This document describes The Sales Generation Company and the services they provide. It introduces the company's sales professionals and their backgrounds. The Sales Generation Company uses a systematic methodology to help clients in various industries increase their sales through services like virtual sales offices, channel expansion, online lead generation, and customized sales plans. Case studies provide examples of how they have helped clients such as an IT vendor, software company, marketing services firm, SaaS/consulting company, and internet startup address their sales challenges and grow their business.

1. The Sales Generation Company
Lemon Sales Center – November 2010

2. Who are we
Our purpose
What can we do for you?
How do we do?
Examples

3. Laurent Glaenzer
Experience HP, Autodesk
Specialty: Cloud/SaaS, General IT,
Software
Geography: EMEA
Location: Paris, France
Thierry Ghenassia
Experience HP, 3Com, Startups
Specialty: Telecom, Network,
General IT
Geography: EMEA
Location: Paris, France
Hans Gerke
Experience Sun, Apple,
Specialty: Cloud/SaaS, General IT, Software
Geography: EMEA, Global
Location: Munich, Germany
Gaelle Hunt
Experience Apple, EFI, startups
Specialty: Software, General IT, Software
Geography: EMEA, Global
Location: Paris, France
Xavier Olivella
Experience HP, Autodesk, others
Specialty: Software, General IT, Services
Geography: EMEA
Location: Barcelona, Spain
Mode Baldeh
Experience others
Specialty: Software, IT Services
Geography: EMEA, WW
Location: Barcelona, Spain
Philippe Romascano
Experience HP - Verious entities
Specialty: Software, General IT
Geography: Middle-East, Africa, Eastern
Countries
Location: Switzerland
Roland Adoflsson
Experience Avaya, others
Specialty: Telecom, General IT, software
Geography: EMEA
Location: London, UK
Heather Margolis
Experience Dell,
Specialty: Cloud/SaaS, General IT, Social
Networking, Web
Geography: US
Location: Boston US
Eric Bessone
Experience Autodesk, others
Specialty: Software, Cloud/SaaS, General IT
Geography: EMEA
Location: Paris, France
Amar Kabli
Experience Orange, Autodesk
Specialty: Software, Cloud/SaaS, General IT
Geography: EMEA, North Africa
Location: France, Algeria
Our organization
David Pedraza
Experience HP, others
Specialty: Healthcare, IT, Services
Geography: South Europe
Location: Madrid, Spain
Ursula Thomas
Experience Gestetner, Xerox, others
Specialty: IT, Printing, Services
Geography: Spain
Location: Barcelona, Spain
Sales Center
Specialty: IT, B2B, Services
Geography: WW
Location: Barcelona, Spain
Jordi Sotorra
Experience Electric Engineer
Specialty: Project Mgmt
Geography: Spain
Location: Barcelona, Spain
250+ years
cumulated
experience in
Sales and Channel
Management
Denise Furet
Experience HP, others
Specialty: Retail
Geography: EMEA
Location: Bristol, UK
Rui Franco
Experience T-Systems, others
Specialty: Telco, Services
Geography: Portugal, Brasil, Africa
Location: Lisboa, Portugal

4. Large and Medium ITC
Companies
Small Companies
& Start ups
SaaS and
Cloud Computing Companies
Our target customers

5. We use multiple ways
to maximize
your SALES with
the RIGHT COST
Our purpose
Sales as a holistic view of your customers
Customer
Field
sales
Online
sales
Channels
Offshore
territories
Partners
Telesales
Social
networks

6. Sales Generation Services
How can we shortly help you?
Scheduling
qualified
customer meeting
Proactive
telesales
Tele Account Mgr
(TAM)
Unattended
2nd level of
customers
e-Selling

7. Sales Generation Services
How can we help you by mid term?
Virtual Sales
Office
Refine your
services portfolio
Refine your
Sales Plan
Training and
auditing
Online lead
demand
generation

8. Growing by channels expansion
How do we do?
Business
identification
Channel
framework
Recruiting Ramp-up Channel
management

9. Customer
identification
Sales
preparation
Opportunities
identification
Sales
execution
Follow-up
· Sales model
· Sales cycles
· Contact database
& segmentation
· Sales objectives
· Customer pitch &
competitive value
proposition
· Selling script
·Sales tools &
resources setup
· Prospecting
· Account plan
· Customer needs
identification
· Selling
· Negotiation
· Sales center
services
· ROI calculation
· Win/lost analysis
· Call-to-action plan
· Benchmarking
Producing our factory sales
How do we do?

10. Sales Center
How do we do?
Multilingual
team Experience
Technology
Services
HW-SW
Consumables
Cloud/SaaS
Sales
professionals
Multimedia
communication
tools
Systematic
methodology

11. Case 1: IT vendor
Customer :
 large IT vendor company
Challenges:
 Mature market
 Channel partners are not willing to
invest due to very low margins
Lemon services :
 Find a new sales model with better ROI
than traditional sales
 Successful proactive sales into channel
customer database
 Upselling and cros-selling sales services

12. Case 2: software and services
Nordics Spain
Customer :
 Open Source services company
Challenges:
 Partners very small companies with
limited potential of growth
 Stronger in just few countries
Lemon services :
 Business dev for building new partners
network with higher skills profile
 Partners research, recruitment and
management
 Expansion to Nordics and Spanish
regions as first step

13. Case 3: services
Customer :
 Southern Europe Marketing Services company
Challenges:
 Packed services not well known
 Not presence in Central Europe
Lemon services :
 European expansion program definition
 Recruitment of advertising agencies in
German speaking countries
 Personalized sales appointment
 Virtual Sales Office setup in Germany

14. Case 4: SaaS and consultancy
Customer :
 Local Engineering Consultancy firm
Challenges:
 Required expansion to Latin America region
 Shrinking business due to construction crisis
Lemon services :
 Program definition to expand services to
Latin American region
 Online sales: design of new entry-level
packed services to sell it through the web

15. Case 5: internet start-up
Professional
Network
eServices
Social
Network
News
Media
Lemon services :
 Business model and partners strategy
definition
 Increase traffic to the website and sales
of new online services
Customer :
 Internet start up
Challenges:
 Business model not clear for social network
 Lack of shortly revenue stream

16. References

17. Summary of your Benefits
Have right ROI
for your sales model
Risk diversification
and growth
Adaptability and quick
response to your needs

18. Design a Plan?

19. info@lemon-sales.com
USA (650) 488 4284
Rest of world +34 93 757 14 25