Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Intro to Selling Cloud Based UCC Solutions:Intro to Selling Cloud Based UCC Solutions:
Channel Partner PreparednessChannel...
Michael P. Monroe | HEMA All RIGHTS Reserved
Advisor to Channels & Enterprises on:
 Unified Communications & Collaboratio...
Michael P. Monroe | HEMA All RIGHTS Reserved
AboutAbout
Portions of this presentation are adapted from the whitepapers:Por...
Michael P. Monroe | HEMA All RIGHTS Reserved
Michael P. Monroe | HEMA All RIGHTS Reserved
Who am I ?Who am I ?
 My Desires, Experience and RoleMy Desires, Experience ...
Michael P. Monroe | HEMA All RIGHTS Reserved
Who am I ?Who am I ?
 Individual or Organizational ReviewIndividual or Organ...
Michael P. Monroe | HEMA All RIGHTS Reserved
Our Customer Profile – Target (s)Our Customer Profile – Target (s)
 Installe...
Michael P. Monroe | HEMA All RIGHTS Reserved
How Things Have ChangedHow Things Have Changed
According to Gartner – “by 201...
Michael P. Monroe | HEMA All RIGHTS Reserved
The Survey says ... IDG Research*The Survey says ... IDG Research*
76
78
80
8...
Michael P. Monroe | HEMA All RIGHTS Reserved
Competencies that Instill Credibility with ProspectsCompetencies that Instill...
Michael P. Monroe | HEMA All RIGHTS Reserved
Where I Need to BeWhere I Need to Be
 Win Themes –Win Themes –
Internal & Ex...
Michael P. Monroe | HEMA All RIGHTS Reserved
Sales CompetenciesSales Competencies
SUPERBLY - trained,
compensated,
motivat...
Michael P. Monroe | HEMA All RIGHTS Reserved
Sales Competencies ...Sales Competencies ...
Customer Focused using Active Li...
Michael P. Monroe | HEMA All RIGHTS Reserved
Sales CompetenciesSales Competencies ......
“The New Physics of Selling” *“Th...
Michael P. Monroe | HEMA All RIGHTS Reserved
Sales Competencies –Sales Competencies –
Pre Sales Call HomeworkPre Sales Cal...
Michael P. Monroe | HEMA All RIGHTS Reserved
5 Critical Elements for a Potential Sale5 Critical Elements for a Potential S...
Michael P. Monroe | HEMA All RIGHTS Reserved
PositioningPositioning - Cloud UCC Solutions & Services- Cloud UCC Solutions ...
Michael P. Monroe | HEMA All RIGHTS Reserved
 Compels by itsCompels by its
alignment toalignment to
solving thesolving th...
Michael P. Monroe | HEMA All RIGHTS Reserved
Next StepsNext Steps
 FREE Confidential One Hour EvaluationFREE Confidential...
Michael P. Monroe | HEMA All RIGHTS Reserved
 Advisor to Channels & Enterprises on UCC
 Sales, Leadership & Teamwork
 E...
Upcoming SlideShare
Loading in …5
×

Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers

425 views

Published on

Published in: Technology
  • Be the first to comment

Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers

  1. 1. Intro to Selling Cloud Based UCC Solutions:Intro to Selling Cloud Based UCC Solutions: Channel Partner PreparednessChannel Partner Preparedness Focused on Sellers, Part 1Focused on Sellers, Part 1 CompetenciesCompetencies Presented by:Presented by: Michael P. Monroe, PrincipalMichael P. Monroe, Principal
  2. 2. Michael P. Monroe | HEMA All RIGHTS Reserved Advisor to Channels & Enterprises on:  Unified Communications & Collaboration (UCC) Solutions and Services  Customer Experience & Relationship Management  Sales, Leadership & Teamwork Evangelism & Thought Leadership on UCC:  Presentations, Seminars and Discussions on Cloud based solutions & services  The Business Impact of the “Internet of Things/Everything” and WebRTC  Executive Exchanges & One on One’s a 21st Century Management Consultancya 21st Century Management Consultancy with Over 20 Years of Experiencewith Over 20 Years of Experience
  3. 3. Michael P. Monroe | HEMA All RIGHTS Reserved AboutAbout Portions of this presentation are adapted from the whitepapers:Portions of this presentation are adapted from the whitepapers:  ““7 Steps to Selling a Cloud Based, Unified Com &7 Steps to Selling a Cloud Based, Unified Com & Collaboration (UCC) Solution/Service”Collaboration (UCC) Solution/Service”  ““Servicing (Selling) Cloud solutions to the C- Suite … akaServicing (Selling) Cloud solutions to the C- Suite … aka Who is (are) the Decision Maker(s) – these days?”Who is (are) the Decision Maker(s) – these days?”  Author: Michael P. MonroeAuthor: Michael P. Monroe http://mpmonroe1.wordpress.comhttp://mpmonroe1.wordpress.com//
  4. 4. Michael P. Monroe | HEMA All RIGHTS Reserved
  5. 5. Michael P. Monroe | HEMA All RIGHTS Reserved Who am I ?Who am I ?  My Desires, Experience and RoleMy Desires, Experience and Role  My Core Competencies areMy Core Competencies are  Examine – Strengths & WeaknessesExamine – Strengths & Weaknesses  Areas to Improve UponAreas to Improve Upon
  6. 6. Michael P. Monroe | HEMA All RIGHTS Reserved Who am I ?Who am I ?  Individual or Organizational ReviewIndividual or Organizational Review
  7. 7. Michael P. Monroe | HEMA All RIGHTS Reserved Our Customer Profile – Target (s)Our Customer Profile – Target (s)  Installed BaseInstalled Base  Competitive DisplacementCompetitive Displacement  Net NewNet New  GreenfieldGreenfield
  8. 8. Michael P. Monroe | HEMA All RIGHTS Reserved How Things Have ChangedHow Things Have Changed According to Gartner – “by 2017, the ChiefAccording to Gartner – “by 2017, the Chief Marketing Officer will spend more on I.T.Marketing Officer will spend more on I.T. than the CIO ...”than the CIO ...” An IDC prediction – “by 2017, 40% of allAn IDC prediction – “by 2017, 40% of all I.T. spending will be done by Line ofI.T. spending will be done by Line of Business executives...”Business executives...”
  9. 9. Michael P. Monroe | HEMA All RIGHTS Reserved The Survey says ... IDG Research*The Survey says ... IDG Research* 76 78 80 82 84 86 Ease of Use Flexible Integration w/ Existing Infrastructure Solution Scalability * Three of the top five most important qualities IT leaders consider as very or extremely important when evaluating UCC options are in perfect alignment with the cloud, according to a recent survey by IDG Research: reported in CIO, sponsored by Mitel
  10. 10. Michael P. Monroe | HEMA All RIGHTS Reserved Competencies that Instill Credibility with ProspectsCompetencies that Instill Credibility with Prospects Organizational Competency:Organizational Competency: • Customer Focused, Sales Supportive, Team Centric • Understands the Lifetime Value of the Customer • Sufficiently – trained, compensated, motivated Managerial Competency:Managerial Competency: • Leadership recognizes the value of Team • Enthusiastic – about TRIP™ (Train, Refine, Improve, Perform) • Chosen & Chooses from among the BEST Sales Competency:Sales Competency: • Customer Focused, Team & Organizationally dependant • Rewarded for Customer Retention & Satisfaction • SUPERBLY - trained, compensated, motivated
  11. 11. Michael P. Monroe | HEMA All RIGHTS Reserved Where I Need to BeWhere I Need to Be  Win Themes –Win Themes – Internal & ExternalInternal & External  EstablishingEstablishing Credibility withCredibility with Prospect’sProspect’s Rendering: UCSD Jacobs Engineering School
  12. 12. Michael P. Monroe | HEMA All RIGHTS Reserved Sales CompetenciesSales Competencies SUPERBLY - trained, compensated, motivated Rewarded for Customer Retention & Satisfaction Customer Focused, Organizationally dependant - Sales Exec - Able, Credible, Flexible Communicator
  13. 13. Michael P. Monroe | HEMA All RIGHTS Reserved Sales Competencies ...Sales Competencies ... Customer Focused using Active ListeningCustomer Focused using Active Listening
  14. 14. Michael P. Monroe | HEMA All RIGHTS Reserved Sales CompetenciesSales Competencies ...... “The New Physics of Selling” *“The New Physics of Selling” * Seller Decision Maker (s) Customer Stakeholders “Knowledge” Primary“Selling”Interaction WidespreadSupportBased New Route Old Route * Adapted from: “The Challenger Sale” M. Dixon & B. Adamson
  15. 15. Michael P. Monroe | HEMA All RIGHTS Reserved Sales Competencies –Sales Competencies – Pre Sales Call HomeworkPre Sales Call Homework Individual Role Company Industry Adapted from: “The Challenger Sale” M. Dixon & B. Adamson
  16. 16. Michael P. Monroe | HEMA All RIGHTS Reserved 5 Critical Elements for a Potential Sale5 Critical Elements for a Potential Sale PnP Budget Need Competition Timing
  17. 17. Michael P. Monroe | HEMA All RIGHTS Reserved PositioningPositioning - Cloud UCC Solutions & Services- Cloud UCC Solutions & Services Cloud is not only a technology – it’s anCloud is not only a technology – it’s an architecture; it’s about the Client’s ability to havearchitecture; it’s about the Client’s ability to have aa more favorable, business outcome andmore favorable, business outcome and experienceexperience – enhanced by the cloud based– enhanced by the cloud based solution.solution.
  18. 18. Michael P. Monroe | HEMA All RIGHTS Reserved  Compels by itsCompels by its alignment toalignment to solving thesolving the business problembusiness problem  Provides uniquelyProvides uniquely differentiateddifferentiated insightinsight  Elicits a reactionElicits a reaction to the status quoto the status quo Solutioning to the NeedSolutioning to the Need ......
  19. 19. Michael P. Monroe | HEMA All RIGHTS Reserved Next StepsNext Steps  FREE Confidential One Hour EvaluationFREE Confidential One Hour Evaluation of Your Salesof Your Sales Best PracticesBest Practices  Engage Us for Parts 2 - 5Engage Us for Parts 2 - 5:: Prospecting | Qualifying | Closing | Teaming | RetainingProspecting | Qualifying | Closing | Teaming | Retaining  Watch Your Sales TeamWatch Your Sales Team – build pipeline, improve forecast– build pipeline, improve forecast accuracy,accuracy, WINWIN more dealsmore deals  Create a Customer Experience focusedCreate a Customer Experience focused, Team orientated, Team orientated Organization – led by TRIP™ inspired ManagementOrganization – led by TRIP™ inspired Management
  20. 20. Michael P. Monroe | HEMA All RIGHTS Reserved  Advisor to Channels & Enterprises on UCC  Sales, Leadership & Teamwork  Evangelism & Thought Leadership on IoT/E and WebRTC Contact: Office: 949.226.5302 Email: mpmonroe1@cox.net Blog: http://mpmonroe1.wordpress.com Video: http://vimeo.com/mpmonroe/success2si... a 21st Century Management Consultancya 21st Century Management Consultancy with Over 20 Years of Experiencewith Over 20 Years of Experience

×