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@TheChannelCo

The Executive’s Guide To Sharpening Sales Strategy:

Stories of Success

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INTERACTIVE WORKSHOP

Jason Wright

Managing Director

All Covered

Jason Rook

VP Market Development

10th Magnitude

George Pashardis

VP Healthcare

ePlus Technology

David Powell

Some title

Logic Monitor

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Today’s Format

• Four panelists sharing real world insight about connecting to customers

• Interactive Audience Q&A

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All Covered

• When disaster strikes: Preparing for Harvey and how we used this event to strengthen our client relationships

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10th Magnitude

• Hunting in packs

• “The POD Model”

• Selling in a new world

• Loss leaders, workshops, hackfests, social selling

• The power of stories

• Role plays and story time

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ePlus

• Account Story:

• Customer for 18 Years with relationships at all levels!

• HPE Servers, Okidata Printers, HPI, DELL, Zebra,

• ePlus does all configuration and some design of security, datacenter, etc.

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ePlus – Customer Excellence

https://www.eplus.com/company/resources/case-studies/details/creating-a-hospital-without-walls

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LogicMonitor

• The TekLinks Sales Transformation

• Transformed sellers from technical product gurus to solution sellers

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Sales Strategy Interactive Q&A

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Appendix – questions for prep

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David

• You often talk about the difference in order takers and sales people who actually understand how their customer makes money. Explain that.

• You came from an MSP and went to a SaaS vendor. Compare and contrast their sales "machine" between those two.

• Where do you even start to look for sales people that meet the criteria you described?

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George

• Give us an example of a client you have been able to do business for a long time and tell us why? (That’s when I will use the above as an example)

• How do you manage the manufacturer relationships for the client?

• Do the manufacturers ever control the playing field? Do they keep you in the loop on projects that they are talking to the customer about?

• How are you able to connect the dots between the IT People, engineering & IT Manager, Purchasing Manager & the CIO

• What value do you bring to the table?

• On large projects does this customer bid everything out? Do they do an RFP? Do you win or lose any of the bids? How do you handle that?

• You mentioned you have been dealing with this client for a long time. Are all the players still there or have they moved on? If they moved on, do they bring you into other accounts?

• How are you able to maintain profitability in this account?

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Rook

• How do you balance metrics across Architects? i.e. Quota vs. Billable hours

• How do you ensure that PODs are working on the right activities with so many varying needs from customers?

• How do you keep your Sales Reps and Architects on top of all the new features, functions, services in the cloud?

• How do you align your PODs to your vendors?

• Not all buyers and stakeholders are “Millennials” how do you balance new and old buyers?

• Do you only share Win stories or loss stories as well?

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Jason Wright

• How ….

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