Chris Jones
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The document provides tips for sales professionals, including profiling targets by understanding their ownership, influences, key suppliers, and procurement processes. It advises traveling in-person to influence outcomes, determining who controls budgets and purchasing. It also suggests using direct or indirect channels to market like agents, distributors or OEMs. Finally, it recommends innovating based on customer and market feedback, asking for and getting orders, and not settling for second place.
Chris Jones
- 1. Chris Jones Founder & CEO Mobilis Founder & former CEO Argent Networks
- 3. Profile the Target Ownership Influences Internal, External Key Suppliers Recent Deals Develop Relationships Multiple Levels Procurement Process RFI, RFP, HQ vs Subsidiary Competition Pricing, Finance Get on the plane, face-to-face Influence the Outcome What’s the Budget? Who has the Cheque Book?
- 4. Channels to Market Direct Market Determined Indirect Agents (multiple), Distributors, OEM Be paranoid until money is in the bank
- 5. Being Competitive Innovate, Build Relationships, Listen to the customer, Listen to the Market, Modify Ask for the Order, Get the Order There’s no prize for being second