This document discusses competencies for selling cloud-based unified communications and collaboration (UCC) solutions. It outlines organizational, managerial, and sales competencies including being customer-focused, sales-supportive, and sufficiently trained. It emphasizes the need to establish credibility with prospects and position cloud solutions as enhancing business outcomes. The document recommends homework on individual roles, companies, industries and focusing on problems, budgets, needs, competition, and timing for potential sales.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Transforming Production for the 21st Century
Date: Wednesday September 23
Time: 13:00 – 14:00 AEST
Presenter: Christopher Sewell
Description: The explosion of digital channels has completely changed the landscape of advertising communications. But while the language around multi-channel content creation has evolved the old approaches to production management and creation has not necessarily kept up. Find out how to transform your approach to marketing production spend without being blindsided by vested interests.
Selling Solutions Using a Compelling Value PropositionCompTIA
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIA’s webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
Generating high quality leads is the first challenge for B2B marketers
When you implement Inbound Marketing for your company you will typically see increase in lead generation
Inbound Marketing is such an effective and powerful strategy for your business
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Transforming Production for the 21st Century
Date: Wednesday September 23
Time: 13:00 – 14:00 AEST
Presenter: Christopher Sewell
Description: The explosion of digital channels has completely changed the landscape of advertising communications. But while the language around multi-channel content creation has evolved the old approaches to production management and creation has not necessarily kept up. Find out how to transform your approach to marketing production spend without being blindsided by vested interests.
Selling Solutions Using a Compelling Value PropositionCompTIA
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIA’s webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
Generating high quality leads is the first challenge for B2B marketers
When you implement Inbound Marketing for your company you will typically see increase in lead generation
Inbound Marketing is such an effective and powerful strategy for your business
Developing Relationship with Channel Partners Rebecca Sanders
Strategic channel partnerships provide scale to an organizations sales efforts. Developing these partnerships is both an art and a science and requires on-going planning, measurements and alignment to adjust to market dynamics. The Association of Strategic Alliance Professionals, "ASAP" invited me to speak at the Silicon Valley Chapter meeting on channel partner development. I hope you enjoy the presentation. Rebecca Sanders
Barbara Canning Brown set the tone and direction for customer marketing and it was a big shift from the program driven approach currently in place. She brought in Charles de Gruchy to support an analytics strategy more consistent with market. Her approach was simple -- identify and manage customer value and segment and customize consistent with investment return. And, it worked!
Retriever CRM - Launch your own customer universe - Nov 2020Krister Stenhammar
Tips when embarking on the CRM journey and the most important things to keep in mind. There will be challenges and it's important to make the organization see WHY this is important. #together
7 ways Marketing Operations is your company's best bet to...
Ensure that success can be measured and replicated
Leverage systems and processes to enable consistently excellent performance
Run its marketing department more like a business.
Read more: https://ClearAction.com
Using Goals, Goal Metrics and Rollup Queries in Microsoft Dynamics CRM 2011C5 Insight
The Dynamics CRM 2011 Goals feature makes it easy to set business Goals, assign Goals to individual teams or employees, and track and measure results against your targets. This presentation will show you how to create, assign, track and measure Goals in Dynamics CRM 2011 and Online.
The Strategic Account Plan is designed to help the account management team effectively prepare and stay focused on the customer’s business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.
Developing Relationship with Channel Partners Rebecca Sanders
Strategic channel partnerships provide scale to an organizations sales efforts. Developing these partnerships is both an art and a science and requires on-going planning, measurements and alignment to adjust to market dynamics. The Association of Strategic Alliance Professionals, "ASAP" invited me to speak at the Silicon Valley Chapter meeting on channel partner development. I hope you enjoy the presentation. Rebecca Sanders
Barbara Canning Brown set the tone and direction for customer marketing and it was a big shift from the program driven approach currently in place. She brought in Charles de Gruchy to support an analytics strategy more consistent with market. Her approach was simple -- identify and manage customer value and segment and customize consistent with investment return. And, it worked!
