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Growing your business ‘Smart Selling’Program ExecutiveSummary xavier.olivella@lemon-sales.com
2  Some Typical Vendor Challenges 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   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
3 ‘Smart Selling’ Program Objectives Positioning vendor as a proactive sales generator of deal opportunities. 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.
4 Program Overview Sales Intelligence Discovery Develop, test and adjust key selling points. Lemon  resources Build the right sales tools to deliver the right quotation to the right customer on time Sales ToolboxDesign Get the right information to detect opportunities Database Profiling Vendor or partner resources Ensure sales resources are focused on the right sales opportunities at the right time. Sales  Generation
5 ‘Smart Selling’ Program Workflow ,[object Object]
 Stage 2 (Lemon): Sales Toolbox Design
 Stage 3 (vendor/partner): Database Profiling
 Stage 4 (vendor/partner): Sales GenerationData needed to qualify leads Qualifies an opportunity: - Who ,[object Object]

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Smart Selling Program

  • 1. Growing your business ‘Smart Selling’Program ExecutiveSummary xavier.olivella@lemon-sales.com
  • 2. 2 Some Typical Vendor Challenges 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 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
  • 3. 3 ‘Smart Selling’ Program Objectives Positioning vendor as a proactive sales generator of deal opportunities. 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.
  • 4. 4 Program Overview Sales Intelligence Discovery Develop, test and adjust key selling points. Lemon resources Build the right sales tools to deliver the right quotation to the right customer on time Sales ToolboxDesign Get the right information to detect opportunities Database Profiling Vendor or partner resources Ensure sales resources are focused on the right sales opportunities at the right time. Sales Generation
  • 5.
  • 6. Stage 2 (Lemon): Sales Toolbox Design
  • 7. Stage 3 (vendor/partner): Database Profiling
  • 8.
  • 9.
  • 10. Business Case generation tool
  • 12. Sales argumentsSales Toolbox Sales Arguments
  • 13.
  • 14. Designjet telesales program by transactional and pay-per-use selling motions.
  • 15. Channel recruitment for vertical markets.
  • 16. Identification of sales opportunities for channel partners.
  • 17. Sales opportunities generation for customer licencing & ugrades.
  • 18. New funnel development of CEM solutions for large and corporate accounts.
  • 19.