Chris Jones   Founder & CEO      MobilisFounder & former CEO   Argent Networks
Sales, Sales, Sales!
Profile the Target                      Ownership                      Influences                         Internal, Exte...
Channels to Market Direct  Market Determined Indirect  Agents (multiple), Distributors, OEM Be paranoid until money is ...
Being Competitive Innovate, Build Relationships, Listen to the customer, Listen  to the Market, Modify Ask for the Order...
Chris Jones
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Chris Jones

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Chris Jones

  1. 1. Chris Jones Founder & CEO MobilisFounder & former CEO Argent Networks
  2. 2. Sales, Sales, Sales!
  3. 3. Profile the Target  Ownership  Influences Internal, External  Key Suppliers Recent Deals  Develop Relationships Multiple Levels  Procurement Process RFI, RFP, HQ vs Subsidiary  Competition Pricing, Finance  Get on the plane, face-to-face  Influence the Outcome  What’s the Budget?  Who has the Cheque Book?
  4. 4. Channels to Market Direct Market Determined Indirect Agents (multiple), Distributors, OEM Be paranoid until money is in the bank
  5. 5. Being Competitive Innovate, Build Relationships, Listen to the customer, Listen to the Market, Modify Ask for the Order, Get the Order There’s no prize for being second

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