This document outlines a "Smart Selling" program to improve a vendor's sales capabilities. It discusses challenges faced by vendors and their channel partners, such as having customer needs that vary by market. The program aims to position the vendor as a proactive sales generator and equip sales teams to identify customer needs. It provides an overview of the program workflow and elements like a "Smart Selling Box" tool. Available resources from Lemon are listed to support areas like sales intelligence discovery, toolbox design, and sales generation. Finally, references and next steps are presented.

1. ‘Smart Selling’
Services
Executive
Summary

2. Strategy Implementation Consolidation Timelines
Some Typical Vendor Challenges
1. Related to vendor issues:
- Value proposition based on pricing and features
- Customer needs are different for different markets and/or products
- Customer profiling not based in purchase motion
- Lead generation activities driven by vendor activities
- Customer information comes from different and disconnected sources
- Services sales cycle is longer than product sales cycle
2. Related to vendor channel partners:
- Lack of accurate channel partners funnel
- Difficult to have same customer pitch everywhere
- Partners do not assign enough resources to cover vendor expectations
- Few partners are proactive for promoting low margin products
- Few partners are proactive to follow-up vendor generated leads
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3. Strategy Implementation Consolidation Timelines
‘Smart Selling’ Program
Objectives
1. Positioning vendor as a proactive sales generator
of deal opportunities.
2. Setup/develop/improve vendor/channel sales
capabilities by equipping vendor and partner
inbound and outbound sales teams with the right
selling argumentation and tools to help them to
identify customer needs instead of
discovering what they could buy.
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4. Implementation Consolidation Timelines
Program Overview
Lemon resources
Sales
Develop, test and adjust key selling points.
Intelligence
Discovery
Sales Toolbox Build the right sales tools to deliver
Design the right quotation to the right
customer on time
Get the right information Database
or Lemon resources
Vendor or partner
to detect opportunities Profiling
Ensure sales resources are focused Sales
on the right sales opportunities Generation
at the right time.
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5. Implementation Consolidation Timelines
Program Workflow
 Stage 1 (Lemon): Sales Intelligence Discovery
Data needed to  Stage 2 (Lemon): Sales Toolbox Design
qualify leads  Stage 3 (vendor/partner/lemon): Database Profiling
Qualifies an
opportunity:  Stage 4 (vendor/partner/lemon): Sales Generation
Profiling Sales - Who
Fields Rules - What
- When Audit (goal, ratios)
Training
Profiling Smart Lead Opportunity Sales
Selling Box Qualification Follow up Results
Audit
Training
- Standard proposal
Database Sales - Business Case Sales - Customer objections
Toolbox generation tool Arguments - Sales arguments
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6. Implementation Consolidation Timelines
Elements of ‘Smart Selling’ Program
Vendor/partner
Vendor/
DB
‘Smart Selling Box’ partner
Term
Prospection and Sales funnel
conditions
Qualificación
Logo Sales Sales activities
CRM Promos
rules planning and ratios
End customers
Vendor /
Partner /
Lemon
Qualified Personalized
appointments quotation
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7. Implementation Consolidation Timelines
Empowering sales stages
Prospect Lead Qualified
Lead Opportunity
Order
Target task Customer
Contact Customer
needs Engagement Delivery
buying
motivation
# deals
# leads # leads
Criteria # contacts
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8. Implementation Consolidation Timelines
Available Lemon Resources
Sales
Specialists on sales argumentation
Intelligence
Discovery
Sales Toolbox Specialists on sales tools
Design
B2B database Database
searcher & profiler Profiling
Sales
multilanguage Sales Center Generation
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9. Consolidation Timelines
References using
Lemon sales methodology
 Quickpage program launch for SME.
 HP Designjet telesales using transactional and pay-per-use selling motions.
 Channel sales development for vertical markets.
 Opportunities identification for channel VARs.
 Sales opportunities generation for new licences and customer upgrades.
 Sales funnel generation for CEM solutions into large accounts .
 Sales generation Workstations program for direct Dell and channel partners.
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10. Timelines
Next Steps
Meeting with vendor/partner management
to develop right proposal
Collect information of current vendor/partner
Mission Start
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