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Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
Greg Rehbein Overview
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