Outcome Based Selling

July 15, 2014Gwinnett Chapter

Speaker: Tony Merendino ServIT - CEO

www.servit.net

• The University of Tennessee at Chattanooga BA, Business Management• Over 25 years of experience in Executive level positions in

the arena of technology • Owner/CEO of 3 Technology firms• Former professional athlete - NFL • Organic farmer – Cattle/Angus Beef• Motivational speaker

Speaker: Greg Wartes – Account Executive

www.servit.net

• East Carolina University – Professional Sales and Marketing, 2000 • Microsoft Certified Business Management Solutions Professional• Cloud Technology Enthusiast – Published in:

• Wall Street Journal• Redmond Channel Magazine• Huffington Post –• Microsoft Case Study

• Former Golf Professional

AGENDA

Product Based

ServIT Journey

Process Based

Outcome Based

Your Thoughts?

All Inclusive Services:PrintingManaged BackupIBM Power SystemsApplication and User SupportInfrastructure SupportCloud ServicesEmail Solutions

Technology Services:On-Site MaintenanceMovesTechnology RepurposingTechnology RentalsDepot RepairFree AS400 AdviceComputer Repair

Company:In business 18+ yrs.16 States$22M AnnuallyClients globally100 W-2 Employees

www.servit.net

a bunch of saleman

Perspective-Seeing

Context

World Changed

The World is Flat

Rock-Stars of Change

Factory Model: Godin

The New Normal

VS.

The Internet

Merger & Acquisition

Individual

Individual Transformation:• Physical• Belief System

Reptilian Brain

Transformation

Obstacles

3 Methodologies

•Product•Process•Outcome

Dinner Break/Questions

Product

Money $$$$

Inventory 90k SKUs

“My stuff is better than your stuff”

Race to the bottom

Process

“my guy is better”

Great service

Outcome Based

Winning

Performance

Life Style

Outcome Based Selling

The NEED

The Goal

The Value Gap

The Selling TrilogyCreating the Brand:

Differentiated based on a characteristic of the product.

Differentiated based on the method of distribution or delivery.

Differentiated based on the outcomes you provide relative to the agendas of your clients/ prospects.

PRODUCT PROCESS OUTCOMES

Economic Darwinism“ If you are not – on a daily basis –

flexing and adaptingto the changes taking place

in your prospects/clients’ marketplaces…you are not leveraging

the only true, God-givencompetitive advantageyou have been offered.”

- Max Carey

Blueprint for Flexibility & Adaptability:

1) Gather market intelligence daily2) Mobilize multiple eyes and minds3) Force action4) Engage customers and prospects

Economic Darwinism

If you focus on them?

What’s in it for you?

•Reoccurring Revenue•Profitability•Cash Flow

Questions

Raffle

Tony Merendino tmerendino@servit.netwww.servit.net

THANK YOU

Greg Wartes gwartes@servit.net678-995-4735