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2 Tips on every sales
stage
- Learnings from our top wins & losses
Sean Chatterjee
VP Partner Sales
Roman Ozerskiy
Partner...
What is this session about?
• 2 Tips on key Sales Stages based on
– Observations of our top Partner wins
– Drilling into o...
2014 – A look-back at some of our
key wins
And the reasons you told us
why we won..
• Unlimited User Pricing
• We felt comfortable with the local Partner
• Great und...
2 Tips on each Sales stages..
• Qualification Stage
• Discovery Stage
• Demo Stage
• Proposal Stage
• Contracts & Negotiat...
Qualification – Tip # 1
• Budget Can be tricky, but nevertheless a VERY
important piece of information to gather.
 For so...
Qualification – Tip # 2
• Once qualified – set up next steps. Don’t jump
the gun.
– Make sure we understand their needs re...
Discovery – Tip # 1
- Do we understand the prospects current
infrastructure to understand the maintenance and
upgrade cost...
Discovery – Tip # 2
- Did we ever drill down into any of the background
experience of key decision makers and
influencers?...
Demo Stage - Tip # 1
- Do we have the right audience?
- Reschedule if NOT all the stake-holders are present
- Spend time w...
Demo Stage - Tip # 2
- Know your ‘win-themes’
- Always remind the audience of the 3-4 key pain
point and how elegantly we ...
Proposal Stage– Tip # 1
- LEAD with one recommended Deployment
method. If this is not quite clear, even after an
extensive...
Proposal Stage - Tip # 2
- Case Study and References – Prepare the
customer before-hand on the stage of your
existing prac...
Contracts & Negotiations – Tip
# 1
• Understand the personalities who will engage, so
you can assemble your own team. Know...
Contracts & Negotiations – Tip
# 2
• Use tools to illustrate your numbers, and adjust it
if needed.
– Implementation Calcu...
Implementation Calculator
Customization Requirements
Document
Partner Portal – Visit often!
2 Tips on Every Sales Stage: Learning from Our Top Wins and Losses, by Sean Chatterjee
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2 Tips on Every Sales Stage: Learning from Our Top Wins and Losses, by Sean Chatterjee

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Sean Chatterjee shares insights from our top wins and losses during the Sales track at Acumatica Partner Summit 2015 in Long Beach, CA.

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2 Tips on Every Sales Stage: Learning from Our Top Wins and Losses, by Sean Chatterjee

  1. 1. 2 Tips on every sales stage - Learnings from our top wins & losses Sean Chatterjee VP Partner Sales Roman Ozerskiy Partner Account Manager Better Faster Stronger Version 5.0
  2. 2. What is this session about? • 2 Tips on key Sales Stages based on – Observations of our top Partner wins – Drilling into our losses
  3. 3. 2014 – A look-back at some of our key wins
  4. 4. And the reasons you told us why we won.. • Unlimited User Pricing • We felt comfortable with the local Partner • Great underlying technology – super flexible! • We loved your demo! • Your Sales Process and overall understanding of our business
  5. 5. 2 Tips on each Sales stages.. • Qualification Stage • Discovery Stage • Demo Stage • Proposal Stage • Contracts & Negotiations
  6. 6. Qualification – Tip # 1 • Budget Can be tricky, but nevertheless a VERY important piece of information to gather.  For some prospects, specially first time ERP adopters, initial education is a must on what is out there, and at what price point.  Great question to ask would be, other products they are considering  Also, give a range of pricing when asked that question. Example, we start at about 30k total for smaller clients – but can be up to $120k for larger clients.
  7. 7. Qualification – Tip # 2 • Once qualified – set up next steps. Don’t jump the gun. – Make sure we understand their needs really well, before discussing our product features and benefits to the prospect. Schedule Discovery Meeting. – Set proper expectations on next steps with approximate timelines, and involvement from appropriate stake- holders – Don’t be afraid to say NO!
  8. 8. Discovery – Tip # 1 - Do we understand the prospects current infrastructure to understand the maintenance and upgrade costs looming ahead? - This tip will also position us to truly recommend the right deployment model as a true consultant - What is the customer’s perception of the Cloud? - Do they have adequate in-house IT coverage? - What has been the experience with existing ERP/ system?
  9. 9. Discovery – Tip # 2 - Did we ever drill down into any of the background experience of key decision makers and influencers? What was that experience like? What about Group Companies? - Use LinkedIn and other sources to check past experience - Group companies use disparate ERPs. What is their experience like? Any contacts I can talk to?
  10. 10. Demo Stage - Tip # 1 - Do we have the right audience? - Reschedule if NOT all the stake-holders are present - Spend time with Stakeholders to understand all ‘hot- button’ issues - Create early ‘Champions’ - Always better to cultivate more than one contact
  11. 11. Demo Stage - Tip # 2 - Know your ‘win-themes’ - Always remind the audience of the 3-4 key pain point and how elegantly we solve them - Differentiate early - If you are not the front-runner – first strive to become an equal, and then differentiate
  12. 12. Proposal Stage– Tip # 1 - LEAD with one recommended Deployment method. If this is not quite clear, even after an extensive discovery, schedule a meeting to propose you recommendation and discuss it. - Example including doing an analysis of why a SAAS solutions better overall ROI including tremendous cost savings. - Always good to do a ‘gate-check’ on the numbers before sending them, to feel their pulse. - Proposal should also detail how we are solving the customers pain points, with as much illustrations as possible. This will remind all stake-holders, why they need to invest on the right solution.
  13. 13. Proposal Stage - Tip # 2 - Case Study and References – Prepare the customer before-hand on the stage of your existing practice and how many Acumatica customers you have. - For new Partners, we recommend using Acumatica Implementation Assist to overcome this common objection - Research on Acumatica customers with your PAM, and prepare ‘Customer Stories’ deck to incorporate into your presentation - If getting an exact match becomes difficult, it is better to have the discussion early with reasons why. - Let us build the fences around ‘references’. If WE don’t, our Prospect will.
  14. 14. Contracts & Negotiations – Tip # 1 • Understand the personalities who will engage, so you can assemble your own team. Knowledge of the ‘hot button’ issues always helpful. – Example, Kirk, the attorney will do legal review. John, the CFO will negotiate terms and pricing ( John cares more about 5 year outlay, rather than line items costs in year 1).
  15. 15. Contracts & Negotiations – Tip # 2 • Use tools to illustrate your numbers, and adjust it if needed. – Implementation Calculator – For customizations, use
  16. 16. Implementation Calculator
  17. 17. Customization Requirements Document
  18. 18. Partner Portal – Visit often!

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