The Sales Generation Company
Lemon Sales Center – November 2010
Who are we
Our purpose
What can we do for you?
How do we do?
Examples
Laurent Glaenzer
Experience HP, Autodesk
Specialty: Cloud/SaaS, General IT,
Software
Geography: EMEA
Location: Paris, Fran...
Large and Medium ITC
Companies
Small Companies
& Start ups
SaaS and
Cloud Computing Companies
Our target customers
We use multiple ways
to maximize
your SALES with
the RIGHT COST
Our purpose
Sales as a holistic view of your customers
Cus...
Sales Generation Services
How can we shortly help you?
Scheduling
qualified
customer meeting
Proactive
telesales
Tele Acco...
Sales Generation Services
How can we help you by mid term?
Virtual Sales
Office
Refine your
services portfolio
Refine your...
Growing by channels expansion
How do we do?
Business
identification
Channel
framework
Recruiting Ramp-up Channel
management
Customer
identification
Sales
preparation
Opportunities
identification
Sales
execution
Follow-up
· Sales model
· Sales cyc...
Sales Center
How do we do?
Multilingual
team Experience
Technology
Services
HW-SW
Consumables
Cloud/SaaS
Sales
professiona...
Case 1: IT vendor
Customer :
 large IT vendor company
Challenges:
 Mature market
 Channel partners are not willing to
i...
Case 2: software and services
Nordics Spain
Customer :
 Open Source services company
Challenges:
 Partners very small co...
Case 3: services
Customer :
 Southern Europe Marketing Services company
Challenges:
 Packed services not well known
 No...
Case 4: SaaS and consultancy
Customer :
 Local Engineering Consultancy firm
Challenges:
 Required expansion to Latin Ame...
Case 5: internet start-up
Professional
Network
eServices
Social
Network
News
Media
Lemon services :
 Business model and p...
References
Summary of your Benefits
Have right ROI
for your sales model
Risk diversification
and growth
Adaptability and quick
respon...
Design a Plan?
info@lemon-sales.com
USA (650) 488 4284
Rest of world +34 93 757 14 25
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Lemon Sales Services

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  • Why this presentation?
  • Hightlight the Added Value of our offering. How to…
  • To achieve these goals, we propouse a 5 steps approach. Each step could be perform independly, and the sum of all, allow us to join and become part of these communities that we have identified as target for our business proposals.
  • Hightlight the Added Value of our offering. How to…
  • Lemon Sales Services

