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Terms in this set (31)
-Tour of Sales Floor
-Live the Yelp Values: be authentic, tenacious & not boring and play well with others!
-They're looking for people open to feedback so TAKE NOTES
THE ROLE - ACCOUNT EXECUTIVE:
I would be filling an Inside Sales role by generating leads using Salesforce
My job would be to sell YELP ad packages to small business owners through cold calling
and you will move through YSDP by meeting and exceeding your revenue goals.
Account Executives and go through an intensive 60 days training program to develop the foundation of a SOLID sales career
I will be apart of a team of 10 with 30-50 people
First month: will be dedicated to setting appointments - no quota
Second month: I will be expected to achieve a 5k quota
And by the first year, I will be expected to reach a 20k quota
M-F, 8-5 pm
36k Base + Commission
Month 3 -5 - uncapped commission
Average - 40-45k, top - 60k
Benefits: full coverage 100%
$60 / month towards gym memberships
In house barista!
I graduated from Cal Poly with a degree in Business and Marketing, and Architecture Design.
I am originally from Southern California and never thought I would be living in the Bay Area. When I started job hunting, I realized that there were so many elements about the area that really meshed with my lifestyle. I was hooked and within a couple of weeks of living in San Francisco, I learned to navigate the subway system like a local
I consider myself to be a LIFE LONG LEARNER - I am motivated to become the BEST and DELIVER my BEST personally and professionally!
EXAMPLE: I am currently managing a personal online platform for RENEWABLE ENERGY designed to provide industry knowledge for future SOLAR CUSTOMERS
I am DEEPLY motivated by creating and nurturing a deep network of relationships and I grew up knowing how imperative technology is for the future of humanity
-I am a fast and accurate learner with a keen eye for detail. I have the enthusiasm and determination to ensure that I make a success of it.
IDEAL WORK ENVIRONMENT
My ideal work environment would involve people - i love the inspiration that comes from teaching and being taught new perspectives, so being apart of a Team that supports collaboration and strategy sharing would make me one happy camper!
I am most motivated when I'm LEARNING SOMETHING NEW
-which is why I always try to engage in at least one project outside of my everyday responsibilities at work.
-This can be something directly related to my role at work, like completely rethinking a particular process that we may have had in place for years, or a side job, inside or outside of my company.
After a number of years in a particular role, you (hopefully) start to master it, and become more of a teacher than a student.
What are your MOTIVATIONS for success?
-Motivated to be the best personally and professionally
-INTELLECTUALLY CURIOUS: allows me to be resourceful which is important in having meaningful connections -meaningful connections begin by having meaningful conversations - HELP ME TO BRIDGE THE GAP BETWEEN CUSTOMERS AND PRODUCTS
-Yelp is without a doubt the #1 online review site
-Before the YELP age, people relied on word of mouth as the most reliable source of generating leads. Now, most people say they heard about a business through YELP
-YELP is a POWERFUL PLATFORM that helps business owners become ACCESSIBLE in an age of information overload
-Now, more than ever, it's easy to find the best tapas restaurant, dog groomer, dentist or plumber in your area through Yelp
MY EXPERIENCE WITH YELP
I have seen FIRST HAND how powerful of a TOOL YELP can be for Business Owners
I currently work at a Solar Company where we PRIDE ourselves on receiving a perfect 5 star rating - we use our Yelp Status to brand our company as an ETHICAL company with a TRACK RECORD of All ENCOMPASSING Excellence
Right now, Yelp serves as t the primary strategy for our business leads
-it gives us a COMPETITIVE EDGE
Showcase your knowledge of the Yelp Blog
I read a lot of MUSE articles to stay on top of the most innovative ways of being a professional - it's very smart career advise that is well written.
The Yelp Blog reminded me a lot of the MUSE site but it had so much more to offer in terms of ....
Showcase your knowledge of the Account Executive role at Yelp:
Powerful way to reach consumers nearby and promote your business to drive MORE LEADS AND REVENUE
1. TARGETED ADS
-Ads appear in Yelp search results and competitor pages
2. TWO WAYS TO UPGRADE YELP PROFILE to Convert profile views into new clients
A. BRANDED PROFILE: photo slide show, call to action feature, video - allows you to promote an announcement or special offer
-50 characters of text that could include option to book appointment, print now, coupons
-These links will directly lead viewers to the business page
B. ENHANCED PROFILE: all features of Branded Profile + removal of competitor ads from your business profile
Featured on mobile apps and desktop
SIMPLE. EFFECTIVE, CONVENIENT WAYS TO REACH CONSUMERS
Show understanding of the product that I will be selling — Ads:
-YelpAds provides the opportunity to display sponsored links above customer searches
In addition to the sponsored search links, your business will also appear prominently on other relevant pages on Yelp
TEXT ADS on Yelp help to promote businesses by increasing TRAFFIC from search engines
-I am an advocate of tracking all your marketing spend to understand fully the results and ROI
-Effectively tracking leads and understanding ROI from Yelp advertising (Usually via putting a call tracking number on the page) can be done through some helpful metrics that Yelp provides.
