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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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