as what’s happening with Uber. This can get the attention of your audience. You can then show how you can be a partner.”

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INTERESTINGLY ENOUGH, JAMES SAYS SUCCESS IS WHEN YOU CAN GIN UP A CONVERSATION. “IF YOU ARE GETTING QUESTIONS AND COMMENTS,” HE SAID, “THIS IS A VERY GOOD SIGN. IT’S EVEN

BETTER IF YOU CAN JUST TURN OFF THE PRESENTATION AND ENGAGE WITH THE

CUSTOMER.”

BUT TO PULL THIS OFF, JAMES BELIEVES IN LOTS OF PREPARATION -- AS THE PITCH NEEDS TO BE TAILORED

SPECIFICALLY TO THE NEEDS OF THE CUSTOMER. WHAT’S MORE, HE IS A BIG BELIEVER IN TEAMWORK. “WE WILL HAVE THE

INPUT OF NOT JUST THE SALES PEOPLE BUT ALSO THOSE FROM PRODUCT DEVELOPMENT, TECHNICAL PEOPLE AND

MARKETING,” HE SAID.

Oh, and the team will be at the presentation as well. “I consider that the traditional sales

model is outmoded,” said James. “It’s no longer

about having one or two sales people making a

pitch. Let’s face it, customers don’t want to

be sold. Instead, they want partners who can

provide solutions.”

Thi

s is

How

You

Mak

e a

Kill

er S

ales

Pitch

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No doubt, this can take time. But, when it comes to building a solid company like Criteo, the key is about focusing on customized long-term relationships, not just quick hits.

Yet there is something that does not change: You need to keep up the

momentum to get to a close. But with James, it’s more of a collaborative

approach. “The best sales people ask questions,” he said. “You may want

to ask: What can I do next? What other information can I provide?

Who is the best one to talk to?”

CLIENTS

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6 TIPS FORCONVERTING LEADS INTO

By Linesh Jose

Apply now to be an Enterpreneur360™ company and let us tell the world your success story. Get Started » In Ultimate Guide to Local Business Marketing, Google AdWords expert Perry Marshall and lead generation expert Talor Zamir introduce you to the basic framework behind a successful local marketing campaign. In this edited excerpt, Marshall and Zamir offer 6 ideas for turning prospects into customers. While using Google AdWords successfully can make the phone ring, it’s up to you to convert those leads into clients. Unlike in ecommerce where the entire transaction takes place on the website, for local businesses, human interaction is required to close the deal.

These six tips can help you turn those online leads into brick-and-mortar prospects:

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One of our clients, a dentist, uses a call center so she has a live person answering the phone 24/7. The call center is even able to schedule appointments for her. Using a call center will let you run ads all day with the confidence that any call will be answered by a live person, which will lead to higher conversion rates.

HIRE MYSTERY SHOPPERS

The acid test for your phone crew is mystery shopping. To put this to work, have someone call your business and play prospect. Make sure the mystery shopper knows how to act like your customer. Record every call. Many entrepreneurs are appalled when they find out what’s actually going on when a customer calls their business. The thing is, you founded your business, and poured your blood, sweat, and tears into it. You know it costs $90 just to make that phone ring, and you’ve spent months building advertising systems and making mistakes. You can’t imagine someone screwing all that up and letting a customer go down the drain. But your employees aren’t you. It’s not their $90 -- it’s yours. It’s not their blood, sweat, and tears -- it’s yours. They have no skin in the game, so they’re lackadaisical.

Quality control is crucial. Hire that mystery shopper and monitor what goes on. Make it known that at all times, calls are being recorded and any call may be monitored. Performance and raises should be judged by how well customers get treated on the phone.

DON’T LET CALLS GO TO VOICEMAIL

This is a cardinal rule if you’re spending any money on advertising and

marketing.

You must not let calls go to voicemail! One of the biggest problems we see is

when calls come in and nobody answers, so the call goes to voicemail or the caller

is put on hold for two or three minutes.

The fact is, you don’t have an existing relationship with most people who click

on your ads. This is cold traffic, and if they call and get your voicemail, most

people won’t leave a voicemail. They’ll just hang up and call the advertiser in

the next ad.

The same is true if you put them on hold for three minutes. They’re still sitting in

front of their computer or on their mobile phone, and the temptation to just

hang up and call the next person is overwhelming. Make sure you’re

equipped to handle the calls and you have a system in place to do it well.

