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Lemon Sales Services


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Summary of our Lemon Sales Servcies.

Summary of our Lemon Sales Servcies.

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  • Why this presentation?
  • Hightlight the Added Value of our offering. How to…
  • To achieve these goals, we propouse a 5 steps approach. Each step could be perform independly, and the sum of all, allow us to join and become part of these communities that we have identified as target for our business proposals.
  • Hightlight the Added Value of our offering. How to…
  • Transcript

    • 1. The Sales Generation Company Lemon Sales Center – November 2010
    • 2. Who are we Our purpose What can we do for you? How do we do? Examples
    • 3. Laurent Glaenzer Experience HP, Autodesk Specialty: Cloud/SaaS, General IT, Software Geography: EMEA Location: Paris, France Thierry Ghenassia Experience HP, 3Com, Startups Specialty: Telecom, Network, General IT Geography: EMEA Location: Paris, France Hans Gerke Experience Sun, Apple, Specialty: Cloud/SaaS, General IT, Software Geography: EMEA, Global Location: Munich, Germany Gaelle Hunt Experience Apple, EFI, startups Specialty: Software, General IT, Software Geography: EMEA, Global Location: Paris, France Xavier Olivella Experience HP, Autodesk, others Specialty: Software, General IT, Services Geography: EMEA Location: Barcelona, Spain Mode Baldeh Experience others Specialty: Software, IT Services Geography: EMEA, WW Location: Barcelona, Spain Philippe Romascano Experience HP - Verious entities Specialty: Software, General IT Geography: Middle-East, Africa, Eastern Countries Location: Switzerland Roland Adoflsson Experience Avaya, others Specialty: Telecom, General IT, software Geography: EMEA Location: London, UK Heather Margolis Experience Dell, Specialty: Cloud/SaaS, General IT, Social Networking, Web Geography: US Location: Boston US Eric Bessone Experience Autodesk, others Specialty: Software, Cloud/SaaS, General IT Geography: EMEA Location: Paris, France Amar Kabli Experience Orange, Autodesk Specialty: Software, Cloud/SaaS, General IT Geography: EMEA, North Africa Location: France, Algeria Our organization David Pedraza Experience HP, others Specialty: Healthcare, IT, Services Geography: South Europe Location: Madrid, Spain Ursula Thomas Experience Gestetner, Xerox, others Specialty: IT, Printing, Services Geography: Spain Location: Barcelona, Spain Sales Center Specialty: IT, B2B, Services Geography: WW Location: Barcelona, Spain Jordi Sotorra Experience Electric Engineer Specialty: Project Mgmt Geography: Spain Location: Barcelona, Spain 250+ years cumulated experience in Sales and Channel Management Denise Furet Experience HP, others Specialty: Retail Geography: EMEA Location: Bristol, UK Rui Franco Experience T-Systems, others Specialty: Telco, Services Geography: Portugal, Brasil, Africa Location: Lisboa, Portugal
    • 4. Large and Medium ITC Companies Small Companies & Start ups SaaS and Cloud Computing Companies Our target customers
    • 5. We use multiple ways to maximize your SALES with the RIGHT COST Our purpose Sales as a holistic view of your customers Customer Field sales Online sales Channels Offshore territories Partners Telesales Social networks
    • 6. Sales Generation Services How can we shortly help you? Scheduling qualified customer meeting Proactive telesales Tele Account Mgr (TAM) Unattended 2nd level of customers e-Selling
    • 7. Sales Generation Services How can we help you by mid term? Virtual Sales Office Refine your services portfolio Refine your Sales Plan Training and auditing Online lead demand generation
    • 8. Growing by channels expansion How do we do? Business identification Channel framework Recruiting Ramp-up Channel management
    • 9. Customer identification Sales preparation Opportunities identification Sales execution Follow-up · Sales model · Sales cycles · Contact database & segmentation · Sales objectives · Customer pitch & competitive value proposition · Selling script ·Sales tools & resources setup · Prospecting · Account plan · Customer needs identification · Selling · Negotiation · Sales center services · ROI calculation · Win/lost analysis · Call-to-action plan · Benchmarking Producing our factory sales How do we do?
    • 10. Sales Center How do we do? Multilingual team Experience Technology Services HW-SW Consumables Cloud/SaaS Sales professionals Multimedia communication tools Systematic methodology
    • 11. Case 1: IT vendor Customer :  large IT vendor company Challenges:  Mature market  Channel partners are not willing to invest due to very low margins Lemon services :  Find a new sales model with better ROI than traditional sales  Successful proactive sales into channel customer database  Upselling and cros-selling sales services
    • 12. Case 2: software and services Nordics Spain Customer :  Open Source services company Challenges:  Partners very small companies with limited potential of growth  Stronger in just few countries Lemon services :  Business dev for building new partners network with higher skills profile  Partners research, recruitment and management  Expansion to Nordics and Spanish regions as first step
    • 13. Case 3: services Customer :  Southern Europe Marketing Services company Challenges:  Packed services not well known  Not presence in Central Europe Lemon services :  European expansion program definition  Recruitment of advertising agencies in German speaking countries  Personalized sales appointment  Virtual Sales Office setup in Germany
    • 14. Case 4: SaaS and consultancy Customer :  Local Engineering Consultancy firm Challenges:  Required expansion to Latin America region  Shrinking business due to construction crisis Lemon services :  Program definition to expand services to Latin American region  Online sales: design of new entry-level packed services to sell it through the web
    • 15. Case 5: internet start-up Professional Network eServices Social Network News Media Lemon services :  Business model and partners strategy definition  Increase traffic to the website and sales of new online services Customer :  Internet start up Challenges:  Business model not clear for social network  Lack of shortly revenue stream
    • 16. References
    • 17. Summary of your Benefits Have right ROI for your sales model Risk diversification and growth Adaptability and quick response to your needs
    • 18. Design a Plan?
    • 19. USA (650) 488 4284 Rest of world +34 93 757 14 25