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Executing a Winning Sales Strategy, by Sean Chatterjee

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Sales Breakout Session from Acumatica Partner Summit 2015

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Executing a Winning Sales Strategy, by Sean Chatterjee

  1. 1. Executing a winning Sales Strategy Sean Chatterjee VP Partner Sales Better Faster Stronger Version 5.0
  2. 2. What is this session about?
  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 Great underlying technology We loved your demo! Your Sales Process and overall understanding of our business
  5. 5. And the reasons you told us why we won..
  6. 6. But we sure had our share of losses too
  7. 7. Common Sales Stages where we found some landmines to avoid • Discovery Stage • Demo Stage • Proposal Stage • Contracts & Negotiations
  8. 8. Discovery Stage • Do we know their existing Infrastructure set-up? – Their existing spend on Hardware and Operating System can help create ROI when recommending SAAS Soluton • Do we know all the decision makers and all the influencer?
  9. 9. Demo Stage Examples
  10. 10. Key Concepts 10 • Two Ordering Methods – Pickup (drive to site one)  Begin gathering data about drive up customers – Dispatch (order on account for delivery)  Delivery charge may apply  Third party trucking service • Other Concerns
  11. 11. Flow Diagram 11 Main Warehouse (pickup orders) • Customer drive up, places order • Payment accepted - Attempt to gather customer information 1.Customer phones in order Purchase order delivery Invoice and payment Dispatch (orders on account) 2.Schedule delivery 3.Deliver via 3rd party 4.Invoice - Include delivery charge Account Customer Drive Up Customer
  12. 12. Slide for when you need the full slide

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