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Even if it’s not be in their official job description, everyone who answers the phone in your office

is a salesperson. They should have a basic understanding of sales and how to properly

handle incoming calls professionally. At the very least, buy the people who answer the phone in your office a book or two on sales. Even better is to invest in a course or even hire a sales

trainer to come in and work with them. This investment can pay huge dividends down the

road.

INVEST IN SALES TRAINING

This script makes the person calling feel important, which will give them a good feeling about your company and doing business with you. Even more important, it sets an appointment on the spot and gets that initial commitment from your prospect right then and there.

Whether those answering your phones have sales training or not, it’s a good idea to have systems in

place so calls are consistently handled the way you want -- no matter who answers the phone. In most cases, you don’t want your employees

winging it too much on the phone, so giving everyone a script can be helpful. Richard Jacobs,

owner of Speakeasy Marketing, a firm that specializes in marketing for attorneys, has his

clients’ employees use this effective script: “Oh, Mr. Jacobs isn’t at the phone right now, but he wants to make sure he talks to you, so let me

get his calendar. I see he’s available this Thursday at 11 a.m. or 2:30 p.m. and Friday between 9 a.m. and 10:30 a.m. If you get your calendar out right

now, let’s schedule a time when it’s good for you.”

USE SYSTEMS AND SCRIPTS

ALWAYS GET CONTACT INFORMATIONWhoever answers your phone should take down every caller’s contact information, including their email address. If you don’t have their contact information, you have no way to follow up with them and the lead will go to waste.

USE EMAIL MARKETINGWhen you get your prospects’ email address, you should have some sort of system where you can send out emails at least on a weekly or monthly basis to your email database on a system like MailChimp, iContact, or any other email service provider.

GERENTEDIVISIONAL

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CARLOS LÓPEZ

IRAPUATO LEÓN PALMAS LEÓN PUNTA SUR SALAMANCA SAN JUAN DEL RÍO

383

AGUSTIN GONZÁLEZ

JUÁREZ PLUTARCO JUÁREZ CAMPOS ELÍSEOS

148

ANGEL AGUAYO

PACHUCA TULA 101

GERENTEDISTRITAL

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161 JUÁREZ PLUTÁRCO JUÁREZ PANAMERICANA JUÁREZ CAMPOS

ISAACGONZÁLEZ

99 PACHUCA TULA

LOIDASERRANO

84 TECÁMAC ECATEPEC TECÁMAC OJO DE AGUA

LUISVILLEGAS

GERENTECOMERCIAL


DAVIDPRIETO

LEÓN PALMAS SALAMANCA 146

JESICASALGADO

SAN JUAN DEL RÍO TEQUISQUIAPAN 120

CARLOS GONZÁLEZ

PACHUCA TULA 98

MEJORSUPERVISOR

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77 SALAMANCA ELSAROJAS

66 JUÁREZ PLUTARCO DANIELGUERRERO

62 SAN JUAN DEL RÍO VALENTINMARTÍNEZ

MEJOROFICINA


1 JUÁREZ PLUTARCO 122

2 SAN JUAN DEL RÍO 108

3 SALAMANCA 77

4 PACHUCA 77

5 LEÓN PALMAS 69

2016NACIONAL

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6 PUEBLA 66

7 MERIDA 63

8 IRAPUATO 59

9 LEÓN PUNTA SUR 58

10 CUERNAVACA 53

CUADRODE HONOR


1 ALEJANDRO SÁNCHEZ MERIDA 152 OSCAR VAZQUEZ PACHUCA

TULA 143 RICARDO AGISS TEXCOCO 134 NAZARETH GONZÁLEZ TOLUCA URAWA 12

5 JULIA SILVA ELSA JIMÉNEZ

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11

CLUB DE OROApril 21

1 ALEJANDRO SÁNCHEZ MERIDA 63

2 ELSA JIMÉNEZTECÁMAC ECATEPEC OJO DE AGUA

58

3 ULISES ZAMARRIPA LEÓN 48

4JESICA SALGADO JULIA SILVA RICARDO AGISS

SAN JUAN DEL RÍO TEQUISQUIAPAN MONTERREY TEXCOCO

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5 NAZARETH GONZÁLEZ TOLUCA URAWA 42

6 GILBERTO MARTÍNEZ ARTURO SOTO

NOGALES SALAMANCA 40

5 . - PA C H U C A , H G O

R E P R E S E N TA N T E A B C D T A

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L O I D A C A S T R O ( G . D I S T. )

