selling to verticals selling to executives success fees

1. « Improving Your Salesforce effectiveness » Management , Sales and pre-salesTraining & Coaching

2. Your business challenges: You have got an aggressive sales development plan. You sell or your Channel sells High Value Solutions and Services Decision for your offer sits at high level: CEO, GM, CIO, CFO, CPO, Political Decision Makers .. Your sales executives are senior: They attended to your selected sales method extensive training programs they still speak more about their solution and technology and don’t speak enough the Customer Language.

3. Objectives of Business Selling know your customers: Industry sector: business cycles, players.. Language Business – organizations Business imperatives and stakes, regulatory pressure Practice and overcome inhibitions in order to … Meet them & Generate interest Create value when answering their needs through business alignment. Find new projects with them Negotiate and close more deals

4. benefits of « business selling » More meeting at Clevel & Business Decision Makers The whole Sales force and management is engaged through “real role plays” in changing their vision and ambition and behavior. Opportunities are better qualified (no more silver medals) Projects change dimension: eg. 50+Million€ IT outsourcing deals signed after our seminar.

5. Selling& managing for performance Winningwhenpresenting E-bda 2010-2011 programs Selling to VerticalsSectors Accountclinics Discover the industry(e) Specific Issues & Initiatives(e) Sellingyour value proposition (e)

6. programs delivered

7. Specificcorporate programs Your Sales Academy Yourspecificrequirements & business objectives Design & delivery Initial kick-off workshop Design TTT Dry run pilot Roll-out Program Management « easyseminar » Communication & reporting Eventbooking & support evaluation

8. Recent programs delivered

9. E-bda network™: 80 certified consultants Competent and experienced in increasing your sales effectiveness. Background as BDM s, TDMs or Executives. Located in: North America EMEA APAC LATAM Delivering in 73 countries, 19 languages : English, French, German, Italian, Spanish, Portuguese, Dutch, Russian, Bulgarian, Hungarian, Check, Romanian , Swedish, Norwegian, Polish, Hebrew ,Chinese (Mandarin- Cantonese), Japanese

10. e-bda clients 11 years contribution to the sales excellence of: Worldwide: aLTRan

11. Your Contacts: Jean-Richard BLOCH Tél: +33 1 49 66 89 16 Mobile. : +33 6 15 77 06 98 jrbloch@e-bda.com Program manager: Marie-José Rosblack-Lopez Phone: +33 1 49 66 89 14 mjrosblack@e-bda.com