-These metrics include PAGE VIEWS, or AD CLICKS
-If your primary objective for your business are leads, you can advertise with Yelp to not only increase foot traffic by reaching an actively engaged audience - but also use effective tools to track and analyze your leads
-And believe me when I say, your future customers are checking your reviews before they buy from you.
-Yelp ads drove very low bounce rate traffic (25-30% range) which is very good when comparing it to other referring sources
Yelp Ad Packages:
Available on an ANNUAL CONTRACT basis
-TARGETED local advertising to help drive viewers to business page
-First, Monique would get a dedicated advertisement on relevant, local searches of Yelp for businesses like hers. Yelp would never promote another business - only hers - on the search results page
-The Yelp Ad would also run on her competitors business page
-These ads include mobile device compatibility (over half of searches come from users on mobile devises)
-A custom video that Yelp would have produced with the client (when there's a video, there's a 7% higher conversion)
-YELPS COMPETITION: Angie's List, Google Ads, Trip Advisor
Explain Interest in a high-volume cold-calling position // I'm going to be calling people day in and day out, what makes you interested in doing high-volume sales?
I'm PASSIONATE ABOUT being an INFORMATION CONCIERGE: Turning no's to yes
I think SALES is an important life skill
it is a FRONT ROW seat into how customers OPERATE
Being able to provide the RIGHT information to the RIGHT person at the RIGHT time and in the RIGHT channel
3 Qualities that make you a good Sales Candidate
1. ORGANIZED: Goal Oriented - Everything has a place and order - Being organized will lead to FOCUS and ability to prioritize a large volume of tasks
2. SOLUTION ORIENTED: Results Driven - every no is an opportunity - being able to see how I am able to turn the situation around - there is a 1000 different ways to accomplish one task
3. COMMITTED: Disciplined work ethic - Work autonomously - Mindset of turning SHOULD into MUST
4. INTENTIONAL - the power of intention and follow through is everything!
What will you do to ensure your success as a Sales AE?
-Making it as personal as possible, Working hard, being positive and not letting myself get dragged down by setbacks.
-I also found that it's important to do as much research as possible on the client and the what's new in the industry
-I am PASSIONATE ABOUT connecting people with great businesses AND VISE VERSA!
-One of the main reasons I am attracted to Yelp is because of the tremendous growth potential: it is a great place to BUILD your career in sales
-I see Yelp as a company that is committed to their employee's personal DEVELOPMENT and REWARDS PERSONAL SUCCESS!
-The high energy, rich company culture
SAR - BIGGEST ACCOMPLISHMENT
My current job - moving to new city and being able to thrive in a new environment.
Finding ways to add value beyond what is expected of me.
My Most Effective Sales Pitch Strategy:
1. Getting results through building TRUST and rapport: believe in EDUCATION over DECEPTION
***there is actually a quote that sums that up perfectly "People don't care how much you know until THEY KNOW HOW MUCH YOU CARE"
A. LISTENING: Ask the Customer MORE QUESTIONS rather than offer SOLUTIONS about the pizza place. The best sales conversations take place when the REP is doing LESS TALKING and MORE LISTENING, showing an open-mind to whatever problems the prospective customer is suffering from.
3. TRIGGER POINTS: Conducting extensive research into a prospective customer to find triggers before making a sales pitch can be very effective
Develop policies, procedures, and standards for efficient business process flow
As a PROJECT COORDINATOR: I had the opportunity to wear many different hats
I was able to hone my relationship skills as I was the MAIN POINT OF CONTACT across departments
My job was to ensure that each client has a CONSISTENT VERBAL AND VISUAL ROAD MAP to prepare and advise them throughout the process
I learned that I love the constant human interaction in the context of teaching and being taught - I GET GREAT SATISFACTION FROM HELPING SOMEONE SOLVE A PROBLEM!
YES LEADING INTO SALES
I learned how important it is to master the CUSTOMER RELATIONSHIP LIFECYCLE - knowing that the relationship does not begin when you actually close the deal!
I now PRIDE myself in being able to nurture business relationships as an INFORMATION CONCIERGE
MY FAVORITE QUOTE THAT I THINK DEFINES EFFECTIVE SALES IN A NUTSHELL
There is actually a quote that I thought sums that up perfectly: "People don't care how much you know until THEY KNOW HOW MUCH YOU CARE"
When I first joined the YES Team, we were 1 month away from approaching our Busy Season. Our biggest selling point was our outstanding COMMUNICATION - our customers rely on us to deliver TIMELY status updates throughout the different stages of the installation process.
