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Program developed for enable vendor / channel partners to create, develop, improve their sales capabilities.
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Some Typical Vendor Challenges
1. Related 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
2. 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
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‘Smart Selling’ Program Objectives
1. Positioning vendor as a proactive sales generator of deal opportunities.
2. 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.
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Sales IntelligenceDiscovery
Sales ToolboxDesign
DatabaseProfiling
Sales Generation
Develop, test and adjust key selling points.
Build the right sales tools to deliver
the right quotation to the right customer on time
Get the right information to detect opportunities
Ensure sales resources are focused on the right sales opportunities at the right time.
Program Overview
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‘Smart Selling’ Program Workflow
SalesRules
Sales Toolbox
Smart Selling Box
Profiling LeadQualification
OpportunityFollow up
SalesResults
Qualifies an opportunity:- Who- What- When
Training
ProfilingFields
Database
Data needed to qualify leads
- Standard proposal- Business Case
generation tool
Sales Arguments
- Customer objections
- Sales arguments
Stage 1 (Lemon): Sales Intelligence Discovery Stage 2 (Lemon): Sales Toolbox Design Stage 3 (vendor/partner): Database Profiling Stage 4 (vendor/partner): Sales Generation
TrainingAudit
Audit (goal, ratios)
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Similar references using Lemon sales methodology
Sales opportunities generation for customer licencing & ugrades. New funnel development of CEM solutions for large and corporate accounts.
QuickPage program launch for sales prospection for SME market. Designjet telesales program by transactional and pay-per-use selling motions. Channel recruitment for vertical markets. Identification of sales opportunities for channel partners.
Sales generation program for Workstation product line and their partners.
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Next Steps
Meeting with vendor/partner management to develop right proposal
Collect information of current vendor/partner
Mission Start
