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

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

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