Audience Response Management System
Includes facilities for setting up and running a poll session and for presentation of results.
A teaching environment, centralised around two types of actors, teachers and students.
Training: Coach your team!
Due to high amount of changes in our field we can no longer rely on training institutions, this is the coach responsibility
One Hour per week
Skills: The Best and the Rest
Methodology
Provocative
Ryals and Davies identified 8 types of salespeople of which only 3 were consistently effective.
Skills
Story Telling
Selling SaaS in the Enterprise
Skills
The Effective Minority
Meeting Prep
Training
Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services
Tools
Using Prezi
Weekly training sessions with coach
Organize like a sports team
Tools
WHAT EXPERTS DO BEST
Experts!
(vs. annual 3-day training)
Customer Success Driven
Latest in asynchronous selling tools
Methodology
&
- Meeting Preparation
- Customer Interaction
- Company Presentation
- Presentation & Rapport
- The Sales Pitch
- Story Telling
- Rising to the Challenge
Step 4: Implement a weekly training program
Consultative with Provocative approach
These are the skills that we must teach
!
Organize
Step 3 - Re-organize in a new structure
Skills
Flat/Sport team like organization, compensated on Logo, Use and Seats
Hire and develop along Web-Selling Skills
Step 2: Hire along new Skills
Most corporations get stuck at 100-300 customers
Step 1: Elements of a SaaS Sales Machine
Most corporations get stuck at 100-300 customers
<more to come .. // ..//
Matrix Partners preso!
Box - Hosting key documents
Qvidian - Sales Playbooks
Hubspot - All in one marketing SW
Harvard Business Review
OpenArms
IP-DOSSEE 2012
what is OpenArms?
EchoSign - eSignatures for contracts
How to lower the cost of enterprise sales?
LinkedIn as a Sales Tool
For teachers
SlideRocket a-synchronous selling tool
and students who are too shy to raise their hand!
RainKing - Get to the right prospects
Kapfenberg
12 .... 23 March
Meet the team...
Kræn
Extention of the existing system, implemented by the Danish team during DOSSEE 2011, OpenARS 1.0
i
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m
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_ _ _ _ _ _ _ _ _
The slave drivers
Attila
Slave #1
We made a
great team!
=
Karina
Slave #2
Facts and Figures:
Dima
Pedro
what for?
Slave #3
- Improve attentiveness
- Increase knowledge retention
- Poll anonymously
- Display polling results immediately
- Create an interactive and fun learning environment or meeting
- Confirm audience understanding of key points immediately
- speed up voting sessions
Slave #5
R O M A N
Mina
Slave #8
Slave #4
Patrik
Slave #6
Nacho
`
$
Team consists of Inside Sales, Account Managers and Sales Engineers
Increase Conversion Rate
Leads
Understand and Match to Architecture
Negotiation on price+time vs. value
Leads
Successful Deployment
Leads
$
Leads
$
Leads
$
Slave #7
Leads
$
Traditional HW/SW sales In the Enterprise
$
bernHARD
This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.
I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and
The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us.
Travels to Clients
- Travels to clients to get to know them
- Build report over lunch, dinner & golf events
- Uses Social Media to find new leads
- Closes deals face-to-face to relay commitment
How did we achieve this?
What have we achieved?
Teamwork
What's next:
- Teachers and professors in their lectures
- Conferences and events
- Office professionals for their presentations
- Executive decision making
- Market research
- Meetings of any type and any size
- Knowledge of New Technology
- Dealing with problems
- Time Managment
- Logistic Problems
- TeamWork
- Cultural Differences
- Different Academic Background
- Different Expectations
- Keeping Momentum
- Great Interpersonal Skills
- Adaptability