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Google Apps for Business Sales Workshop
- 1. Google Apps forBusiness Sales Workshop Sprint University — August 2014
- 2. ● Introductions ● GooglePlus ● Google Apps for Business review ● 3 Use cases ● Pick Top 3 Prospects ● Top objections and responses ● Why Sprint ● Wrap Up 02 Agenda Time - 2 hours
- 3. ● Share andmeet from anywhere ● Build communities and relationships ● Locate experts ● Connect with customers ● Social hub 01 Google +
- 4. 01 Google Apps forBusiness
- 5. ● Retail store ●Real estate company ● Car dealership 01 Use Cases
- 6. Business Challenge Marketing isworking on a new ad campaign and wants to build on a theme of previous campaigns. 01 Retail Store
- 7. Solution Create a GooglePresentation and insert videos as samples. 01 Retail Store
- 8. 1. First, everyoneopen this presentation: <URL> 2. Next, you create a new slide, and insert a video a. Click ‘Insert’ b. ‘Video’ c. You can now search for a YouTube video, or insert a video URL. d. Sample videos to try and insert: ■ https://www.youtube.com/watch?v=tR5u4ga3fmU ■ https://www.youtube.com/watch?v=GAsiWcU7RpA ■ https://www.youtube.com/watch?v=NIkw3SsvNJs 3. Resize the videos as needed 01 Retail Store Video Presentation Do it
- 9. 01 Real Estate Office BusinessChallenge The agents want to make it easy for others to find out their availability.
- 10. 01 Real Estate Office Solution Sharecalendar publicly to the cloud (Google data centers that can be accessed on any device)
- 11. 01 Real Estate OfficeCalendar Do it 1. Go to your Google Calendar calendar.google.com/a/sprint.com 2. Click the down arrow next to your calendar and select ‘Calendar settings’ 3. Next to ‘Calendar Address’ click on ‘HTML’. You can now copy and paste, or embed, this URL anywhere so your users can have access 4. Share your calendar in the Google Hangout chat box so others can see your public calendar 5. Here is a sample calendar: a. http://www.google.com/calendar/embed?src=jeff%40boostelearning. com&ctz=America/Los_Angeles Clients can now view the agent’s calendar to easily find an open meeting time.
- 12. 01 Car Dealership Business Challenge Ownerand sales team want to set target sales prices for each car to meet monthly goal
- 13. 01 Car Dealership Solution Create ashared spreadsheet. Each party will enter in a target sales price to meet monthly profit goal.
- 14. 01 Car Dealership -Shared Data Do it 1. All training participants should view the Spreadsheet at: <Sample here> 2. Currently, the ‘Goal sale price’ is the same as the ‘Cost’. We will need to set the goal sale price for each car to meet the monthly goal of $50,000. 3. Since there are 50 cars on the lot, and the goal for the month is $50,000 in sales, each car must sale for $1,000 of the cost. 4. Enter in goal sales prices (Column G) to be sure it the ‘Net/Loss’ exceeds the ‘Profit goal’ (Greater than $1,000) of the cost. 5. As values are entered in Column G, the the net/loss column will automatically calculate, and the ‘profit goal’ column will show the anticipated profit. It will also switch from red to black when profit exceeds $1,000 6. The chart will automatically update showing the anticipated sales against the goal of sales.
- 15. 01 Want to LearnMore? Visit Boost eLearning Google Apps Training http://gat.boostelearning. com/auth/sprint Or, follow these steps:
- 16. 01 The Sprint Difference CompleteSolution • One stop shop for all your business mobility needs • After deployment IT admin • Trusted Advisor Mobility Expertise • Over 40 Google Apps mobile training videos • Device Pre-configuration • America’s Newest Network: Sprint Spark™ Carefree Cloud Services and Support • End to end support throughout customer engagement process • Free consultation & expert deployment services • Certified Live agent support 58% Fortune 500 companies are using Google Apps 96% of execs cite lack of collaboration or ineffective communication for work-place failures
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- 18. Google confidential |Do not distribute The Most Common Objections to Google Apps “We don’t have time to switch” “I already have Microsoft Office” “Google Apps is missing a feature we need”“Is it secure?” “I only want Gmail” “We have too much legacy data” “Will we be able to use Office files?” “Switching will be difficult for users” “Does it work offline?” “We need to test Google Apps first before buying” “I don’t want to use a reseller”
- 19. Google confidential |Do not distribute Some common objections “We don’t have time to switch” “Switching will be difficult for users”
- 20. It is tooHard to Switch from Product X Your Talking Points Probe Understand the concern ● Why do you think this will be hard change for your users? ● Tell me about your adoption experiences with other solutions? Respond Ask if they or their users use Gmail or other Google tools today for personal use ● Google Apps is used by 100s of millions of users - each one proof that moving to Google Apps is valuable and easy! ● Moving to Google Apps has a singular advantage over other solutions: Most of your users are probably ALREADY using Google Apps. This makes their transition much easier. ● Google provides a lot of online training for your users, including a help center and how-to videos on YouTube. Google Enterprise also provides templates and best practice advice for the deployment team to manage this change. Do get them help ● Suggest a partner that specializes in training & change management from the Google Apps Marketplace. Key Actions ● Overcome resistance to change by assuring them that the value of the change far outweighs the transition. Next Steps ● Investigate 3rd party training (like Boost eLearning) ● Review the Change Management Guide for "Going Google." ● If Microsoft Outlook is the issue, as a last resort suggest the Google Apps Sync for Microsoft Outlook Sync tool
- 21. Google confidential |Do not distribute The Most Common Objections to Google Apps “I already have Microsoft Office” “Google Apps is missing a feature we need” “Will we be able to use Office files?”
- 22. We Won’t BeAble to Work with Office Files Your Talking Points Probe Understand their process ● Is there a specific use case you want to discuss? Tell me about that... Respond Describe how Drive can import and export Office files with high fidelity ● Apps works interchangeably with many common document formats including Microsoft Office. Even better, Google Apps enables you to edit Microsoft files across different devices. ● Google Apps continuously improves its fidelity for Office formats. In fact, Google Apps often renders Office documents better than Microsoft Office Web Apps. ● If you're concerned about fidelity across users and over time, moving off Office makes even more sense unless you're willing to standardize on a single version of Office. Do encourage them to ask “Why Office” ● Google Apps provides so many collaboration and organization benefits - you will probably start asking why your employees NEED access to Office. Key Actions ● Show how Apps can work with most Office files with high fidelity and add real time collaboration Next Steps ● Try opening your customers common files in Apps. Note: Finance spreadsheets often require Microsoft Excel. ● There are partners in the Google Apps Marketplace who analyze which file types and features are commonly used to help you identify true file fidelity issues.
- 23. What is theexisting/legacy environment? (For example, using Exchange 2007 with Drop Box and Office 365, etc.) Why is this prospect interested in buying anything (e.g., what’s their pain)? Why is this prospect interested in buying now -- is there a compelling event? 01 Prospect Analysis Prospect and Industry Previous Contact with Prospect
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