Connecting the Dots: Creating a Sales Driven Organization
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The document outlines a comprehensive framework for sales and marketing influence by experts Ken Thoreson and Keith Lubner, detailing strategies for cloud acceleration, business guidance selling, and partner enablement. It emphasizes the importance of addressing customer needs through flexible solutions and collaborative workspaces, and includes best practices for solution recommendations and executive communication skills. Additionally, it highlights the significance of measurable objectives, ROI justification, and the use of templates for streamlined processes in sales and business management.
Connecting the Dots: Creating a Sales Driven Organization
- 2. Ken Thoreson, President Acumen Management Group, Ltd Ken’s Contact Info: Email: Ken@AcumenMgmt.com Website: www.AcumenManagement.com and www.SalesManagementGuru.com Top 50 Sales & Marketing Influencer's 2014 Partner Business Builder Programs Workshops Keynotes, Workshops, Consulting Services Strategy, Business Management, Sales Leadership The Sales Mgmt Guru Book series, 5- DVD’s, Sales Mgmt Tool Kit, Peer Groups Singularly Focused Vendor, ISV, Distributor, Partner Acceleration Focused Programs that spur fast growth and profits
- 3. Increase Maturity = Increasing Cloud Acceleration Prescriptive Approach – Sales, Marketing, Operations 3 5 1 2 4 6 CloudMaturity FOCUS
- 5. Why customers are looking to Collaborate in the Cloud? - “Business Agility” Financial • Opex vs. Capex • Predictable costs/visibility • Opportunity cost • Lower Total Cost of Ownership • Reduce real estate and energy costs Flexibility • Mitigate technology risk • Faster time to market for new collaborative applications • Enhanced Communications Continuity/Disaster Recovery • Time to Value (TTV) • Scalability – Up/Down Globalization • Rapid initiation of UC&C Svs • Expanded features to the extended enterprise • Standard services for all employees • Centralized management • From complexity to simplicity Strategic Advantage • Core vs. Context • Evergreen software • Acceleration of business strategy • Service Level Agreements • Broader feature adoption • Facilitation of BYOD 4/13
- 6. (PHASE I) DEFINE NEEDS (PHASE II) EVALUATE SOLUTIONS (PHASE III) EVALUATE RISK LEVELOFCONCERN T I M E Risk Cost Needs Proofs Needs Cost Proofs Risk Buyer Emotional Concerns Buying Phases
- 7. The Customer Journey Awareness Image Evaluation Trial Loyalty Changing Perceptions Generating Demand The series of steps through which a customer must progress in adopting a brand or product.
- 8. Be Productive Connect Employee’s & Offices Work From Anywhere Secure My Business Serve Customers Better
- 9. Customer Business Challenges Operational Efficiency Cost Containment Customer Responsiveness Revenue Growth Increase of Market Share
- 11. Keith Lubner, Managing Partner/President Channel Consulting Corp | C3 Keith’s Contact Info: Email: klubner@channelconsultingcorp.com Website: www.channelconsultingcorp.com Channel Enablement & Recruitment Ecosystem Acceleration, Optimization, & Productivity Programs Channel Marketing Services Channel Strategy, Metrics, & Business Intelligence Cloud & Mobility Channels Development & Launches Singularly Focused VAR, ISV, Distributor, Retail TECH Channels Acceleration Focused Programs that spur fast growth and profits
- 12. Turning Sales People into Consultants….. http://www.crn.com/news/channel-programs/240149808/turning-your-salespeople-into-consultants-art- science-or-bull.htm
- 13. What is Business Guidance Selling ? • Business Guidance Selling is a much needed new sales process module for today’s changing sales environment, especially regarding cloud, mobility, and managed services environments. • Business Guidance leverages ANY sales process and does not require organizations to “rip and replace” their existing process. Instead, organizations “leverage” and “insert” Business Guidance into an already in-motion sales methodology.
