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Sweet Spot Targets

Existing vendors

Priorities

LISTEN

INTEGRITY

ENTHUSIASM

Desire to

LEARN

Courtesy & Sincere FOLLOW UP

36 Hour Rule

Step 2 - Briefing & Buy In

Step 4 - Roll Out

Funnel, Pipeline & Forecast Congruence

Adjust Confidence Factors, Winning Behaviors & metrics by BU

Implementation of automated metric system

Harris PSSG Sales Enablement Road Map

RESULTS!!!!

"The real contest is between what you've done and what you're capable of doing." Franklin D. Roosevelt

Phase 2 - Rolling Thunder

Phase 1 - The Big Bang

Common Lexicon

Presentation Techniques

Stages of

Sales Cycle

Target Market & Competition Analysis

Tradeshow Maximization

Continual Learning

Power Positions

Step 3 - Initial PSSG Wide Sales Training

Discovery & Insight

Presentations that come to LIFE!

Tradeshow Maximization

Finding your Story

Introduce Confidence Factor; Collaborate on Winning Behaviors & metrics

Common Lexicon

EVP/Leadership Input & Buy In

It Takes A Village...

Purity of intention; reliability, a healthy honesty & true sincerity, regardless of who is watching

PART of the TEAM

Step 1 - Foundational Work

Town Hall Meetings

Shared Lexicon

Market Analysis

Competitive Summaries

Important

Unique

Defensible

Stages of the Sales Cycle

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