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Transcript of Growth Workshop
Transitioning from Tasks to Responsibilities
"What has history taught us?"
Ownership & Accountability
What does the change to an individual portfolio mean for me?
What's your sales pitch?
How is my Sales Target calculated?
"We are what we repeatedly do. Excellence, then, is not an act, but a habit!" Aristotel
It's all about Management!
Start with the simple basics
Know your customer / personalized approach
Educate your customers
Do you see the BIG picture?"
Don't be the Parachute Seller!
You are Your Own Boss!!
Be on top of your Game....
Information is Power!
"Good, better, best, never let it rest. Until your good is better and your better is best!" - Tim Duncan
One Customer, One contract!
Consolidations and Co-terminations are just one of your biggest "Growth opportunities"!
$36 M - 3% of GRSC FY13 Sales target
How to approach the customer?
Sales is AIDA
Cancellations - Impact is BIG!
Understand the real
Account Planning. How to...
Be a TRUSTED ADVISOR to your customer, it may save you in the long run!
How can I get the most out of my APOSS opportunities?
Tools (UOM, CIA IB report, IB) and customer inventory reports
What is Extended Support anyways, and how can I position it?
Understand the customer. It's always about them!
It can be the difference between achieving and overachieving your target!
What is Tech refresh?
50% of canx are System Retired
What's in it for the customer?
What's in it for me?
Are you reaching your Potential?
Sales target =
"Believe you can, and you're half way there!" - Th. Roosevelt
Thank you Project Team!
Validation is NOT a June activity, it's a daily activity.
CBMS is the Source of truth in terms of Ownership!
Handle your contract base from day one!
Not a Quarter, but for the entire Fiscal!
Always have the Full picture!