sales development: necessities of selling in the cloud
TRANSCRIPT
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
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 FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Increase Maturity = Increasing Cloud Acceleration
Prescriptive Approach – Sales, Marketing, Operations
3
5
1 24
6
Clo
ud
Matu
rity
FOCUS
This diagram represents the acceleration of cloud adoption and execution with the cloud maturity model.
Defined
sales
process
Need for
definitive &
distinct sales
processes for
Cloud/Mobile
opportunities
Brilliant
execution
Need for
excellence in
sales
execution
Need for
leverage
Need to
effectively
leverage sales
Cross
environment
services
Aligning
appropriate
sales activity
to
appropriate
sales
individuals
Sales
activity
Aligning
appropriate
sales activity
to appropriate
sales
individuals
Cross
sell/Up sell
Need for full
cross sell /
up sell
Cloud vs.
On Premise
Sell
Understanding
of Cloud
and/or
On Premise
Cloud
economics
Understanding
economics are
different in the
cloud
Sales compensation2
Increase sales velocity3
Sell to business challenges4
Account planning5
Management of COS1
Sales organization design8
Sales management focus9
Sales training levels7
Cross sell & up sell6
Keith Lubner, Managing Partner/President Channel Consulting Corp | C3
Keith’s Contact Info:
Email: [email protected]
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 FocusedVAR, ISV, Distributor, Retail TECH
Channels
Acceleration FocusedPrograms that spur fast growth
and profits
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.
What is the objective of the call? What do
you want as an outcome of this meeting?
Have you reviewed the Survey of Questions
to determine what you need to know and
what you will ask?
Do you have examples of how cloud
solutions could work in this organization?
What does their web site say about them?
Anticipate your clients potential
objections or new questions they
may ask and your answers. “
What has changed if anything
since our last meeting”?
Role-Play your Opening and Tour
Plan the sequence and roles of all
participants, clients, outside
parties and our company.
Have you made sure every
attending person from your
office knows their role?
SE/President/others..
Review all previous notes and
client information. Do you have
their Organization Chart and
company brochure?
What are the various personality
styles of each participant?
What are the interests of each
person on the prospect’s team?
What is the prospects vision and
marketing message?
What is their value proposition?
How will you use that knowledge
to your favor?
Seek to understand the business
Instill in the prospect that you know their business needs
Build trust & confidence
Connect the dots
Seek to understand the person
What are your plans for increasing the competitive nature of your organization?
What changes do you see in your business and marketplace in the next 24 months?
If you had a magic wand, what would you change in your organization?
Why do your clients do business with your organization?
What are your top four strategic objectives or goals for your organization?
For this year, and the next three years?
What business challenges do you face in achieving those business goals?
Which one of these general five “I Need To” categories are most important to
you in reaching your business objectives or goals: Rank 1-5
___ Secure my business. ___ Work from anywhere. ___ Connect Employees.
____ Serve customers better. ____ Be more productive.
Execution is the key to success.
Remember these steps:
Personalize to your solution2
Inspect usage3
Role play discovery questions1
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
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 FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Better understanding of the
client’s needs
Better selectivity of account
segmentation
Better selling strategies of
accounts
Better time & territory
management
Better use of resources
A focus on messaging,
value and solving customer
problems
PHASE I
DEFINENEEDS
PHASE II
EVALUATESOLUTIONS
PHASE III
EVALUATE RISK
L E
V E
L
O F
C
O N
C E
R N
Buyer emotional concerns
There are four considerations that a buyer considers in each phase: risk, cost, needs, proof.
T I M E
Risk
Cost
Needs
Proof
Needs
Cost
Proof
Risk
Buying
Phases
SMB prospects in the cloud space share
a sense of fear and lack of knowledge;
this causes a lack of trust within the
sales process. Knowing this, we must
have a sales process that follows the
buying process, not the selling process.
This three-step buying process is:
Partner must sell pre-defined shorter sales
process early-template approach
Partner must command trust and confidence
Partner must improve pre-sales discovery
Partner must sell knowledge of
implementation best practices
Partner must leave early if prospect fails to
follow the pre-defined process
Partner must manage effective marketing
campaign
Tele-Sales vs. Traditional Sales
This diagram represents the acceleration of cloud adoption and execution with the cloud maturity model.
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
Get Started with…
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