Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers

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Published on July 15, 2014

Author: MichaelMonroe

Source: slideshare.net

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

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

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//

Michael P. Monroe | HEMA All RIGHTS Reserved

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

Michael P. Monroe | HEMA All RIGHTS Reserved Who am I ?Who am I ?  Individual or Organizational ReviewIndividual or Organizational Review

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

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...”

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

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

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

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

Michael P. Monroe | HEMA All RIGHTS Reserved Sales Competencies ...Sales Competencies ... Customer Focused using Active ListeningCustomer Focused using Active Listening

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

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

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

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.

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 ......

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

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

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