Retriever CRM - Launch your own customer universe - Nov 2020Krister Stenhammar
Tips when embarking on the CRM journey and the most important things to keep in mind. There will be challenges and it's important to make the organization see WHY this is important. #together
7 ways Marketing Operations is your company's best bet to...
Ensure that success can be measured and replicated
Leverage systems and processes to enable consistently excellent performance
Run its marketing department more like a business.
Read more: https://ClearAction.com
Using Goals, Goal Metrics and Rollup Queries in Microsoft Dynamics CRM 2011C5 Insight
The Dynamics CRM 2011 Goals feature makes it easy to set business Goals, assign Goals to individual teams or employees, and track and measure results against your targets. This presentation will show you how to create, assign, track and measure Goals in Dynamics CRM 2011 and Online.
The Strategic Account Plan is designed to help the account management team effectively prepare and stay focused on the customer’s business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.
Marketing Operations: MObilizing Marketing For A Web 2.0 WorldClearAction
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Presentation deck from a March 22nd, 2012 webinar in which Fifth Third Bank shared their story of how they worked with Forum to implement a customer focused sales strategy.
Sales transformation for the digital age - SydneyMarty Nicholas
Unprecedented changes in B2B buying dynamics are rendering legacy sales models increasingly less effective. With a digitally-empowered buyer firmly in control of the sales process, a new approach must emerge which is more customer-centric, more integrated with other functions and more technologically-enabled in order to secure sustainable growth.
How to Implement Integrated (pURL) CampaignsCustomXM
Presentation from the 2013 NPOA Spring Conference in New Orleans. Demonstrating how and why print service providers should consider implementing integrated campaigns as part of their service offerings
Jobstreet Talent Wars II - Riding The Recovery WaveKenny Ong
Jobstreet HR Networking Event
KL, 22nd July 2010
Jobstreet Talent Wars II - Riding The Recovery Wave
1. Post-recession and the staff retention implications
2. Talent Wars in the New Economy
3. Aligning Staff Retention strategies with your company’s Business Model
4. Optimizing Compensation & Benefits to match Staff retention Strategies
5. Developing a Talent Management system
6. Retaining ‘Swing’ employees and non-conventional strategies to Staff Retention
7. Motivating & Engaging Employees vs. Retention
8. Addressing the Talent Scarcity problems
In this session Henry Bruce, President at The Rock Annand Group, will provide some framework for getting started with lead nurturing and lead scoring. He will also share tips and suggestions for improving conversion rates from leads to opportunities to closed deals.
Realizing the true potential of connectivity remains a formidable challenge for marketers. Fragmented technologies lead to data silos and workflow inefficiency. Delivering relevant and timely messages across multiple channels is, in most cases, still a pipedream. Is there hope? How does a company with a distributed marketing environment overcome the inherent challenges of compliance and localization? How does it maximize value?
Join us for a presentation with Principal Analyst Ian Michiels, as we explore how Top Performing organizations successfully address the challenges of connectivity.
• Learn how Top Performers prioritize investments in marketing technology integration.
• Recommendations to align corporate marketing and filed marketing for more relevant marketing communications.
• Find out how Top Performers identify the cost of disconnected marketing technologies and back-office operations and justify investments to fix these issues.
Similar to Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers (20)
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
zkStudyClub - Reef: Fast Succinct Non-Interactive Zero-Knowledge Regex ProofsAlex Pruden
This paper presents Reef, a system for generating publicly verifiable succinct non-interactive zero-knowledge proofs that a committed document matches or does not match a regular expression. We describe applications such as proving the strength of passwords, the provenance of email despite redactions, the validity of oblivious DNS queries, and the existence of mutations in DNA. Reef supports the Perl Compatible Regular Expression syntax, including wildcards, alternation, ranges, capture groups, Kleene star, negations, and lookarounds. Reef introduces a new type of automata, Skipping Alternating Finite Automata (SAFA), that skips irrelevant parts of a document when producing proofs without undermining soundness, and instantiates SAFA with a lookup argument. Our experimental evaluation confirms that Reef can generate proofs for documents with 32M characters; the proofs are small and cheap to verify (under a second).
