This presentation was given to Senior Managers and Business Development Managers. The main focus was to provide some insight on ways to sell in a tough economy.

1. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 1 Selling in a Tough Economy Mike Stankowitsch North American Sales Manager February 2, 2010

3. Approximately 60% of sales people will have less than stellar results

4. About 15% will over achieveCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 2 Sales Statistics

5. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 3 Control what you can control and don’t worry about the things you can’t. We can’t control the fact that…… we will be involved in more aggressive sales cycles deal with more hostile purchasing agents Your competitors will be coming after your accounts with a vengeance Need for a proper attitude

6. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 4 Successful sales people will have built the “Trusted Advisor” relationship with their customer. They will trust you and your company. Customers will be more likely to buy if they feel that you won’t let them fail All solutions will need to save your customer money first; Second is to help them increase revenues. Trusted advisor

7. Buying cycles – What are we seeing? Customers will take longer to purchase and make a decision to buy Adjust your sales cycles accordingly and adjust your sales strategy Customers will need help in order to help justify their purchase In tough times customers are looking for payback in a shorter time frame Purchases need to be budgeted and reaffirmed several times You may be asked for longer payment terms – customer may ask to go from Net 30 to Net 90 Is financing an option? This should be a consideration for larger purchases in order to stretch out the customers purchase Be prepared for them to ask for more from you for less Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 5

8. How to win Do your homework: Research your customer What is their market share? Who are their competitors? Know their organizational chart Financial statements if they are public Press releases Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 6

9. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 7 How to compete In tough times your competitors will fail their customers in some way – exploit their vulnerabilities. Determine what competitors are failing and go after their customers aggressively Increase your sales activities by 25% More opportunities are needed to offset the longer sales cycles Sales is no longer 9 – 5 Develop aggressive and creative proposals; Sometimes there will be a need to create a compelling event. If you are giving them a pricing concession don’t be afraid to ask for something in return i.e. Case study, customer reference etc.

10. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 8 How to compete cont’d. Contact your current customers on a regular basis, even if they're not buying but be respectful of their time. Focus on the top 20% of your customers that give you 80% of your revenues – Never lose a top customer Ask your customer why they decided to buy – feature, functionality etc. Ask to be introduced to other areas within their company If you have multiple products can you up sell them to other offerings – Do you know what they already own (Heat Map) Customers that have let their support and maintenance lapse could be an upgrade opportunity If you have had a recent acquisition view their customers as a new target opportunity

11. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 9 Tools to help you Hoovers – generate targeted lists; target your customers competitors Trade publications - Good place to find cold call prospects RSS feeds for press releases Twitter – follow experts in your space TweetDeck – Can be used for prospecting CRM – your customer database can help you navigate within an organization.

12. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 10 Questions?