LC Sales and Salesforce October 2010

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Slide 2 : Generic Sales Training 2010 Delivered by: William Humphrey

Slide 3 : Objectives Prepare all attendees to perform sales properly, effectively, and independently Prepare all attendees to properly log their sales activities on Salesforce Facilitate one of the steps to transitioning sales from a CR-accountable to an LC-accountable activity

Slide 4 : Expectations When you have a question, ask immediately Disagree with me Interact in the training If you can answer a question instead of me, raise your hand

Slide 5 : Terms!! Cold Call Warm Call Contact Marketing Call JQ Servicing Resign Physiology Rapport

Slide 6 : So What is AIESEC?

Slide 7 : Global Internships Leadership Development

Slide 8 : AIESEC, the world’s largest youth organization, is the international platform for young people to discover and develop their potential to have a positive impact on society. Global Network and Results 30,000 members 800 universities, 108 countries 5,000 exchanges per year 5,000 leadership opportunities The AIESEC Difference Leadership Functional Skills Effectiveness Global reach Self Awareness Canada Network and Results 1,800 members 28 universities 250+ exchanges per year 300 leadership opportunities

Slide 9 : Functional Skills: • Sales and Marketing • Strategic Planning • Human Resources • Budgeting/Accounting • Project Management Soft Skills: • Team management • Public speaking and presentation • Cross-cultural and diversity awareness • Training and facilitation

Slide 10 : But there’s so much more to be said! Think of AIESEC as an egg!! Most externals don’t care, and don’t need to know what’s inside So on a marketing call, we don’t talk about the inside. We get to talk about the shell! It’s a bit alien for many members…

The Sales Process : The Sales Process The Classical Approach

Consider it the “old” way to do Sales in AIESEC Canada…We still have to do it here and there :S : Consider it the “old” way to do Sales in AIESEC Canada…We still have to do it here and there :S What’s the classical method?

Slide 13 : The Process: Research Contact Info * Cold Call * Marketing Call * JQ Signing (seal the deal) ICX Servicing Resign

Research : Research The art and science of identifying the right client How do you identify the right people to target? Job boards Workopolis Monster Advertizing through company newsletters Personal Contacts within Company Ask who is to deals with recruitment

Slide 15 : Contact Info Warm contacts from Alumni BoA Salesforce Past TN Takers 6 degree’s of separation Look into the local Chamber of Commerce Events keynote business speakers to speak at events Networking events Internet LinkedIN network

Cold Call!!Cold Calling is the scariest part of CRI promise.But it gives a huge rush when you book that meeting!!! : Cold Call!!Cold Calling is the scariest part of CRI promise.But it gives a huge rush when you book that meeting!!!

Slide 17 : No scripts Have facts, pen, and paper Relax, speak slowly and confidently Do any weird final prep Call the number!! Voicemail? Human? The “Gate Keeper” Smiley Voice Are you AIESEC, or the school? You’re a turnkey human resourcing solution You are looking for prospective partners Light up the exit for them, to alleviate sales pressure Ask if they have any availabilities in the next few weeks If not, then when? LOG THIS IN SF!!! If they say they’re not interested, ASK WHY NOT?!? So basically…

The Sales Meeting!!!! : The Sales Meeting!!!! What comes after the successful cold call?? Also known as a “marketing call”

Slide 19 : 2 @ers in the meeting Dress the part Be prepared Be confident NEVER be late Find your contact Have a goal in mind for the meeting Purpose? 3 things Company AIESEC AIESEC + company Turnkey HR solution Read physiology Talk about fees and structure Timeline for ICX Maintain purpose Are you going to sign, or book a second meeting? Is there an action plan? Is this a dead end? Find out WHY!! So basically…

JQ Signing!This is your victory march. : JQ Signing!This is your victory march. What’s a JQ?

Slide 21 : The don’t fill out the JQ, you do it WITH them JQ’s can be tricky, so watch out Remember it’s a contract! Hopefully you’ve discussed the fees! Maya’s tip with JQs! So basically…

$1,500!?! : $1,500!?! What’s this for? Well I’ll tell you.

Slide 23 : $1,500 covers: Signing paperwork VISA work (not always fun) Logistics Living situation for the intern Contract servicing for the life of the internship This type of work is NOT CHEAP Guess how much this would cost without AIESEC…

Slide 24 : Recruitment fee’s GSK; new hire, Entry level: $50,000 salary GTA recruiters charge up to 30% of first salary year Minimum of 10,000 to be charged Money shouldn’t be a part of the equation when discussing TN’s We have interns with more value, more diverse, unique features than a regular recruiter but are charging them a fraction of the cost. The mic has been dropped, cuz you just got served.

Slide 25 : THINKING LIKE AN EXECUTIVE

Slide 26 : AIESEC’s Business Model Leadership Development Global Internship Program = Financial Sustainability

Slide 27 : You are Running a Business Product Development Financial Sustainability Sales

Slide 28 : AIESEC’s TOP 5 SINS IN SALES

Slide 29 : We do EVERYTHING but Sell “Walk the walk, don’t just talk the talk” #1

Slide 30 : We ask companies to take an intern, as if they’d be doing us a favour “We’re the business solution for them, not a burden” #2

Slide 31 : Sometimes AIESEC just doesn’t fit “We want AIESEC to be a beneficial solution for the company, but it’s not for everyone” #3

Slide 32 : Why are we selling ONE internship at a time? “?” #4

Slide 33 : Informing vs. Selling “We need to be creative in the solutions and strategies that we provide” #5

Slide 34 : Salesforce!!

Slide 35 : Leads Accounts Contacts Tasks Searching What to log

Slide 36 : Rajiv Chanda Former President of AIESEC International “What more can a company want than a young graduate who walks into their company, who has a goal for that company, who has a goal for what they want to achieve. They have leadership experience behind them. And these things are really rare right now. People who have goals, who are self-driven, who are proactive, who have leadership experience behind them, who know how to manage and lead a team. These are the people that we provide to any company”.

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Slide 38 : More Questions… Will will.humphrey1@gmail.com 418 717 4416 skypeID will.humphrey1 PEC pierc@aiesec.ca