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Richmond Hill Public Library

1 Atkinson

Richmond Hill, ON

Canada

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Moneyball is a baseball phenomenon – the story of Billy Beane taking the Oakland Athletics to the playoffs in 2002 and 2003 despite rebuilding his small-market team on a limited budget. His novel approach of tackling the numbers and science behind baseball rather than using the old-school “gut feeling” approach forever transformed the sport. By the same token, we can strategically apply this theory to Sales. There is a science to Sales, and with more data available than ever before it allows us to look at new ways of increasing the effectiveness of the sales process and the efficiency of the sales team. The key to sales scalability is the ability to breakdown and understand each component of the sales pipeline. In this seminar, we will:

1) Discuss and design an advancement driven business development funnel

2) Understand the buyer journey

3) Understand how we breakout our client segments and the buying pattern of each group

4) Discuss key concepts and principles of goal setting and forecasting

5) Breakdown a target into its activity metrics so that we are keeping scores on the means to an end

Described as influential and inspirational by her clients and peers, Agnes Lan helps organizations grow through change. She has a knack for breaking down complex strategies into tangible business tactics; this makes her very effective as a business lead and change agent.

Agnes has considerable experience on the assessment, strategy, design and implementation of business transformations in various industries with a focus on Sales - customer focused business strategies, organization design, sales efficiency and transformation. Agnes has consulted for clients in Broadcast and Media, Distribution and Warehousing, Education, Manufacturing, Professional Services, Marketing and Construction.

With degrees from the University of Toronto, Indiana University and Hong Kong University of Science and Technology, her passion for learning contributes to numerous professional designations as a Professional Engineer, Lean Black Belt Professional and most recently as an ADKAR Change Management Practitioner.

Specializations: Leadership Training, Sales Transformation.



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Richmond Hill Public Library

1 Atkinson

Richmond Hill, ON

Canada

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