Sebastian Pistritto

"Its not Your salespeople, its your sales process.."

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Sebastian Pistritto is a public speaker and is available to speak at your company events, sales meetings, user conferences and others on the following topics.

Below are a list of topics and abstracts that Sebastian Pistritto is prepared to speak on. Please review the titles and abstracts and contact us to schedule an appointment.

How To Manage Your Lead Qualification Process Effectively
Everyone will agree that your business needs customers to survive. But where do you find customers? Lead generation is a simple process once you understand your marketplace and how your product adds value or solves a problem for your customers. Your company's web site, for example, can be a tremendous vehicle to generating leads quickly. Create a form to post on the web site to collect all the information you could want from your prospects: names, titles, phone numbers, budgets, buying habits, and customer needs. In fact, if you place a direct self-gratifying "reward" to the prospect for providing the information (like $125 for everyone who fills out the form), you will get more names that you know what to do with. If $125 seems like too much, analyze what a new lead is currently costing you to capture! Organizations must find unique approaches to managing the customer enterprise and utilize the Internet to share and manage leads and corporate information with their marketplace.

This session will teach you how to gather the most qualified leads and how to quickly move a lead source into a closed sales opportunity.

How To Develop A Successful Sales Process That Is Guarantee To Win Selling is a process, and to be effective you must understand the process. Listen to your prospect's needs and help the prospect move along the sales Process to obtain a business commitment. "Your goal is to simply get the prospector to move from one step to the other". The most important part of the sales process is the initial meeting. This is where you can determine their true needs and how you can help them. Unfortunately, however, this is where most salespeople sabotage sales, because they assume that all prospects are the same and automatically go into a canned sales presentation about the product and the company without a clear understanding of what the potential customer needs. Instead, introduce yourself and then ask how you can help them based on the following questions: 1. What they do?, 2. How they do it?, 3. Where they do it?, 4. Who they do it with?, 5. Why have they chosen to do it that way? Your job is to figure out how to help them do it better.

This session will teach you a basic selling process and how to build a relationship with the prospect in order to win the business. You will learn that selling is not about the product or services that you offer but rather about the depth of the relationship that you build during the selling process.

Do You Build A Brand or Generate Leads Where should you spend those marketing dollars? in an organization that is already established should you focus on lead generation or strengthen your brand. How about a new organization or a new product that is in need of short-term revenues, should you focus on generating leads?

This session will address the relative merits of lead generation vs. brand led marketing - focusing on the value of each and just where you should place your marketing emphasis.

 
 
 
Regards,

Sebastian Pistritto

e-mail:Sebastian@pistritto.com

Utilize Your Service Organization To Build Customer Loyalty Strategy Service is the part of your organization that helps your customers utilize your products effectively. This means training, support, customizations, and implementation. Service should be a critical part of your business proposition because customers don't just buy a product. What they buy is a "whole product," a purchase that includes services. "Customers will accept not-so-perfect products if the service aspect of the "whole product" is exceptional." An organization must strive, however, for a loyal customer, not merely a satisfied customer. A satisfied customer is happy, but a loyal customer buys again. This is accomplished by exceeding the customer's expectation, a practice that should be at the very core of how you run your business. It can be as simple as guaranteeing the shipping of the product in 5 days or providing a 2-day delivery option.

This session will focus on customer loyalty - What makes a customer loyal, what programs increase loyalty and how these can be effectively managed? Learn the basic steps to build loyalty among your customer base, so that your sale to them is not a finite transaction but rather a building block for continuous revenue opportunity.

What Drives Your Business Forward, Strategies or Tactics Technology is developing at such a fast pace that in order to be successful, you need to quickly outline a plan, introduce it to the market, get feedback, modify your Approach based on the feedback, and delivers it to the market again. How long should you do this? The answer is, until you get it right! Tactics shape processes on a continuous basis. Ideas are fine, but what gets results and revenue into your business day-to-day is the execution of your plan. Don't spend a huge amount of time planning; the key is to just do something, every single day. Most people assume that an existing organization is in the right business, has positioned the right products, and has the correct resources in place to make it happen. What has worked in the past is no reason why it should work now. In fact, the past is what got you here and it's not going to get you there. I recommend that you start at ground zero and ask the obvious questions.

This session will teach you how to define strategies and create tactics that support your strategies. We will discuss how to plan, develop and execute strategies efficiently, effectively and at an Internet pace!

How To Build A Brand Image That Is Right For You: Everybody wants brand recognition, but how do you get it. Learn the different between a corporate brand and a product brand and determine what works best and why.

This session will teach you how to define a brand value and demonstrate specific tactical and strategic initiatives to achieving your goal.

Make Marketing Accountable for the Bottom Line: Determine the ROI from Every Part of Your Marketing Programs. Operational efficiencies and bottom line management is what will make you profitable. Marketing is no different. Remember that marketing is depended on product life cycles and market life cycles and the marketing campaign need to be selected based on the stages of the life cycles and determine the most cost effective way to achieve our goals.

This session we will discuss the many ways you need to measure effectively and therefore refine your uses of each part of your marketing programs. Understand that marketing is a science with measureable results.