Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers
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Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers
- 1. Intro to Selling Cloud Based UCC Solutions:Intro to Selling Cloud Based UCC Solutions: Channel Partner PreparednessChannel Partner Preparedness Focused on Sellers, Part 1Focused on Sellers, Part 1 CompetenciesCompetencies Presented by:Presented by: Michael P. Monroe, PrincipalMichael P. Monroe, Principal
- 2. Michael P. Monroe | HEMA All RIGHTS Reserved Advisor to Channels & Enterprises on: Unified Communications & Collaboration (UCC) Solutions and Services Customer Experience & Relationship Management Sales, Leadership & Teamwork Evangelism & Thought Leadership on UCC: Presentations, Seminars and Discussions on Cloud based solutions & services The Business Impact of the “Internet of Things/Everything” and WebRTC Executive Exchanges & One on One’s a 21st Century Management Consultancya 21st Century Management Consultancy with Over 20 Years of Experiencewith Over 20 Years of Experience
- 3. Michael P. Monroe | HEMA All RIGHTS Reserved AboutAbout Portions of this presentation are adapted from the whitepapers:Portions of this presentation are adapted from the whitepapers: ““7 Steps to Selling a Cloud Based, Unified Com &7 Steps to Selling a Cloud Based, Unified Com & Collaboration (UCC) Solution/Service”Collaboration (UCC) Solution/Service” ““Servicing (Selling) Cloud solutions to the C- Suite … akaServicing (Selling) Cloud solutions to the C- Suite … aka Who is (are) the Decision Maker(s) – these days?”Who is (are) the Decision Maker(s) – these days?” Author: Michael P. MonroeAuthor: Michael P. Monroe http://mpmonroe1.wordpress.comhttp://mpmonroe1.wordpress.com//
- 4. Michael P. Monroe | HEMA All RIGHTS Reserved
- 5. Michael P. Monroe | HEMA All RIGHTS Reserved Who am I ?Who am I ? My Desires, Experience and RoleMy Desires, Experience and Role My Core Competencies areMy Core Competencies are Examine – Strengths & WeaknessesExamine – Strengths & Weaknesses Areas to Improve UponAreas to Improve Upon
- 6. Michael P. Monroe | HEMA All RIGHTS Reserved Who am I ?Who am I ? Individual or Organizational ReviewIndividual or Organizational Review
- 7. Michael P. Monroe | HEMA All RIGHTS Reserved Our Customer Profile – Target (s)Our Customer Profile – Target (s) Installed BaseInstalled Base Competitive DisplacementCompetitive Displacement Net NewNet New GreenfieldGreenfield
- 8. Michael P. Monroe | HEMA All RIGHTS Reserved How Things Have ChangedHow Things Have Changed According to Gartner – “by 2017, the ChiefAccording to Gartner – “by 2017, the Chief Marketing Officer will spend more on I.T.Marketing Officer will spend more on I.T. than the CIO ...”than the CIO ...” An IDC prediction – “by 2017, 40% of allAn IDC prediction – “by 2017, 40% of all I.T. spending will be done by Line ofI.T. spending will be done by Line of Business executives...”Business executives...”
- 9. Michael P. Monroe | HEMA All RIGHTS Reserved The Survey says ... IDG Research*The Survey says ... IDG Research* 76 78 80 82 84 86 Ease of Use Flexible Integration w/ Existing Infrastructure Solution Scalability * Three of the top five most important qualities IT leaders consider as very or extremely important when evaluating UCC options are in perfect alignment with the cloud, according to a recent survey by IDG Research: reported in CIO, sponsored by Mitel
- 10. Michael P. Monroe | HEMA All RIGHTS Reserved Competencies that Instill Credibility with ProspectsCompetencies that Instill Credibility with Prospects Organizational Competency:Organizational Competency: • Customer Focused, Sales Supportive, Team Centric • Understands the Lifetime Value of the Customer • Sufficiently – trained, compensated, motivated Managerial Competency:Managerial Competency: • Leadership recognizes the value of Team • Enthusiastic – about TRIP™ (Train, Refine, Improve, Perform) • Chosen & Chooses from among the BEST Sales Competency:Sales Competency: • Customer Focused, Team & Organizationally dependant • Rewarded for Customer Retention & Satisfaction • SUPERBLY - trained, compensated, motivated
- 11. Michael P. Monroe | HEMA All RIGHTS Reserved Where I Need to BeWhere I Need to Be Win Themes –Win Themes – Internal & ExternalInternal & External EstablishingEstablishing Credibility withCredibility with Prospect’sProspect’s Rendering: UCSD Jacobs Engineering School
- 12. Michael P. Monroe | HEMA All RIGHTS Reserved Sales CompetenciesSales Competencies SUPERBLY - trained, compensated, motivated Rewarded for Customer Retention & Satisfaction Customer Focused, Organizationally dependant - Sales Exec - Able, Credible, Flexible Communicator