Paper: https://eprint.iacr.org/2023/1886
Enchancing adoption of Open Source Libraries. A case study on Albumentations.AIVladimir Iglovikov, Ph.D.
Presented by Vladimir Iglovikov:
- https://www.linkedin.com/in/iglovikov/
- https://x.com/viglovikov
- https://www.instagram.com/ternaus/
This presentation delves into the journey of Albumentations.ai, a highly successful open-source library for data augmentation.
Created out of a necessity for superior performance in Kaggle competitions, Albumentations has grown to become a widely used tool among data scientists and machine learning practitioners.
This case study covers various aspects, including:
People: The contributors and community that have supported Albumentations.
Metrics: The success indicators such as downloads, daily active users, GitHub stars, and financial contributions.
Challenges: The hurdles in monetizing open-source projects and measuring user engagement.
Development Practices: Best practices for creating, maintaining, and scaling open-source libraries, including code hygiene, CI/CD, and fast iteration.
Community Building: Strategies for making adoption easy, iterating quickly, and fostering a vibrant, engaged community.
Marketing: Both online and offline marketing tactics, focusing on real, impactful interactions and collaborations.
Mental Health: Maintaining balance and not feeling pressured by user demands.
Key insights include the importance of automation, making the adoption process seamless, and leveraging offline interactions for marketing. The presentation also emphasizes the need for continuous small improvements and building a friendly, inclusive community that contributes to the project's growth.
Vladimir Iglovikov brings his extensive experience as a Kaggle Grandmaster, ex-Staff ML Engineer at Lyft, sharing valuable lessons and practical advice for anyone looking to enhance the adoption of their open-source projects.
Explore more about Albumentations and join the community at:
GitHub: https://github.com/albumentations-team/albumentations
Website: https://albumentations.ai/
LinkedIn: https://www.linkedin.com/company/100504475
Twitter: https://x.com/albumentations
Alt. GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using ...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
GridMate - End to end testing is a critical piece to ensure quality and avoid...ThomasParaiso2
End to end testing is a critical piece to ensure quality and avoid regressions. In this session, we share our journey building an E2E testing pipeline for GridMate components (LWC and Aura) using Cypress, JSForce, FakerJS…
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Unlocking Productivity: Leveraging the Potential of Copilot in Microsoft 365, a presentation by Christoforos Vlachos, Senior Solutions Manager – Modern Workplace, Uni Systems
Pushing the limits of ePRTC: 100ns holdover for 100 daysAdtran
At WSTS 2024, Alon Stern explored the topic of parametric holdover and explained how recent research findings can be implemented in real-world PNT networks to achieve 100 nanoseconds of accuracy for up to 100 days.
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Why You Should Replace Windows 11 with Nitrux Linux 3.5.0 for enhanced perfor...SOFTTECHHUB
The choice of an operating system plays a pivotal role in shaping our computing experience. For decades, Microsoft's Windows has dominated the market, offering a familiar and widely adopted platform for personal and professional use. However, as technological advancements continue to push the boundaries of innovation, alternative operating systems have emerged, challenging the status quo and offering users a fresh perspective on computing.
One such alternative that has garnered significant attention and acclaim is Nitrux Linux 3.5.0, a sleek, powerful, and user-friendly Linux distribution that promises to redefine the way we interact with our devices. With its focus on performance, security, and customization, Nitrux Linux presents a compelling case for those seeking to break free from the constraints of proprietary software and embrace the freedom and flexibility of open-source computing.
