Sales Contest / Competition

Neelesh and the LGS team are runninga new competition based on the Cricket Premier League.

Azuga Premier League

The game is cricket, the prize for the first, second and third place are a trip to Wayanad with the team, a team outing and a team dinner. The man/woman of the tournament wins as smartphone and the runner-ups win a smart-watch!

The contest started on the 18^th of April 2022. The teams are prepared and on their toes, as the stakes are high and they have time until 31^st of May 2022.

The scoring criteria is ingenious. The criteria or rules for the contest are:

• For every demo scheduled you score 2 runs , If the scheduled demo is above 10 units you score 4 runs.
• For every complete you score 6 runs, if the completed demo is above 10 units you score 10 runs.
• For every closure less than $500 you score 10 runs, if the closure is $500 - $1000 you score 20 runs & $1000+ MRR will score 30 runs

And it does not stop here, a team can get extra runs by:

• FSM/ Routes closure above 10 licenses gets additional 10 runs
• For every Webinar registration LQS rep scores 5 runs
• For every transfer to LGS the LQS rep scores 8 runs        
• For every transfer to FSS the LQS rep scores 10 runs

There are a total of 10 teams competing for the coveted prizes. 90 players will compete for the first prize “the man of the match”. Each team has 2 FSS to support them to get to the finish line. Like all team sports they need to work together and use the support they have to come up to the top.We will share the results in our next newsletter stay tuned.

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The New Lead Qualification Specialist Role

This idea came from Jeremy Collins, after a white boarding session with Sales Leadership. This was implemented in April and is already delivering on expectations.

The objectives are:

•  The LQS or Lead Qualification Specialist team functions to increase Azuga's brand awareness.
• The team typically engages with prospects to share marketing content to gain feedback and promote brand awareness.
• We act as the first point of contact through engagement with the prospect before  the LGS and the marketing functions interact with the client.
• One of the main objectives of the LQS team is to eventually reduce the sales cycle from the identification of a new lead until an opportunity closure.
• Overall, we create a culture of success across the BLR sales team by creating brand awareness, creating new content for surveys, webinars, improving the CRM database, creating a warm lead for inbound and outbound to focus and more mind share early in the funnel.

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Developing Skills / Sales Insights

We have created a Sales Chat room space for Strategies, ideas and insights - you are all invited and encouraged to share! It's important we highlight our experiences and best practices etc.. The most liked or innovative idea shared each month will receive a gift card!

Link to the chat is below, contact Sean Bailey if you need to be added to the space!

https://chat.google.com/room/AAAAXj4uZgc?cls=7

Articles of Interest

Remember, turn on the camera when in a sales presentation.

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Gong hit the streets of San Francisco  (actually right outside the famous Pier area to be exact) to get some honest feedback on what the public really think of salespeople! We thought it was an interesting watch about some of the positive and negative held opinions on our profession!

https://www.linkedin.com/posts/gong-io_throwback-activity-6925187098551472128-spgR?utm_source=linkedin_share&utm_medium=member_desktop_web

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We were drawn to this interesting article from the Senior Director of Sales at Drift. The article uses some key quotes from*Flip the Script CEO Becc Holland. I met her recently at  a Sales Conference in Chicago. I  previously attended a conference while Flip the Script were on tour last year. It focused on LGS / FSS roles and  best practices. We will be highlighting some of their quality, thoughtful content here in the future.

4 WAYS TO BECOME A BETTER SELLER (HINT: IT’S ABOUT BUYERS)

https://www.drift.com/blog/ways-to-become-a-better-seller/

https://www.flipthescript.co/

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Sales Book Club

We will be recommending a book to read each month.  They can be anything that inspires or relates to sales , motivational and highlights best practices! Each month we will schedule a feedback session to share your thoughts on the material and participants will have the chance to win the following month’s book recommendation! Thank you Wes Simpson for this great idea!

*This month we found this book inspiring:

Look out for the scheduled feedback session invite on Friday May 27th to join the discussion and win a book!

*Links below if you are interested in purchasing the book through Amazon. I will discuss with sales leadership about creating a  library in the Bangalore office to loan some of these books to those who are interested or who do not want to purchase a copy.

https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299/ref=sr_1_1?crid=16EV58YL8PD3K&keywords=atomic+habits+book&qid=1651514893&sprefix=atomic+ha%2Caps%2C194&sr=8-1

https://www.amazon.in/Atomic-Habits-James-Clear/dp/1847941834/ref=sr_1_1?crid=F3KZV1ATXVLL&keywords=atomic+habits+by+james+clear&qid=1651516904&sprefix=Atomic%2Caps%2C463&sr=8-1

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Newsletter Feedback / Suggestions

This is an interactive monthly Newsletter,  we would like you to be involved and share what you’d like to see. Please contact Rebekah Edward or Sean Bailey with any content ideas and requests.