- 14. Business Guidance Process Accelerates Sales
- 16. How do I support Mobility & BYOD? What are my private, public and hybrid cloud options? I need to rapidly deploy new business apps & services I need rapid and secure infrastructure deployments How do I virtualize my network and Data Center? BUSINESS GUIDANCE with Key IT Initiatives Choice of consumption models, unrivaled collaboration applications and service experiences for any user, any device, any location; seamless migration paths Flexible, customizable, scalable collaboration delivery models, mix/match apps/services and endpoints; support of 3rd-party applications Simple, reliable, secure, efficient collaborative workspaces for any user, on any device, from any location; centralized control, management, administration Integrated, simple management tools with pre-loaded software images and templates speed deployment, local and remote management, maintenance and support Pre-loaded software images for all collaboration applications delivered on a virtualization- optimized server infrastructure
- 18. Ken Thoreson, President Acumen Management Group, Ltd Ken’s Contact Info: Email: Ken@AcumenMgmt.com Website: www.AcumenManagement.com and www.SalesManagementGuru.com Top 50 Sales & Marketing Influencer's 2014 Partner Business Builder Programs Workshops Keynotes, Workshops, Consulting Services Strategy, Business Management, Sales Leadership The Sales Mgmt Guru Book series, 5- DVD’s, Sales Mgmt Tool Kit, Peer Groups Singularly Focused Vendor, ISV, Distributor, Partner Acceleration Focused Programs that spur fast growth and profits
- 19. Solution Recommendation Worksheet Linked to “Business Challenges” and “I NEED TO’s” Defined into either short or long term Business Challenges Ranks priority levels and description of the prospects “Specific” business issue and objectives
- 20. Solution Recommendation Worksheet Creation of a Business Guidance Statement: Defined Time Line to Implement (Roadmap) Linked to Cisco Solutions that solve business issues How your value and Cisco solutions solve the business issue that addresses the Business Challenges & “ I Need To” statements and specify the specific benefits, outcomes and results for your prospective client. This statement will be used in the Executive Summary and IT Roadmap
- 21. Solution Recommendation Format • Cover page • Executive Summary-Needs Analysis • Project History-Short Review of each meeting • Summary of Partner’s Organization • Business Case for Implementation • Investment Summary • Terms and Conditions • Implementation Plan Partner Solution Recommendation
- 22. Include visuals/graphics to add power and clarity: • Visuals communicate complex ideas in a compressed space. • Make sure visuals are relevant to key points. Format document for easy readability: • Use subheads and highlight key points. • Use bullet points for easy scanning. Automate the process: Template • Only a few sections need to be recreated each time. Automate the process by creating boilerplate information: Background on company, biographies, products/services, etc. Solution Recommendation Idea’s and Hints
- 23. Executive Summary Communicates core message of your solution Is concise, persuasive, compelling and one page long Demonstrates your understanding of client needs Is the section that your prospect reads first Serves as a vehicle for transferring knowledge to proposal team Provides rationale for why prospect should hire you: State clear and specific benefits even if they seem obvious Emphasize 3 to 5 key competitive advantages – those factors that set you apart in the marketplace
- 24. Executive Summary Paragraph 4: Provide a summary of proposed solution, general description of recommended strategies and what the expected results will be Paragraph 2 & 3: Describe organizational goals and how they have changed, industry trends affecting them and current key challenges Paragraph 1: Describe prospect’s company, products/services, size, location, and their ‘pain’ to demonstrate understanding of situation.
- 25. Body of Solutions Recommendation Objectives – are they measurable? Strategies & tactics – how you will achieve objectives? Qualifications – how are you qualified to achieve objectives? Fees and expenses – what is the investment? Benefits – given those costs, what are the benefits? ROI Justification IT Solution RoadMap
- 26. Business Challenge Category:_________________________________ Business Value Statement: ____________________________________________________ Priority: ______________ Recommended Time Frame: _____________________ Recommended Cisco Solution Design/ Integration •____ •____ •____ •____ How it Fits Into the Overall IT Structure: Business Impacts: Benefits •_____________ •________ Solution Recommendation IT Roadmap
- 27. Long Term IT Roadmap
- 28. Business Roadmap: 18 month – 5 year Phased Approach to Optimize Business Customer Responsiveness Cost Containment Operational Efficiency Example: Not Exhaustive Time Priority Business Initiative B Business Initiative A Business Initiative C Business Initiative D Business Initiative E Business Value Statements: • … • … • … Capabilities Enabled Business Value Statements: • … • … • … Capabilities Enabled Business Value Statements: • … • … • … Capabilities Enabled Business Value Statements: • … • … • … Capabilities Enabled Business Value Statements: • … • … • … Capabilities Enabled New Cisco Solutions
- 29. Example Deployment Timeline February 1st March 1st ApOctober 1st November 1st December 1st January 1st October 15th Updated Draft BOM Presented to Customer Dec 30 - Jan 1st Equipment is staged and delivered to Customer designated new HQ facility Installation Nov 30th - Equipment arrives from Cisco…test envirnoment is created at Partner facility and initial configuration begins Oct 30th - Equipment is ordered from Cisco Systems MPLS circuits are ordered from Sprint October 25st - Executive Briefing Review Technology Answer Questions "Go Ahead" Decision is made…order is placed with Cisco Capital and Partner Partner & Cisco Smart Business Roadmap Dec 30-Jan 1st Sprint Delivers MPLS circuits to HQ facility Jan 1st thru Jan 25 implementation begins Knowledge transfer and training Feb 1st iGo Live!
- 32. Communication is the exchange of thoughts, feelings, messages, and information. Clear and effective transmission of a message. Accomplished through speech, writing, non-verbal expressions or behaviors. Executive Communication
- 33. Presentation Skills • The differences among motivational, informational and persuasive presentations—and how to prepare each kind • Know something about an audience • Find just the right stories, anecdotes and facts • Anticipate audience questions and plan responses ahead of time • Time a presentation, effectively communicate a message and not lose listeners
- 35. • Use eye contact, body posture and movements to involve an audience and convey self-confidence • How attire makes a critical difference between earning the audience’s trust or losing credibility • Use recordings to improve your skills • Dress rehearsal producing polished, confident and enthusiastic presentations • Plan to reinforcing key points • Use Power openers—how to use them to immediately capture the audience’s attention and interest • Learn to use closers that cement a message and gain the commitment of the audience
- 37. Get Started with… 2 Engage Partner Benefits1 Sign up for the Marketplace www.Elevate.IngramMicroCloud.com 3 Attend the Tuesday “Trainer Series” webinars Begin transacting on the Marketplace4
- 38. Be aware of the momentum of Software-as-a-Service Position yourself to get your fair share Adopt sales and marketing processes Think like an insurance agent: note customer lifetime value Streamline and pre-package services to align with the recurring revenue model Introduce new online-specific management metrics