I soon realized that there was one department that was in dire need of some TLC - the Install Team. We had a group of 20 installers who were scattered and lacking in clear OBJECTIVES (procedures and ground rules). My goal quickly became to maximize productivity by establishing order and hierarchy.
Because QUALITY relies on CONSISTENCY - I set out to RECAST the role of our installers.
We wanted to minimize miscommunication and help our installers to feel a great sense of pride for their work so I created color coded TEAMS, and assigned each TEAM a designated Foreman.
As a way of preparing for each project, we created a color coded clip board system.
Also created a "Site check list" which allowed our crew members to use a handy check list to ensure quality control.
By recasting the role of our installers as effective TEAM MEMBERS, quality of work began to improve. These changes helped tremendously as we saw improvements in project flow, decreased errors, and inspired a great sense of comradery.
My goal has been to recreate the way the Operations department took care of the installation procedures in a way that increases efficiency and helps boost the rave reviews from
Organizing and leading the weekly Operations meetings enabled my team to share our ideas, discuss improvement, visualize a game plan for the rest of the hectic work week.
In my last role as a Project Coordinator, it was my responsibility to prioritize project logistics and ensure customer success
This included coordinating communication between customers and various people which the company was outsourcing
One particular partner was consistently experiencing communication weaknesses
it seemed like he was blowing off the customer communication piece as unimportant.
Unfortunately, I had trouble getting FEEDBACK and FINAL APPROVAL from my main point of contact at the company.
I knew that he was busy adjusting to the HIGH VOLUME OF DEMAND
so it was important to BUILD A PLAN and GET IT RIGHT
After brainstorming some strategies for getting the BEST results with the Operations manager, I drew consensus around a PLAN and designated responsibilities through an ORGANIZED and concise scheduling system
The release was positively received by clients and many sent emails of appreciation for the TIMELY and CLEAR communication
Pretend I'm a tanning salon. Tell me, in detail, the services we could advertise on Yelp. SELL ME THIS TABLE. Pitch!
ASK THEM QUESTIONS: Are you in your busy time?
How are you tracking this?
(1) Hi John, My name is Dina Lee and I specialize in working with local business owners. I have become an industry expert in addressing the needs of executive professionals with YELPS catalogue of services tailored to each client's specific needs.
(1) Hi John, this is Dina Lee calling from YELP. I have some great insight on how
and I wanted to get in touch with you to talk about all the ways you can expand your customer base! I will also send you an email with my contact information. I look forward to talking to YOU and my number here at the office is (805) 797-2524. So thanks John, have a nice night Buh Bye
(2) Hi John, This is Dina Lee with YELP. I wanted to reach out to you to follow up on the RESOURCES that we discussed last week. If you're still interested go ahead and give me a call back - I do have some fantastic ads that would be a great fit for your business! This is Dina with YELP and I hope you have a great weekend. Thanks John.
(3) I just wanted to touch base with you to see if you were able to get connected with the
- I'm hoping one of them worked out for you! Go ahead and give me a call t let me know how everything is working out
just set up an appointment this morning
to give you a phone call at
12:30 - you may not have seen it yet so
feel free to just give me a call back * and we can coordinate another time. Thank you, John - Buh bye!
(4) Hi John, It's Dina Lee over at YELP. I'm calling because I was hoping we can chat about
SUCH AND SUCH
. So when you have some time could you please give me a ring back. My number is (805) 797-2524 and hopefully we can talk about this opportunity a little further. I hope everything's going great, and I'll talk to you later.
(5) I know that I've been trying to get in contact with you over the last couple of weeks to set up a
SUCH AND SUCH
so if you're looking for some excellent ways to effectively reach new customers, we can definitely set up a time for a conversation. Go ahead and give me a call at (805) 797-2524 - and I'll talk with you soon! Thanks John - Buh bye
-My goal is to develop remarkable mental toughness and become a SOCIAL SELLING PRO
-Sharpening my sales acumen and my ability to pitch an idea or product
One thing that my previous jobs have had in common is being able to CONNECT with people
I SEE MYSELF AS AN ORGANIZATION MACHINE: I have a tendency to tackle stress by breaking and organizing
I think that being able to prioritize is the MOST EFFECTIVE means to get the job done
Making a list and prioritizing makes me feel EMPOWERED because it gives me perspective and clarity to NAVIGATE through my day and minimize stress by seeing the bigger picture
Being able to break down complex information and deliver it to customers
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