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Smart Selling Program

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Smart Selling Program

  1. 1. ‘Smart Selling’ Services Executive Summary
  2. 2. Strategy Implementation Consolidation Timelines Some Typical Vendor Challenges 1. Related to vendor issues: - Value proposition based on pricing and features - Customer needs are different for different markets and/or products - Customer profiling not based in purchase motion - Lead generation activities driven by vendor activities - Customer information comes from different and disconnected sources - Services sales cycle is longer than product sales cycle 2. Related to vendor channel partners: - Lack of accurate channel partners funnel - Difficult to have same customer pitch everywhere - Partners do not assign enough resources to cover vendor expectations - Few partners are proactive for promoting low margin products - Few partners are proactive to follow-up vendor generated leads 2
  3. 3. Strategy Implementation Consolidation Timelines ‘Smart Selling’ Program Objectives 1. Positioning vendor as a proactive sales generator of deal opportunities. 2. Setup/develop/improve vendor/channel sales capabilities by equipping vendor and partner inbound and outbound sales teams with the right selling argumentation and tools to help them to identify customer needs instead of discovering what they could buy. 3
  4. 4. Implementation Consolidation Timelines Program Overview Lemon resources Sales Develop, test and adjust key selling points. Intelligence Discovery Sales Toolbox Build the right sales tools to deliver Design the right quotation to the right customer on time Get the right information Database or Lemon resources Vendor or partner to detect opportunities Profiling Ensure sales resources are focused Sales on the right sales opportunities Generation at the right time. 4
  5. 5. Implementation Consolidation Timelines Program Workflow  Stage 1 (Lemon): Sales Intelligence Discovery Data needed to  Stage 2 (Lemon): Sales Toolbox Design qualify leads  Stage 3 (vendor/partner/lemon): Database Profiling Qualifies an opportunity:  Stage 4 (vendor/partner/lemon): Sales Generation Profiling Sales - Who Fields Rules - What - When Audit (goal, ratios) Training Profiling Smart Lead Opportunity Sales Selling Box Qualification Follow up Results Audit Training - Standard proposal Database Sales - Business Case Sales - Customer objections Toolbox generation tool Arguments - Sales arguments 5
  6. 6. Implementation Consolidation Timelines Elements of ‘Smart Selling’ Program Vendor/partner Vendor/ DB ‘Smart Selling Box’ partner Term Prospection and Sales funnel conditions Qualificación Logo Sales Sales activities CRM Promos rules planning and ratios End customers Vendor / Partner / Lemon Qualified Personalized appointments quotation 6
  7. 7. Implementation Consolidation Timelines Empowering sales stages Prospect Lead Qualified Lead Opportunity Order Target task Customer Contact Customer needs Engagement Delivery buying motivation # deals # leads # leads Criteria # contacts 7
  8. 8. Implementation Consolidation Timelines Available Lemon Resources Sales Specialists on sales argumentation Intelligence Discovery Sales Toolbox Specialists on sales tools Design B2B database Database searcher & profiler Profiling Sales multilanguage Sales Center Generation 8
  9. 9. Consolidation Timelines References using Lemon sales methodology  Quickpage program launch for SME.  HP Designjet telesales using transactional and pay-per-use selling motions.  Channel sales development for vertical markets.  Opportunities identification for channel VARs.  Sales opportunities generation for new licences and customer upgrades.  Sales funnel generation for CEM solutions into large accounts .  Sales generation Workstations program for direct Dell and channel partners. 9
  10. 10. Timelines Next Steps Meeting with vendor/partner management to develop right proposal Collect information of current vendor/partner Mission Start 10
  11. 11. Amsterdam – Barcelona – Brussels – Bristol – Madrid – Milano – München – Paris

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