Learn what the laws of gravity, motion, and sales have in common in this presentation from Brandon Bruce at the AA-ISP conference.

1. Making Money from Trade Shows

4. Physics & Sales
Understanding Acceleration, Black Holes, Stars,
and Other Sales Phenomena

5. Acceleration is increase in velocity.

6. Velocity is speed in a direction.

7. The key for cheetahs (as for sales) is to run in the right direction.

8. You’ve been told that matter is neither created nor destroyed.

9. But in General Relativity theory (as in sales) that’s just not true.

10. In a black hole, matter simply disappears, like a bad prospect.

11. Stars in the sky (like sales stars) are the result of a balance of forces.

12. Gravity compresses interstellar gas until fusion reactions start.

13. As long as the inward force (incentive) equals the
outward force (motivation), the star is stable.

14. Newton’s Laws of Motion
#1: Every object (prospect) will remain at rest or in uniform
motion in a straight line unless compelled to change its state
by the action of an external force (salesperson).

15. Newton’s Laws of Motion
#2: The velocity of an object (deal) changes when it is
subjected to an external force (sales process).

16. Newton’s Laws of Motion
#3: For every action (email, call, social, meeting) in nature
(and sales) there is an equal and opposite reaction.

17. Momentum is mass (deal size) * velocity (speed toward close).

18. Example of The Challenger Sale

19. You Work in Your Inbox,
Not in Salesforce.

20. See Customer Information in Your Inbox

21. Create & Update Records from the Inbox

22. Sync Your Emails to Salesforce

23. Sync Your Calendar Events with Salesforce

24. Send and Analyze Email Campaigns

25. Track Email Opens & Replies

26. Share Your Calendar and Book Meetings

27. Track Pipeline in ‘My Lists’

28. Create a Smart Sales Playbook

29. Introducing Flight Plans

30. Work Your Sales Process

31. Take Action

32. Personalize Winning Templates

33. Don’t Fear the Phone

34. Always Be Closing

35. Count The Money

36. The Slow SaleFree copy at www.cirrusinsight.com/the-slow-sale

37. Making Money from Trade Shows
Thank you!
Brandon Bruce
brandon@cirrusinsight.com