Verizon is the top-rated provider of wireless services for small and mid-sized businesses according to J.D. Power and Associates. The document then summarizes the wireless market landscape for small office/home office (SOHO), small, mid-sized, and enterprise businesses. It introduces Brightstar's SMB services approach and specialists with 16+ years of B2B experience. Brightstar's portfolio includes tools and training for sales fundamentals like needs analysis, prospecting, activity management, and forecast and funnel management to build a successful SMB structure.

1. November 9, 2010
The Brightstar SMB Sales Playbook
Principles of structured sales techniques for success

2. Verizon is the Industry Leader
“Within the small/midsize business segment, Verizon Wireless ranks
highest and performs particularly well in two factors: performance and
reliability, and offerings and promotions.”
-J.D. Power and Associates
May 20, 2010
“Highest in customer satisfaction with Small/Midsize business wireless
service, three years in a row.”
-J.D. Power and Associates
March 2010

3. The Wireless Market Landscape
SOHO
1-4
Small
5-99
Mid
100-999
Enterprise
1000+ Govt.
Annual Wireless Spend $6 Billion $14 Billion $8 Billion $5 Billion $13 Billion
Total # of Companies 13.6 Million 2.95 Million 95,000 14,000 N/A
Total # of Workers 22 Million 48 Million 35 Million 16 Million 20 Million
Current Channels
Web
Store Front
Web
Store Front
VAR
VAR
SI
VAR
SI
VAR
SI

4. Our Brightstar SMB Services take a consultative
approach to delivering critical, successful SMB best
practices, sales techniques and tools. Our goal is to
create a partnership that will stand as the framework
for a solid SMB arm of their business.
Our Brightstar B2B specialists bring an average of
16+ years each in B2B sales, leadership,
operations and strategic experience.
Brightstar’s Approach & Experience

5. Retail versus B2B
• Customers visit store
• Primarily consumer
focused
• Shorter sales cycle
• Typically 1-5 lines sold
• Location is set up with
demo devices, graphics,
and brochures providing
information
• Businesses need to be
outbound prospected
• Business focused needs
• Longer sales cycle
• Potential for more
activations in a single sale
(5-99)
• Tools for SMB sales differ
• Communications needs
must be tailored to their
business
Retail B2B
Business sales need as much focus,
management, and commitment to be
successful as a retail operation

6. Needs Analysis
• Best practices
• Preparation
• Uncovering pain
points
• Value proposition
• Scenario/role plays
Strategic Planning
• B2B framework
• Headcount
• Leadership needs
• Quota/Comp
• B2B training
• Reporting
• Support
Prospecting
• Training/role plays
• Lead generation
• Prospecting scripts
• Prospecting goals
• Best practices
Activity
Management
• Performance
expectations
• Documentation
expectations
• Time management
• Territory & Customer
Management
StrategicPlanning
Prospecting
ActivityManagement
NeedsAnalysis
Forecast&Funnel
Management
Forecast & Funnel
Management
• Purpose
• Establishing expectations
• Defining methodology
• Opportunity management
• Leadership coaching
B2B Sales
Building a B2B Structure for Success

7.  Prospecting is one of the hardest
and most important parts of being a
sales person
 We provide ideas and action for
prospecting that enable an
individualized approach, generate
new leads and accelerate new
businesses opportunities
Prospecting & Lead Generation

8.  Weekly and monthly expectations for
the Sales Leader and Account
Managers
 Creates a set of clear goals and fosters
full accountability
 Outlines the actions of an Account
Manager and their Sales Leader
necessary to create consistent, long-
term success
Activity Management

9.  Focuses on the process of gathering key
information about the company, its
values, employees, goals and decision
making process.
 Template as a guide to conducting
thorough Needs Analysis
 Goes beyond wireless…delves into
business processes and how their
wireless provider adds to, or detracts
from, their short and long term goals
Needs Analysis Document

10.  Comprehensive overview of
forecast & funnel management
 Designed to enable sales and non-
sales team members, at all levels of
an organization, to view the new
business potential in a standard
format & understand opportunity
flow
Forecast & Funnel Management

11.  Cornerstone of any successful SMB sales management program.
 Defined rules and structure for managing opportunities
 Provides sales team and management with a basic view of opportunities (by sales representative)
 Allows sales leaders to have a snapshot view of the overall sales outlook and more detailed views, if desired
Sales Opportunity Manager

12. The Brightstar SMB Services Portfolio
A
customized
SMB program
based upon
dealer needs
Foundation
Tools & Training for
Success
Support
Strategic Planning
Activity
Management
Opportunity
Management
Virtual Inventory
Needs Analysis
Prospecting
On-Going Support &
OEM Relationships
SMB Bundles
Funnel & Forecast
Management
Business Proposal Writing

13. SMB Success Creates Opportunities
SMB is the key to other carrier opportunities that are currently
closed to the Dealer Channel
National
(Branch and Subsidiary)
Government
(Rural locations)
Mid-Market Employee Liable
Small-to-Medium Business
Typical Segmentation

14. The Brightstar SMB Leadership Training Portfolio
A
customized
SMB program
based upon
dealer needs
Inspection
Tools for Effective
Management
Action
Effective 1 on 1’s
Performance
Management
Succession
Development
Effective Team Meetings
Quota/Comp Development
Team Dynamics
Activity Management
Sales Coaching
Funnel & Forecast
Management
Hiring & Recruiting

15. Thank you