The Anatomy of a Sales Victory: A CSI Approach to Scaling Regional Wins by Erica C https://padlet.com/ericakov/anatomyofasalesvictory Discuss your action plan items within your teams and share your team's thoughts on strategies, opportunities for improvement, and goals. Consider going further and identify a Cold Case to reopen with your new action plan! en-us 2024-12-05 22:48:19 UTC 2024-12-10 21:01:16 UTC hello@padlet.com Share your group's best Stakeout Strategies with creating your action plan to capture the Ideal Suspect. ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829625 2024-12-05 22:48:20 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829625 Share opportunities where you can improve on collecting intelligence and your interrogation techniques. ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829628 2024-12-05 22:48:20 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829628 Detectives, now let's list your goals to put your action plan in place to capture Ideal Suspects and win the cases! ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829636 2024-12-05 22:48:21 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3248829636 Sometimes old cases get solved with fresh eyes. Share strategies for re-engaging with dormant prospects or lost opportunities. How do you breathe new life into cold leads? ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3249758308 2024-12-06 13:36:53 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3249758308 Networking & Connection/Building Site Leads https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254574415 Opens the door to investigate to learn more.

Subject specific training to show applicable needs (subjects, grad level, etc.)

Building advocates and leveraging the networking.

Deliver, follow with next steps. #tenacity #pivoting #showingup and having the conversation

Listen to what partners need, don't just focus on YOUR goal.

  • They may not need the whole bookbag, focus on their goals and consider expansion in the future.

]]> 2024-12-10 18:52:38 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254574415 Key Strategies https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254574494 Partner story in right hands - webinar, power users - ask who they see themselves like (Denver values LAUSD). And organic opportunities for relationship building - hikes, coffee shops

]]> 2024-12-10 18:52:42 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254574494 Going too quick: https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254576487 Rushing trying to get the contract signed. Slow down (if the district has the ability).

Going too quick led to not being involved in conversations that were crucial.

Vendor vs. Partner Relationship

Sometimes we need to take a step back.


]]> 2024-12-10 18:54:43 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254576487 Utilizing Grants https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254576604 Knowing our products and how our bookbag is applicable to different grants available to partners.

Identifying if funds are available to scale.


]]> 2024-12-10 18:54:52 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254576604 Looking at other local counties/districts https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254579786 If implementation goes successfully, can we use the story to go for district funding rather than aiming for Grant funding.

]]> 2024-12-10 18:57:13 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254579786 Regional Marketing https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254581212 Regional marketing can help launch a campaign or re-targeting - when we know things are warm

]]> 2024-12-10 18:58:22 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254581212 Success Stories https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254582134 Ensure PD and implementation goes strongly to create a story.


]]> 2024-12-10 18:59:16 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254582134 Right Place, Right Time https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254582431 Choose events and conferences wisely.

]]> 2024-12-10 18:59:31 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254582431 Who else? https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254583128 If POC says don't call them anymore, have a colleague reach out from a different angle, so you're not calling them, but things aren't totally shut down

]]> 2024-12-10 19:00:10 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254583128 Internal data hygiene https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254584503 2024-12-10 19:01:27 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254584503 ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254696570

  • Getting the right people at the table

  • facilitate discussions for funding when budgets are a challenge.

  • Efficacy and research ready to present


    • ]]>     2024-12-10 20:55:49 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254696570     Key Strategies to Replicate https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254696703

  • Personalized sales lead approach (note cards)

  • Focus on immediate needs of the district, not just assuming what they need based on their strat plan.

  • Include core-4 leaders in both sales and marketing approaches to ensure adoption across all teachers as opposed to subject specific.

    • ]]>     2024-12-10 20:55:59 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254696703     Key Strategies to Replicate https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254698429 -Multiple modes of communication and the power of persistence.

    -Making sure communication is personalized and targeted to their need.

    -Leverage a current conversation (renewal) to reintroduce ourselves in a different light.

    -Knowing key targets and attending their presentation at a conference

    - Yes/no list at events for everyone on the team is aligned on the questions we need answered at an event.

    ]]>     2024-12-10 20:58:02 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254698429     Areas for Improvement: https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254699710

  • Need to identify key references and connectors in my territory

  • Getting granular on state/local initiatives

    • ]]>     2024-12-10 20:59:43 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254699710     Scaling Success https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700717

  • Referrals and leveraging those

  • Recommended evaluation techniques


    • ]]>     2024-12-10 21:01:15 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700717     Scale Across Teams with Data https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700843

  • Use 6Sense and regional marketing partners to understand the anatomy of the account and its behavior.

  • Provide megaphones to empower districts tell their story.

  • Leverage partner stories more to drive local interest.

  • Continue to retell the story of who DE is.

  • Amplify brand to focus more on who we are now.

  • Marketing to use the bookbag slide/information at the brand level.

    • ]]>     2024-12-10 21:01:24 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700843     ericakov https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700844

  • When presenting a quote ensure that it is a scheduled time to review the quote - preferably in person or on a call. Immediate opportunity for questions and amend where needed.


    • ]]>     2024-12-10 21:01:24 UTC https://padlet.com/ericakov/anatomyofasalesvictory/wish/3254700844