Communications Mining Series - Zero to Hero - Session 1DianaGray10
This session provides introduction to UiPath Communication Mining, importance and platform overview. You will acquire a good understand of the phases in Communication Mining as we go over the platform with you. Topics covered:
• Communication Mining Overview
• Why is it important?
• How can it help today’s business and the benefits
• Phases in Communication Mining
• Demo on Platform overview
• Q/A
UiPath Test Automation using UiPath Test Suite series, part 6DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 6. In this session, we will cover Test Automation with generative AI and Open AI.
UiPath Test Automation with generative AI and Open AI webinar offers an in-depth exploration of leveraging cutting-edge technologies for test automation within the UiPath platform. Attendees will delve into the integration of generative AI, a test automation solution, with Open AI advanced natural language processing capabilities.
Throughout the session, participants will discover how this synergy empowers testers to automate repetitive tasks, enhance testing accuracy, and expedite the software testing life cycle. Topics covered include the seamless integration process, practical use cases, and the benefits of harnessing AI-driven automation for UiPath testing initiatives. By attending this webinar, testers, and automation professionals can gain valuable insights into harnessing the power of AI to optimize their test automation workflows within the UiPath ecosystem, ultimately driving efficiency and quality in software development processes.
What will you get from this session?
1. Insights into integrating generative AI.
2. Understanding how this integration enhances test automation within the UiPath platform
3. Practical demonstrations
4. Exploration of real-world use cases illustrating the benefits of AI-driven test automation for UiPath
Topics covered:
What is generative AI
Test Automation with generative AI and Open AI.
UiPath integration with generative AI
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Goodbye Windows 11: Make Way for Nitrux Linux 3.5.0!SOFTTECHHUB
As the digital landscape continually evolves, operating systems play a critical role in shaping user experiences and productivity. The launch of Nitrux Linux 3.5.0 marks a significant milestone, offering a robust alternative to traditional systems such as Windows 11. This article delves into the essence of Nitrux Linux 3.5.0, exploring its unique features, advantages, and how it stands as a compelling choice for both casual users and tech enthusiasts.
Goodbye Windows 11: Make Way for Nitrux Linux 3.5.0!
Channel Partner Preparedness: Intro to Selling Cloud based Unified Com & Collab Solutions _ Required Competencies for Sellers
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. 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. 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//
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. Michael P. Monroe | HEMA All RIGHTS Reserved
Who am I ?Who am I ?
Individual or Organizational ReviewIndividual or Organizational Review
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. 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. 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. 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. 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. 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. Michael P. Monroe | HEMA All RIGHTS Reserved
Sales Competencies ...Sales Competencies ...
Customer Focused using Active ListeningCustomer Focused using Active Listening
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. 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. 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. 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. 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. 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. 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
Editor's Notes
This is a strategic inflection point – EVERYTHING must change now!
Recognize we are at a “strategic inflection point”; you must now adapt your approach, methodology, skills and practices or die.
Cloud based, UCC solutions/services will not go away – they will have some openness by virtue of the underlying technologies used, differentiation may well be the single biggest challenge – resulting in price points (profits) that are almost always in decline immediately after introduction and competitors will emerge from every corner of the Earth – including inside the account.
The customer will arm themselves with data from every available source, factual or inaccurate and some of the buying decision will be made before you arrive.
This will be the new norm, inescapable truths … you will have to deal with this whether you like it or not. Economics will rule the day if you cannot sell to the business challenge.
Be able, credible and flexible in communicating the business value of the solution/service you are proposing. This can only be done when you understand the customer, spend 75% of your time on this; be conversant on what their business does, the challenges they face, and the myriad of influencers/stakeholders that will be affected by a change in the status quo. You must know this COLD and be able to communicate it to everyone in both companies if need be.
Focus on solving a significant business problem – one that will bring a positive impact to their business. Be sure the client agrees unequivocally. Only then can you begin to create a unique, UCC solution tailored to their business problem. Then remain attentive and willing to change or modify as necessary – up to and thru the implementation.