- 13. Michael P. Monroe | HEMA All RIGHTS Reserved Sales Competencies ...Sales Competencies ... Customer Focused using Active ListeningCustomer Focused using Active Listening
- 14. Michael P. Monroe | HEMA All RIGHTS Reserved Sales CompetenciesSales Competencies ...... “The New Physics of Selling” *“The New Physics of Selling” * Seller Decision Maker (s) Customer Stakeholders “Knowledge” Primary“Selling”Interaction WidespreadSupportBased New Route Old Route * Adapted from: “The Challenger Sale” M. Dixon & B. Adamson
- 15. Michael P. Monroe | HEMA All RIGHTS Reserved Sales Competencies –Sales Competencies – Pre Sales Call HomeworkPre Sales Call Homework Individual Role Company Industry Adapted from: “The Challenger Sale” M. Dixon & B. Adamson
- 16. Michael P. Monroe | HEMA All RIGHTS Reserved 5 Critical Elements for a Potential Sale5 Critical Elements for a Potential Sale PnP Budget Need Competition Timing
- 17. Michael P. Monroe | HEMA All RIGHTS Reserved PositioningPositioning - Cloud UCC Solutions & Services- Cloud UCC Solutions & Services Cloud is not only a technology – it’s anCloud is not only a technology – it’s an architecture; it’s about the Client’s ability to havearchitecture; it’s about the Client’s ability to have aa more favorable, business outcome andmore favorable, business outcome and experienceexperience – enhanced by the cloud based– enhanced by the cloud based solution.solution.
- 18. Michael P. Monroe | HEMA All RIGHTS Reserved Compels by itsCompels by its alignment toalignment to solving thesolving the business problembusiness problem Provides uniquelyProvides uniquely differentiateddifferentiated insightinsight Elicits a reactionElicits a reaction to the status quoto the status quo Solutioning to the NeedSolutioning to the Need ......
- 19. Michael P. Monroe | HEMA All RIGHTS Reserved Next StepsNext Steps FREE Confidential One Hour EvaluationFREE Confidential One Hour Evaluation of Your Salesof Your Sales Best PracticesBest Practices Engage Us for Parts 2 - 5Engage Us for Parts 2 - 5:: Prospecting | Qualifying | Closing | Teaming | RetainingProspecting | Qualifying | Closing | Teaming | Retaining Watch Your Sales TeamWatch Your Sales Team – build pipeline, improve forecast– build pipeline, improve forecast accuracy,accuracy, WINWIN more dealsmore deals Create a Customer Experience focusedCreate a Customer Experience focused, Team orientated, Team orientated Organization – led by TRIP™ inspired ManagementOrganization – led by TRIP™ inspired Management
- 20. Michael P. Monroe | HEMA All RIGHTS Reserved Advisor to Channels & Enterprises on UCC Sales, Leadership & Teamwork Evangelism & Thought Leadership on IoT/E and WebRTC Contact: Office: 949.226.5302 Email: mpmonroe1@cox.net Blog: http://mpmonroe1.wordpress.com Video: http://vimeo.com/mpmonroe/success2si... a 21st Century Management Consultancya 21st Century Management Consultancy with Over 20 Years of Experiencewith Over 20 Years of Experience
Hinweis der Redaktion
- This is a strategic inflection point – EVERYTHING must change now! Recognize we are at a “strategic inflection point”; you must now adapt your approach, methodology, skills and practices or die. Cloud based, UCC solutions/services will not go away – they will have some openness by virtue of the underlying technologies used, differentiation may well be the single biggest challenge – resulting in price points (profits) that are almost always in decline immediately after introduction and competitors will emerge from every corner of the Earth – including inside the account. The customer will arm themselves with data from every available source, factual or inaccurate and some of the buying decision will be made before you arrive. This will be the new norm, inescapable truths … you will have to deal with this whether you like it or not. Economics will rule the day if you cannot sell to the business challenge.
- Be able, credible and flexible in communicating the business value of the solution/service you are proposing. This can only be done when you understand the customer, spend 75% of your time on this; be conversant on what their business does, the challenges they face, and the myriad of influencers/stakeholders that will be affected by a change in the status quo. You must know this COLD and be able to communicate it to everyone in both companies if need be. Focus on solving a significant business problem – one that will bring a positive impact to their business. Be sure the client agrees unequivocally. Only then can you begin to create a unique, UCC solution tailored to their business problem. Then remain attentive and willing to change or modify as necessary – up to and thru the implementation.