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Greg Rehbein Overview
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Greg Rehbein Overview


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  • 03/01/12
  • Transcript

    • 1. Greg Rehbein
      • Sales Professional
    • 2. Overview:
      • Senior Sales Professional with in-depth knowledge of Northeast marketplace, having sold large-scale million dollar complex enterprise software solutions to Fortune 500 companies.
    • 3. Sales: Relationship Trust Discovery Propose
      • Top Performer as measured against quota, peers and year to year results.
      • Consistently in top ten percent of sales.
      • Sold at the Senior Management level in multi-platform environments.
      • Closed Multi-million dollar opportunities with global companies.
      • Implemented various sales strategies including:
        • Target Account Selling
        • Customer Centric Selling
        • SPIN Solution Selling
        • Customer Value Method.
    • 4. Summary:
      • End to end responsibilities of sales process
      Opportunity Identification (10%) Discover (30%) Certify (50%) Propose (60%) Decide (80%) Procure (90%)
    • 5. Action Plan: 30-60-90
      • Understand “Unique Business Value to Customer”.
      • Understand Template of Ideal Prospect.
      • Learn elevator pitch.
      • Understand key competitive differentiators
      • Understand sales tools:
      • Corporate Slide Deck, Product Demo, Standard Value Propositions, Success Stories, White Papers, ROI calculations, Analyst Reports, Customer Testimonies, Articles in Industry Magazines.
      • Develop and execute territory business plan.
      • Embrace my manager’s style / expectations.
    • 6. Complex Business Needs Driving IT Change Business Challenges Drive Innovation and Growth Improve Flexibility and Agility Make Better Decisions Faster Improve Collaboration and Empowerment Deploy and Optimize End-to-End Business Process Reduce Cost & Complexity Globalization Customer Loyalty Supply Chain Complexity Governance, Risk and Compliance Industry Transformations Mergers & Acquisitions Business Requirements Virtual Infrastructure Must Be Secure Be Reliable and Scalable Leverage Cloud Be Easy to Enhance, Reconfigure and Maintain Complexity Inhibits Business Innovation
    • 7. Territory Approach
      • Drive New Account Acquisition
        • Leverage Partner Relation
        • Leverage Personal Contacts
        • Industry Focused Activity
      • Drive Enterprise Adoption at New Accounts
        • Find Unique Value Drivers for Individual Accounts
        • Create Framework for Commitment
        • Account Specific Marketing
    • 8. Territory Coverage Plan
      • “ Suspects” in Marketing Database
      • Pipeline Progression
      • Channel Plan
      • Target Account Plan
      • Field Marketing Plan
      • Activity Plan
      • Resources Needed
    • 9. Action Plan: continue -
      • Develop sales opportunities consistent with company’s strategy.
      • Establish broad, meaningful relationships throughout the target account’s management team.
      • Document the following 4-buckets for each opportunity:
      • Unique Business Value, Solution Fit, Political Structure & Compelling Reason to Act.
      • Define, measure and document the business impact company’s solutions will have on
      • the prospect’s / customer’s business annually
      • Normalize pricing and product requirement across prospect’s / customer’s organization.
      • Conduct senior management meeting with company’ executive and key prospect’s management team.
      • Publish quarterly reports inclusive of 1-year revenue targets.
      • Keep company informed on key prospect’s / customer’s activities & initiatives.
      • Be the prospect’s / customer’s advocate.
    • 10. Industry Awareness Understanding Business Imperatives Business Imperative What is the most basic business issues? Operational Business Decision What / By When / Impact IT Impact and Requirement How should IT react to support the business?
    • 11. Channel Plan
        • Focus : Strategic Partners
        • Why
          • Take me to the top of the food chain
        • How
          • Active deal—
        • Strategy
          • Get them to expand scope of deal in return for margin
        • ROI
          • Repeatable, Scalable model taken to other joint targets
    • 12. Action Plan: continue –
          • Events & User Groups :
            • Secure speaking slots
            • Gorilla marketing
            • Relationship building with partner Account Teams
          • Target Partner Sales Managers to secure slot on weekly call
          • Map target account list to partner Account Teams
          • Establish strategy with partner account teams to progress pipeline
    • 13. Metrics Activity PLAN TARGET / ACHIEVED WEEK1 WEEK2 WEEK3 WEEK4 MONTH TOTALS QUOTA $$ CLOSED $$ NEW OPPS $$ Net New Meetings Target Accounts resolved Existing Prospect Touch Channel Events Evaluations Started Strategic Partner Touch Target Account Activity Personal Marketing
    • 14. Action Plan: continue – Marketing Intelligence:
        • Google Alerts
        • iProfile
        • Jigsaw
        • LinkedIn
        • Facebook
        • Twitter
    • 15. Next Steps