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Jeff Lowe Cool Springs Consulting
<ul><li>Managing and Growing a Sales Organization </li></ul><ul><ul><li>Sales Process: Strategy  and Structure </li></ul><...
Business Development Challenges Facing VARs, ISVs and SIs <ul><li>Lack of Resources to Lead Sales & Marketing </li></ul><u...
<ul><li>Effectively Nurturing Suspects, Prospects, and Leads </li></ul><ul><li>Balancing New Business Sales while Supporti...
Working with Your Practice On-going Sales Support, Marketing,  Management& Training
<ul><li>Business Development </li></ul><ul><ul><li>Cold Calling, Scripting  & Qualification </li></ul></ul><ul><ul><li>Lea...
Expected Outcomes <ul><li>Growth in Overall Practice Revenue </li></ul><ul><li>Improve Sales and Marketing Execution </li>...
Cool Springs Consulting <ul><li>12 Years Experience Selling Technology Solutions </li></ul><ul><li>7 Years Experience Micr...
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Improving VAR Sales &amp; Marketing

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Improving VAR Sales &amp; Marketing

  1. 1. Jeff Lowe Cool Springs Consulting
  2. 2. <ul><li>Managing and Growing a Sales Organization </li></ul><ul><ul><li>Sales Process: Strategy and Structure </li></ul></ul><ul><ul><li>Pipeline: Volume and Velocity </li></ul></ul><ul><ul><li>Opportunity Management </li></ul></ul><ul><ul><li>Technical Support during Sales Cycle </li></ul></ul><ul><li>Understanding the Dynamics of a Sales Process </li></ul><ul><li>Driving the Sales Process to a Close </li></ul>Business Development Challenges Facing VARs, ISVs and SIs
  3. 3. Business Development Challenges Facing VARs, ISVs and SIs <ul><li>Lack of Resources to Lead Sales & Marketing </li></ul><ul><ul><li>Time, Talent and Experience </li></ul></ul><ul><li>Risk Associated with Full Time Director Roles </li></ul><ul><ul><li>Increased SGA Costs </li></ul></ul><ul><ul><li>Client and Prospect Exposure </li></ul></ul><ul><li>Understanding Software Vendor Relationship </li></ul><ul><ul><li>What Do they Want from My Organization? </li></ul></ul><ul><ul><li>How Do I Get More Investment and Leads? </li></ul></ul>
  4. 4. <ul><li>Effectively Nurturing Suspects, Prospects, and Leads </li></ul><ul><li>Balancing New Business Sales while Supporting Existing Customers, Implementations, Upgrades . . . </li></ul><ul><li>Demand Generation Program Execution </li></ul><ul><ul><li>Identifying Successful Marketing Programs and Initiatives </li></ul></ul><ul><li>Event Execution </li></ul><ul><ul><li>Leveraging Events to Drive Demand </li></ul></ul>Business Development Challenges Facing VARs, ISVs and SIs
  5. 5. Working with Your Practice On-going Sales Support, Marketing, Management& Training
  6. 6. <ul><li>Business Development </li></ul><ul><ul><li>Cold Calling, Scripting & Qualification </li></ul></ul><ul><ul><li>Lead Process Management </li></ul></ul><ul><ul><li>Marketing & Event Management </li></ul></ul><ul><li>Sales Management/Leadership </li></ul><ul><ul><li>Hiring, Training, Compensation </li></ul></ul><ul><ul><li>Opportunity & Pipeline Management </li></ul></ul><ul><ul><li>Sales Training & Coaching </li></ul></ul><ul><li>Strategic Business Planning </li></ul><ul><li>Alliance Execution & Management </li></ul>Sales and Marketing Strategy Officer: Part Time Hours - Full Time Execution
  7. 7. Expected Outcomes <ul><li>Growth in Overall Practice Revenue </li></ul><ul><li>Improve Sales and Marketing Execution </li></ul><ul><li>Effective Sales Team Management Strategies </li></ul><ul><li>Mindshare and Improved Relationships with Alliances </li></ul><ul><li>Implementation of Strategies, Tools and Processes </li></ul><ul><li>Entry into New Markets and Business Segments </li></ul>
  8. 8. Cool Springs Consulting <ul><li>12 Years Experience Selling Technology Solutions </li></ul><ul><li>7 Years Experience Microsoft Partner Channel </li></ul><ul><li>5 Years Experience Working at Microsoft Corporation </li></ul>

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