Date post: | 13-May-2015 |
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Technology |
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Why Your Sales Team Has Trouble Selling Cloud
Starring Susie SalesAs told by
Jeff Nessen, CEO, Progentus
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Susie loves to sell
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Susie loves to Win!
She loves to sell the things the company wants her to sell
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Believe it or not!
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Susie’s problem…
Shrinking Profits
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We tell Susie, “To get back lost profit…”
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“You have to learn to sell solutions!”
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Susie frustrates us!
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Why can’t Susie sell solutions?
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Why?
Human Nature
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What makes Susie tick?
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Maslow’s Hierarchy of Needs
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All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
All content is the confidential and proprietary property of Progentus, LLC and may not be reproduced or distributed without express written consent. MSV 1.0
Susie is pretty happy!
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Susie is pretty happy!
You can’t teach an old dog new tricks.
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Unless things really bomb!
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How can we help Susie?
Cater to her basic human needs
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How can we help Susie?
Stop asking her to sell different and give her a different thing to sell
the way she knows how.
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Susie is an awesome at…
Figuring out the customers needs, turning around a quote and getting an order…
In like 2 days!
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So why mess up a good thing?
Let Susie sell cloud the same way!
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That’s just productizing services!
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Productizing is Commoditizing
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Productizing is Commoditizing
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Susie hates commodities
Susie longs for the days when her customers relied on her
?
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The new “Special Sauce”
Why do your customers want to do business with you?
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The definition of a Solution
Dictionary.com defines it as:
"The act of solving a problem, question, etc."
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The definition of a Solution
Dictionary.com defines it as:
"The act of solving a problem, question, etc."
Nowhere does it say:
"Combine hardware,
software and services"
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Your opportunity
9 out of 10 CIO's interviewed by CIO Magazine say they will be
out of the infrastructure business in 10 years.
For the next 5 years they will be looking for solutions that bring them real business value
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Your solutions are only worth the value your customer puts
on them!
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The Golden Key!
The most important thing you can do...
Ensure your solution is valuable to your customer!
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How do you establish value?
• Understand the business impact of your offering
• Define the questions you need to ask your customers
• Analysis of how the answers impact your customers business
• Quantify the metrics that are appropriate for your customers situation
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Every customer is unique!
Every customers reason for purchasing is
unique!
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Talk about what matters
Customers do projects for two reasons…
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The power of communications
A study conducted by Indiana University proves marketing without alignment actually lowers gross profit!
Alignment of Marketing, Sales, Strategy, Professional Services and overall company
mission generates the highest profit.
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Lead with your value!
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For additional informationvisit us @
www.progentus.com
Thank you for your time!