J U A N C A R L O S G O N Z A L E Z ( G . C O M . ) 3 3 3 1

R A U L E S C A M I L L A 1 6 7 1 5

O S C A R VA Z Q U E Z G A R C I A 5 5 2 6

T O TA L O F I C I N A 1 14 15 7 7

1 . - J U Á R E Z P L U T Á R C O , C H I H


A G U S T I N G O N Z A L E Z ( G . D I V ) 1 1 1 3

I S A A C G O N Z Á L E Z ( G . C O M ) 1 8 9 3 6

D A N I E L G U E R R E R O ( S U P ) 3 3 3 4

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F R A N C I S O R O D A RT E 1 1 9

L U I S G U E R R A 1 1 1

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T O TA L O F I C I N A 1 21 22 1 2 2


INSCRIPCIONES

3 . - S A L A M A N C A , G T O


C A R L O S L Ó P E Z ( G E R E N T E D I V I S I O N A L )

D AV I D P R I E T O ( G . D I S T. )

E L S A R O J A S ( S U P ) 1 1 1 6

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6 . - M E R I D A , Y U C


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T O TA L O F I C I N A 1 3 0 11 15 6 3

2 . - N O G A L E S , S O N


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4 . - J U Á R E Z C A M P O S E L I S E O S , C H I H


I VA N M O R E N O ( G E R E N T E C O M E R C I A L ) 3 3 7

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T O TA L O F I C I N A 5 0 0 11 16 2 6

7 . - I G U A L A , G R O


J H O N ATA N R O S A S C A S T R O ( G . D I S T. ) 1 3 4 1 5

G A B R I E L A E S P I N O S A M O R A L E S 3 2 5 1 3

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F E R N A N D O M A RT I N E Z 2 2 7

T O TA L O F I C I N A 5 10 15 5 0

8 . - P U E B L A , P U E


G U A D A L U P E R O D R I G U E Z ( G . C O M . ) 2 1 2 5 2 8

G U I L L E R M O L U N A C O RT E S ( S U P ) 7

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T O TA L O F I C I N A 3 3 8 14 6 6

1 4 . - L E Ó N PA L M A S , G T O



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U L I S E S Z A M A R R I PA 2 5 7 2 5

M AY R A F L O R E S 3 1 4 4

T O TA L O F I C I N A 5 6 11 6 9

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1 7 . - I R A P U AT O , G T O



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J O R G E I S L A S 2 2

A RT U R O S O T O 1 1

E L S A R O J A S 1 1

T O TA L O F I C I N A 2 8 10 5 9

9 . - T E X C O C O , E D O M E X


R I C A R D O A G I S S ( G . D I S T. ) 2 5 6 13 4 7

T O TA L O F I C I N A 2 0 5 6 13 4 7

1 0 . - S A N J U A N D E L R Í O , Q R O



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1 1 . - L E Ó N P U N TA S U R , G T O



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J O R G E S E B A 1 1 2

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1 2 . - T O L U C A U R A WA , E D O M E X


H E RY E S C A L O N A P. ( G . C O M . )

N A Z A R E T H G O N Z A L E Z L Ó P E Z 12 12 4 2

T O TA L O F I C I N A 12 12 4 4

1 3 . - T E Q U I S Q U I A PA N , Q R O



J E S I C A S A L G A D O ( G . C O M ) 1 1 1

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1 5 . - J U Á R E Z N U E V O , C H I H


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T O TA L O F I C I N A 11 11 3 3

1 6 . - C U E R N AVA C A , M O R


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T O TA L O F I C I N A 6 1 3 10 5 3

2 6 . - E C AT E P E C , E D O M E X


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L I Z Z E T V I L L E G A S 5 5 2 4

T O TA L O F I C I N A 5 5 3 0

2 1 . - M O N T E R R E Y T E C N O L O G I C O , N L


J U L I A S I LVA S E G O V I A ( G . D I S T. ) 9 9 3 5


2 4 . - L A P I E D A D , M I C H


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M Ó N I C A G A L L E G O S D I A Z 1 1 1 2

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T O TA L O F I C I N A 3 2 5 3 3

2 0 . - T E C Á M A C , E D O M E X



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T O TA L O F I C I N A 2 7 9 4 7

