November 9, 2010

The Brightstar SMB Sales PlaybookPrinciples of structured sales techniques for success

Verizon is the Industry Leader

“Within the small/midsize business segment, Verizon Wireless ranks highest and performs particularly well in two factors: performance and reliability, and offerings and promotions.”

-J.D. Power and AssociatesMay 20, 2010

“Highest in customer satisfaction with Small/Midsize business wireless service, three years in a row.”

-J.D. Power and Associates March 2010

The Wireless Market Landscape

SOHO

1-4Small

5-99Mid

100-999Enterprise

1000+ Govt.

Annual Wireless Spend $6 Billion $14 Billion $8 Billion $5 Billion $13 Billion

Total # of Companies 13.6 Million 2.95 Million 95,000 14,000 N/A

Total # of Workers 22 Million 48 Million 35 Million 16 Million 20 Million

Current Channels WebStore Front

WebStore Front

VAR

VARSI

VARSI

VARSI

Our Brightstar SMB Services take a consultative approach to delivering critical, successful SMB best practices, sales techniques and tools. Our goal is to create a partnership that will stand as the framework for a solid SMB arm of their business.

Our Brightstar B2B specialists bring an average of 16+ years each in B2B sales, leadership, operations and strategic experience.

Brightstar’s Approach & Experience

Retail versus B2B

• Customers visit store• Primarily consumer

focused• Shorter sales cycle• Typically 1-5 lines sold• Location is set up with

demo devices, graphics, and brochures providing information

• Businesses need to be outbound prospected• Business focused needs• Longer sales cycle• Potential for more

activations in a single sale (5-99)• Tools for SMB sales differ• Communications needs

must be tailored to their business

Retail B2B

Business sales need as much focus, management, and commitment to be

successful as a retail operation

Needs Analysis• Best practices• Preparation• Uncovering pain

points• Value proposition• Scenario/role plays

Strategic Planning• B2B framework• Headcount• Leadership needs• Quota/Comp• B2B training• Reporting• Support

Prospecting• Training/role plays• Lead generation• Prospecting scripts• Prospecting goals• Best practices

ActivityManagement• Performance

expectations• Documentation

expectations• Time management• Territory & Customer

Management

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Forecast & Funnel Management• Purpose• Establishing expectations• Defining methodology• Opportunity management• Leadership coaching

B2B Sales

Building a B2B Structure for Success

Prospecting is one of the hardest and most important parts of being a sales person

We provide ideas and action for

prospecting that enable an individualized approach, generate new leads and accelerate new businesses opportunities

Prospecting & Lead Generation

Weekly and monthly expectations for the Sales Leader and Account Managers

Creates a set of clear goals and fosters full accountability

Outlines the actions of an Account Manager and their Sales Leader necessary to create consistent, long-term success

Activity Management

Focuses on the process of gathering key information about the company, its values, employees, goals and decision making process.

Template as a guide to conducting thorough Needs Analysis

Goes beyond wireless…delves into business processes and how their wireless provider adds to, or detracts from, their short and long term goals

Needs Analysis Document

Comprehensive overview of forecast & funnel management

Designed to enable sales and non-sales team members, at all levels of an organization, to view the new business potential in a standard format & understand opportunity flow

Forecast & Funnel Management

Cornerstone of any successful SMB sales management program. Defined rules and structure for managing opportunities Provides sales team and management with a basic view of opportunities (by sales representative) Allows sales leaders to have a snapshot view of the overall sales outlook and more detailed views, if desired

Sales Opportunity Manager

The Brightstar SMB Services Portfolio

A customized

SMB program based upondealer needs

Foundation

Tools & Training forSuccess

Support

Strategic Planning

ActivityManagement

OpportunityManagement

Virtual Inventory

Needs Analysis

Prospecting

On-Going Support & OEM Relationships

SMB Bundles

Funnel & Forecast Management

Business Proposal Writing

SMB Success Creates Opportunities

SMB is the key to other carrier opportunities that are currently closed to the Dealer Channel

National (Branch and Subsidiary)

Government (Rural locations)

Mid-Market Employee Liable

Small-to-Medium Business

Typical Segmentation

The Brightstar SMB Leadership Training Portfolio

A customized

SMB program based upondealer needs

Inspection

Tools for Effective Management

Action

Effective 1 on 1’s

PerformanceManagement

Succession Development

Effective Team Meetings

Quota/Comp Development

Team Dynamics

Activity Management

Sales CoachingFunnel & Forecast Management

Hiring & Recruiting

Thank you