sales play worshop
DESCRIPTION
Sales Play Worshop. Baggio Chang (Chief Entertainment Officer of YBP Community) Adam Wang, Karen Kuo, Nicolas Wu, Owen Lin (Top Sales Team). Agenda. IBM story and Sales Methodology Case Play : A Top Sale Team for NPO Experience sharing. IBM Performance before 1990. IBM’s Big Challenge. - PowerPoint PPT PresentationTRANSCRIPT
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Sales Play Worshop
Baggio Chang
(Chief Entertainment Officer of YBP Community)
Adam Wang, Karen Kuo, Nicolas Wu, Owen Lin
(Top Sales Team)
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Agenda
• IBM story and Sales Methodology• Case Play : A Top Sale Team for NPO• Experience sharing
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IBM Performance before 1990
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IBM’s Big Challenge
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Top 3 IT Company in WW
IBM,APPLE and GOOGLE are only 3 IT Companies over 100USD/per stock
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The Art of Selling
• Apple (AAPL, Fortune 500) is known for design. Wal-Mart (WMT, Fortune 500) is known for low prices. GE (GE, Fortune 500) is known for churning out impeccably trained managers. And IBM? More than anything, IBM is known for knowing how to sell. Ever since the 1930s, when Thomas J. Watson Sr.'s handpicked classes of mostly Ivy League grads began each day with the rallying song "Hail to the IBM," the company has been a vaunted sales training ground. Six of the company's eight CEOs have come up through sales, including the current one, Sam Palmisano. He calls his 40,000-strong sales force "our face to the client." (Summarized from the art icicle “IBM's all-star salesman”, Fortune 500)
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IBM is Baggio’s Dream Job in 20’s
• Now : Marketing Management and Demand Generation Program for Large Enterprise
• In Past 6 years : –Account manager trainee for 0.5yr–Account manager for telecom and
financial industry for 4 yr–Tele Sales for Software for 1.5 yr
• Honors • 2003 ELT Batch 1 Top call• Pioneer of APTG NCR Win Back
case in 2003• TWN iSSR Team Award & Top
Contributor in Q1,2004• Top contributor of TWN iSSR team
in 2004• IBM Taiwan Client Satisfaction
Award in Q2,2006• Award of Distinction in Volunteer
Work in 2006• IBM Role Model in 1H,2007 • IBM HPC in 2008 (>130% )
• Extra-Curricular Activities • Second of IBM Golf Club Nov,2005• IBM 2007 EWC President
2006 Volunteer Award (WCG)
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Think how to take care your client
故善戰者,求之於勢,不責於人,故能擇人而任勢。──《孫子》