1 8 . - T U L A , H G O


A N G E L A G U AY O ( G E R E N T E D I V I S I O N A L )

L O I D A C A S T R O ( G . D I S T )

J U A N C A R L O S G O N Z A L E Z ( G . C O M ) 1 1 1

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A N A 1 1 1

T O TA L O F I C I N A 1 0 0 9 10 2 4

1 9 . - N U E V O L A R E D O , TA M


H E R R A N D O P E R E Z ( G . C O M )

M A G D A C U E VA S ( S U P ) 5 5 10 3 4

T O TA L O F I C I N A 5 5 0 10 3 4

2 2 . - T U X T L A G U T I E R R E Z , C H I S


J U A N C A R L O S L E Z A M A V Á S Q U E Z ( S U P. ) 5 5 1 3

R O M E O N I Ñ O R O D R I G U E Z 1 1 4


2 3 . - A C A P U L C O , G R O


A N D R E S G O N Z Á L E Z ( S U P E RV I S O R )

A D R I A N A H E R R E R A 3 2 5 3 6

T O TA L O F I C I N A 3 2 5 3 6

2 5 . - S A N M A R T I N T E X M E L U C A N , P U E B


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T O TA L O F I C I N A 2 3 5 2 9

2 7 . - M O N T E R R E Y M I T R A S , N L


J U L I A S I LVA S E G O V I A ( G . D I S T. ) 2 2 1 2

J E S U S A L B E RT O E S C A M I L L A F L O R E S 1 1 2 1 6

T O TA L O F I C I N A 1 3 4 2 8

2 8 . - TA PA C H U L A , C H I S


A L E J A N D R O C H AVA R R Í A 1 3 4 4



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3 7 . - C U L I A C A N , S I N


A G U S T I N F E R R E R T E N O R I O 6

T O TA L O F I C I N A 0 6

3 5 . - O B R E G Ó N , S O N


R A U L S A U C E D O ( G . D I V. )

B R E N D A O RT I Z 1


3 8 . - C I N TA L A PA , C H I S


J U A N J O S É B O N I FA Z V I L L A F U E RT E 2


4 0 . - N AV O J O A , S O N



3 9 . - C H I L PA N C I N G O , G R O



4 2 . - T U X T E P E C , O A X



4 1 . - O A X A C A , O A X



2 9 . - T I J U A N A , B C


M A RY C A R M E N G A L L A R D O ( S U P. ) 2 1 3 2 5

T O TA L O F I C I N A 2 1 3 2 5

3 4 . - M O N T E R R E Y C E N T R O , N L


A RT U R O M E R C A D O ( G . D I V. ) 8

R O M A N R A M Í R E Z 2

T O TA L O F I C I N A 0 1 0

3 6 . - D U R A N G O , D G O


R A U L S A U C E D O ( G . D I V I S I O N A L )

O F I C I N A 8


3 0 . - M O N T E R R E Y G U A D A L U P E , N L


J U L I A S E G O V I A ( G . D I S T )

J AV I E R E S C A M I L L A ( S U P ) 2 2 1 8


3 1 . - O J O D E A G U A , E D O M E X



E L S A J I M E N E Z 2 2 7


3 3 . - M A Z AT L Á N , S I N


R O D O L F O R A M I R E Z ( G . C O M )


3 2 . - S A N L U I S P O T O S Í , S L P


O S C A R N AVA L O P E Z ( G . D I V. ) 3 1


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GRADUACIÓNSALAMANCAGUANAJUATOFelicidades a los graduados y gracias por su confianza

Inglés Individual se vistió de gala con el magno evento de su graduación en la cual los graduados en compañía de sus familiares y amigos disfrutaron de esta emotiva fiesta.

Los directivos de Inglés Individual se mostraron satisfechos por el logro obtenido en esta graduación.

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GRADUACIÓNSAN JUAN DEL RÍOQUERETARONuevos líderes en el idioma inglés

Año con año se ven reflejados los esfuerzos de maestros y directivos, los cuales ponen un granito de arena más para que la calidad en la enseñanza los distinga y sean líderes en el mercado del aprendizaje del idioma inglés.

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GRADUACIÓNSAN LUIS POTOSÍS . L . P.¡Enhorabuena San Luis!

Los objetivos trazados de estos nuevos graduados se han visto colmados de un sinnúmero de aciertos, metas que se cumplen y lo principal el aprendizaje de un nuevo idioma universal; el inglés.

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