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IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)
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IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)

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http://ITSalesSecrets.com SUMMARY SLIDES: How’s your IT sales process been doing? Learn how the IT sales process for Fortune 1000 prospects compares to small business prospects. Copyright (C) SP Home …

http://ITSalesSecrets.com SUMMARY SLIDES: How’s your IT sales process been doing? Learn how the IT sales process for Fortune 1000 prospects compares to small business prospects. Copyright (C) SP Home Run Inc.

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  • 1. SPHomeRun.com IT Sales ProcessSatire Video PokesFun at Fortune 1000 IT Procurement Courtesy of the Small Business Computer Consulting Blog http://blog.sphomerun.com Source: iStockphoto
  • 2. Sponsored by ITSalesSecrets.comSPHomeRun.com How Much Control Do You Have Over the IT Sales Process
  • 3. Sponsored by ITSalesSecrets.comSPHomeRun.com That you Face with Prospective Clients?
  • 4. Sponsored by ITSalesSecrets.comSPHomeRun.com
  • 5. Sponsored by ITSalesSecrets.comSPHomeRun.com Selling to SMB Market vs. Fortune 1000 Market
  • 6. Sponsored by ITSalesSecrets.comSPHomeRun.com Small Technology Providers Should Instead Focus on the SMB Market
  • 7. Sponsored by ITSalesSecrets.comSPHomeRun.com Where there’s a Much Simpler and Faster IT Sales Process
  • 8. Sponsored by ITSalesSecrets.comSPHomeRun.com Introducing Jennifer in the Supply Chain Department
  • 9. Sponsored by ITSalesSecrets.comSPHomeRun.com The Mission of Jennifer’s Department is
  • 10. Sponsored by ITSalesSecrets.comSPHomeRun.com “To Optimize the Value we Receive for the Money that we Redirect to our Suppliers”
  • 11. Sponsored by ITSalesSecrets.comSPHomeRun.com The Scenario:
  • 12. Sponsored by ITSalesSecrets.comSPHomeRun.com You Have a Client Commitment to Bring a System Online by the End of the Month
  • 13. Sponsored by ITSalesSecrets.comSPHomeRun.com Otherwise You Will be Faced with Missed Service Level Agreement Penalties
  • 14. Sponsored by ITSalesSecrets.comSPHomeRun.com It’s a New Supplier that We Do Not Have any Experience With
  • 15. Sponsored by ITSalesSecrets.comSPHomeRun.com The Capital Approval You Have Received is Not Sufficient
  • 16. Sponsored by ITSalesSecrets.comSPHomeRun.com The Supplier Has to Have His Order by Tomorrow
  • 17. Sponsored by ITSalesSecrets.comSPHomeRun.com The Supplier has Warned you that the Software is in Short Supply,
  • 18. Sponsored by ITSalesSecrets.comSPHomeRun.com And that There is a Pending Price Increase
  • 19. Sponsored by ITSalesSecrets.comSPHomeRun.com The Supplier Also Knows that He is the Supplier of Choice
  • 20. Sponsored by ITSalesSecrets.comSPHomeRun.com Meet Phil, the Opportunistic Sales Rep from the Software Vendor
  • 21. Sponsored by ITSalesSecrets.comSPHomeRun.com In the Next Scene Phil’s Company is Far from Meeting its Quota
  • 22. Sponsored by ITSalesSecrets.comSPHomeRun.comWhen Phil isAsked to Qualifythe Opportunity,He Grades theProspect a “Solid A”
  • 23. Sponsored by ITSalesSecrets.comSPHomeRun.com Because “It Turns Out They Have a Client Commitment That They Put Off Till the Last Minute
  • 24. Sponsored by ITSalesSecrets.comSPHomeRun.com Convinced the Business Owner That the Product Was in Short Supply
  • 25. Sponsored by ITSalesSecrets.comSPHomeRun.com If He Did Not Get the Order to Us by Tomorrow, He’d be Facing a Missed Delivery Date
  • 26. Sponsored by ITSalesSecrets.comSPHomeRun.com As Well as a Price Increase
  • 27. Sponsored by ITSalesSecrets.comSPHomeRun.com Plan is to Charge Him Full List-price and Remind Him of our Supply Challenges
  • 28. Sponsored by ITSalesSecrets.comSPHomeRun.com Phil Does Not Have the Deal In Hand Yet
  • 29. Sponsored by ITSalesSecrets.comSPHomeRun.com Phil **Thinks** the IT Sales Process is Just About Complete,
  • 30. Sponsored by ITSalesSecrets.comSPHomeRun.com But He Has Yet to Meet Jennifer, Who’s About to Stick a Pretty Big Pin in the Fictional
  • 31. Sponsored by ITSalesSecrets.comSPHomeRun.com Software Scarcity and Invented Price Increase
  • 32. Sponsored by ITSalesSecrets.comSPHomeRun.com The Bottom Line
  • 33. Sponsored by ITSalesSecrets.comSPHomeRun.com Selling to SMB Owners is Different than Selling to Prospective Client Accounts
  • 34. Sponsored by ITSalesSecrets.comSPHomeRun.com With Procurement Officers or “Supply Chain Departments”
  • 35. Sponsored by ITSalesSecrets.comSPHomeRun.com The Political Environment and its Resulting IT Sales Process
  • 36. Sponsored by ITSalesSecrets.comSPHomeRun.com Are Much Simpler in Smaller Organizations than Larger Accounts
  • 37. Sponsored by ITSalesSecrets.comSPHomeRun.com What’s Your Favorite Part of the IT Sales Process?
  • 38. Sponsored by ITSalesSecrets.comSPHomeRun.com And Does Your Company Target SMB Prospects or Fortune 1000 Prospects?
  • 39. Sponsored by ITSalesSecrets.comSPHomeRun.com Please Share Your Thoughts in the COMMENTS Section
  • 40. SPHomeRun.comRecommended Reading:Seven IT Sales Secrets Download this Free Special Report Now at ITSalesSecrets.comCopyright © SP Home Run Inc. All worldwide rights reserved.SP Home Run is a registered trademark of SP Home Run Inc.Source: iStockphoto

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