IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)


Published on SUMMARY SLIDES: How’s your IT sales process been doing? Learn how the IT sales process for Fortune 1000 prospects compares to small business prospects. Copyright (C) SP Home Run Inc.

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IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)

  1. 1. IT Sales ProcessSatire Video PokesFun at Fortune 1000 IT Procurement Courtesy of the Small Business Computer Consulting Blog Source: iStockphoto
  2. 2. Sponsored by How Much Control Do You Have Over the IT Sales Process
  3. 3. Sponsored by That you Face with Prospective Clients?
  4. 4. Sponsored by
  5. 5. Sponsored by Selling to SMB Market vs. Fortune 1000 Market
  6. 6. Sponsored by Small Technology Providers Should Instead Focus on the SMB Market
  7. 7. Sponsored by Where there’s a Much Simpler and Faster IT Sales Process
  8. 8. Sponsored by Introducing Jennifer in the Supply Chain Department
  9. 9. Sponsored by The Mission of Jennifer’s Department is
  10. 10. Sponsored by “To Optimize the Value we Receive for the Money that we Redirect to our Suppliers”
  11. 11. Sponsored by The Scenario:
  12. 12. Sponsored by You Have a Client Commitment to Bring a System Online by the End of the Month
  13. 13. Sponsored by Otherwise You Will be Faced with Missed Service Level Agreement Penalties
  14. 14. Sponsored by It’s a New Supplier that We Do Not Have any Experience With
  15. 15. Sponsored by The Capital Approval You Have Received is Not Sufficient
  16. 16. Sponsored by The Supplier Has to Have His Order by Tomorrow
  17. 17. Sponsored by The Supplier has Warned you that the Software is in Short Supply,
  18. 18. Sponsored by And that There is a Pending Price Increase
  19. 19. Sponsored by The Supplier Also Knows that He is the Supplier of Choice
  20. 20. Sponsored by Meet Phil, the Opportunistic Sales Rep from the Software Vendor
  21. 21. Sponsored by In the Next Scene Phil’s Company is Far from Meeting its Quota
  22. 22. Sponsored by ITSalesSecrets.comSPHomeRun.comWhen Phil isAsked to Qualifythe Opportunity,He Grades theProspect a “Solid A”
  23. 23. Sponsored by Because “It Turns Out They Have a Client Commitment That They Put Off Till the Last Minute
  24. 24. Sponsored by Convinced the Business Owner That the Product Was in Short Supply
  25. 25. Sponsored by If He Did Not Get the Order to Us by Tomorrow, He’d be Facing a Missed Delivery Date
  26. 26. Sponsored by As Well as a Price Increase
  27. 27. Sponsored by Plan is to Charge Him Full List-price and Remind Him of our Supply Challenges
  28. 28. Sponsored by Phil Does Not Have the Deal In Hand Yet
  29. 29. Sponsored by Phil **Thinks** the IT Sales Process is Just About Complete,
  30. 30. Sponsored by But He Has Yet to Meet Jennifer, Who’s About to Stick a Pretty Big Pin in the Fictional
  31. 31. Sponsored by Software Scarcity and Invented Price Increase
  32. 32. Sponsored by The Bottom Line
  33. 33. Sponsored by Selling to SMB Owners is Different than Selling to Prospective Client Accounts
  34. 34. Sponsored by With Procurement Officers or “Supply Chain Departments”
  35. 35. Sponsored by The Political Environment and its Resulting IT Sales Process
  36. 36. Sponsored by Are Much Simpler in Smaller Organizations than Larger Accounts
  37. 37. Sponsored by What’s Your Favorite Part of the IT Sales Process?
  38. 38. Sponsored by And Does Your Company Target SMB Prospects or Fortune 1000 Prospects?
  39. 39. Sponsored by Please Share Your Thoughts in the COMMENTS Section
  40. 40. SPHomeRun.comRecommended Reading:Seven IT Sales Secrets Download this Free Special Report Now at ITSalesSecrets.comCopyright © SP Home Run Inc. All worldwide rights reserved.SP Home Run is a registered trademark of SP Home Run Inc.Source: iStockphoto