Smart Selling Program
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The document discusses a "Smart Selling" program to help businesses grow by providing sales intelligence discovery, designing sales toolboxes, profiling customer databases, and generating sales opportunities to position vendors and partners as proactive sales generators. The program aims to equip sales teams with the right selling tools and arguments to identify customer needs and deliver the right quotations to customers. Similar past programs using this "Lemon sales methodology" included quick launches, channel recruitment, and sales opportunity identification.
Smart Selling Program
- 1. Growing your business‘Smart Selling’ProgramExecutiveSummaryxavier.olivella@lemon-sales.com
- 2. 2 Some Typical Vendor ChallengesRelated 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 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
- 3. 3‘Smart Selling’ Program ObjectivesPositioning vendor as a proactive sales generator of deal opportunities.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.
- 4. 4Program OverviewSales IntelligenceDiscoveryDevelop, test and adjust key selling points.Lemon resourcesBuild the right sales tools to deliver the right quotation to the right customer on timeSales ToolboxDesignGet the right information to detect opportunitiesDatabaseProfilingVendor or partner resourcesEnsure sales resources are focused on the right sales opportunities at the right time.Sales Generation
- 5. 5‘Smart Selling’ Program Workflow Stage 1 (Lemon): Sales Intelligence Discovery
- 6. Stage 2 (Lemon): Sales Toolbox Design
- 7. Stage 3 (vendor/partner): Database Profiling
- 8. Stage 4 (vendor/partner): Sales GenerationData needed to qualify leadsQualifies an opportunity:- Who What
- 9. WhenProfilingFieldsDatabaseAudit (goal, ratios) TrainingSmart Selling BoxLeadQualificationProfilingSalesRulesOpportunityFollow upSalesResultsAudit Training Standard proposal
- 10. Business Case generation tool
- 12. Sales argumentsSales ToolboxSales Arguments
- 13. 6Similar references using Lemon sales methodologyQuickPage program launch for sales prospection for SME market.
- 14. Designjet telesales program by transactional and pay-per-use selling motions.
- 15. Channel recruitment for vertical markets.
- 16. Identification of sales opportunities for channel partners.
- 17. Sales opportunities generation for customer licencing & ugrades.
- 18. New funnel development of CEM solutions for large and corporate accounts.
- 19. Sales generation program for Workstation product line and their partners.7Next Steps