    1. 1. The Sales Generation Company Lemon Sales Center – November 2010
    2. 2. Who are we Our purpose What can we do for you? How do we do? Examples
    3. 3. Laurent Glaenzer Experience HP, Autodesk Specialty: Cloud/SaaS, General IT, Software Geography: EMEA Location: Paris, France Thierry Ghenassia Experience HP, 3Com, Startups Specialty: Telecom, Network, General IT Geography: EMEA Location: Paris, France Hans Gerke Experience Sun, Apple, Specialty: Cloud/SaaS, General IT, Software Geography: EMEA, Global Location: Munich, Germany Gaelle Hunt Experience Apple, EFI, startups Specialty: Software, General IT, Software Geography: EMEA, Global Location: Paris, France Xavier Olivella Experience HP, Autodesk, others Specialty: Software, General IT, Services Geography: EMEA Location: Barcelona, Spain Mode Baldeh Experience others Specialty: Software, IT Services Geography: EMEA, WW Location: Barcelona, Spain Philippe Romascano Experience HP - Verious entities Specialty: Software, General IT Geography: Middle-East, Africa, Eastern Countries Location: Switzerland Roland Adoflsson Experience Avaya, others Specialty: Telecom, General IT, software Geography: EMEA Location: London, UK Heather Margolis Experience Dell, Specialty: Cloud/SaaS, General IT, Social Networking, Web Geography: US Location: Boston US Eric Bessone Experience Autodesk, others Specialty: Software, Cloud/SaaS, General IT Geography: EMEA Location: Paris, France Amar Kabli Experience Orange, Autodesk Specialty: Software, Cloud/SaaS, General IT Geography: EMEA, North Africa Location: France, Algeria Our organization David Pedraza Experience HP, others Specialty: Healthcare, IT, Services Geography: South Europe Location: Madrid, Spain Ursula Thomas Experience Gestetner, Xerox, others Specialty: IT, Printing, Services Geography: Spain Location: Barcelona, Spain Sales Center Specialty: IT, B2B, Services Geography: WW Location: Barcelona, Spain Jordi Sotorra Experience Electric Engineer Specialty: Project Mgmt Geography: Spain Location: Barcelona, Spain 250+ years cumulated experience in Sales and Channel Management Denise Furet Experience HP, others Specialty: Retail Geography: EMEA Location: Bristol, UK Rui Franco Experience T-Systems, others Specialty: Telco, Services Geography: Portugal, Brasil, Africa Location: Lisboa, Portugal
    4. 4. Large and Medium ITC Companies Small Companies & Start ups SaaS and Cloud Computing Companies Our target customers
    5. 5. We use multiple ways to maximize your SALES with the RIGHT COST Our purpose Sales as a holistic view of your customers Customer Field sales Online sales Channels Offshore territories Partners Telesales Social networks
    6. 6. Sales Generation Services How can we shortly help you? Scheduling qualified customer meeting Proactive telesales Tele Account Mgr (TAM) Unattended 2nd level of customers e-Selling
    7. 7. Sales Generation Services How can we help you by mid term? Virtual Sales Office Refine your services portfolio Refine your Sales Plan Training and auditing Online lead demand generation
    8. 8. Growing by channels expansion How do we do? Business identification Channel framework Recruiting Ramp-up Channel management
    9. 9. Customer identification Sales preparation Opportunities identification Sales execution Follow-up · Sales model · Sales cycles · Contact database & segmentation · Sales objectives · Customer pitch & competitive value proposition · Selling script ·Sales tools & resources setup · Prospecting · Account plan · Customer needs identification · Selling · Negotiation · Sales center services · ROI calculation · Win/lost analysis · Call-to-action plan · Benchmarking Producing our factory sales How do we do?
    10. 10. Sales Center How do we do? Multilingual team Experience Technology Services HW-SW Consumables Cloud/SaaS Sales professionals Multimedia communication tools Systematic methodology
    11. 11. Case 1: IT vendor Customer :  large IT vendor company Challenges:  Mature market  Channel partners are not willing to invest due to very low margins Lemon services :  Find a new sales model with better ROI than traditional sales  Successful proactive sales into channel customer database  Upselling and cros-selling sales services
    12. 12. Case 2: software and services Nordics Spain Customer :  Open Source services company Challenges:  Partners very small companies with limited potential of growth  Stronger in just few countries Lemon services :  Business dev for building new partners network with higher skills profile  Partners research, recruitment and management  Expansion to Nordics and Spanish regions as first step
    13. 13. Case 3: services Customer :  Southern Europe Marketing Services company Challenges:  Packed services not well known  Not presence in Central Europe Lemon services :  European expansion program definition  Recruitment of advertising agencies in German speaking countries  Personalized sales appointment  Virtual Sales Office setup in Germany
    14. 14. Case 4: SaaS and consultancy Customer :  Local Engineering Consultancy firm Challenges:  Required expansion to Latin America region  Shrinking business due to construction crisis Lemon services :  Program definition to expand services to Latin American region  Online sales: design of new entry-level packed services to sell it through the web
    15. 15. Case 5: internet start-up Professional Network eServices Social Network News Media Lemon services :  Business model and partners strategy definition  Increase traffic to the website and sales of new online services Customer :  Internet start up Challenges:  Business model not clear for social network  Lack of shortly revenue stream
    16. 16. References
    17. 17. Summary of your Benefits Have right ROI for your sales model Risk diversification and growth Adaptability and quick response to your needs
    18. 18. Design a Plan?
    19. 19. info@lemon-sales.com USA (650) 488 4284 Rest of world +34 93 757 14 25

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