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New York 2019 - plan to increase by $ 5 million (Conversion rates :red…
New York 2019 - plan to increase by $ 5 million
Increase proposal count :red_flag:
Lead generation
Gatekeeper and connections
Marketing
Call times
Referrals
Value
: :check: move the prop rate from 8.1 to 9 for 4.8 m
Price points :red_flag:
VLM selling
Value build
Negotiation training
Creative packages
Chips with that
Website online upgrade
Extend beyond events
Value
Move :check: PP by 4,000
Conversion rates :red_flag:
Call quality
Referrals
POP identification
VLM
Closing (DC)
Qualifying DM U
Takeovers
TUp
Triage
Proposal checking and writing
Callback skills
Value
:check: Move CR up by .75% for 5 million
Additional sales Reps :red_flag:
(1) As always, we need more reps across the floor for Q1 but particularly for Shared Services Portfolio and at least 1 if not 2 in Defense
(4) we need more SDRs (trainee reps) and we are hiring zero. He and Vinny need to look harder
Increased management bandwidth :red_flag:
(2) no emerging DSDs (sub-managers)
Audience Delivery
(3) VIP guesting is failing badly and events are pissing off our big sponsors - ask Chris about Shared Services Fall just held this week and the outlook for IA July.
Other
(5) you and I need to talk further about the missed opportunities on SS portfolio...usual issue Anil and James are cherry picking and we are falling short on the smaller events
(6) ask him why Corporate Learning Week is failing when Rob is booking millions