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Winnie Wener

on 19 December 2012

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Transcript of Presentation

Analysis Competitor analysis Expeditors International's supply chain network Analysis Collaborative environmental partnerships Problem Shared Value Environmental
sustainability How can collaborative environmental partnerships strengthen the environmental policy within a fourth-party logistics provider's supply chain network? Competitor analysis The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us. 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 Travels to Clients Partnerships SlideRocket a-synchronous selling tool LinkedIn as a Sales Tool EchoSign - eSignatures for contracts Step 4: Implement a weekly training program Step 1: Elements of a SaaS Sales Machine Training: Coach your team! Organize like a sports team Due to high amount of changes in our field we can no longer rely on training institutions, this is the coach responsibility Provocative Meeting Prep Story Telling Using Prezi One Hour per week Skills: The Best and the Rest Tools Skills Methodology Skills (vs. annual 3-day training) Ryals and Davies identified 8 types of salespeople of which only 3 were consistently effective. The Effective Minority Meeting Preparation
Customer Interaction
Company Presentation
Presentation & Rapport
The Sales Pitch
Story Telling
Rising to the Challenge WHAT EXPERTS DO BEST These are the skills that we must teach ! 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 Experts! Selling SaaS in the Enterprise Methodology Training Tools Hire and develop along Web-Selling Skills Organize Skills Consultative with Provocative approach Latest in asynchronous selling tools Weekly training sessions with coach Flat/Sport team like organization, compensated on Logo, Use and Seats Most corporations get stuck at 100-300 customers Step 2: Hire along new Skills Customer Success Driven Step 3 - Re-organize in a new structure & RainKing - Get to the right prospects Most corporations get stuck at 100-300 customers Hubspot - All in one marketing SW Qvidian - Sales Playbooks Box - Hosting key documents <more to come .. // ..// Challenge of sustainability Expeditors International 1. Lack of transparency in carbon footprint calculation
2. Stakeholder pressures
3. Risk reduction of reputational damage
4. Utilize marketing potential The triple bottom line Statement Green Supply Chain Management (GSCM) Internally developed initiatives Externally developed initiatives Setting sustainability goals
Using environmental checklists
Developing environmental indicators
Experiment with alternative fuels/ solar cells Industry-wide environmental partnerships in which information is shared Collaborative environmental partnerships Institutional context Interdependence and information sharing Sharing information results in improved environmental and financial performances Desires of supply chain members Improvement of environmental policy
Utilization of marketing potential
Creating more transparency in carbon footprint calculation
Standardization of calculation methodology
Sharing information with industry participants Recommendations to Expeditors International Conclusion How can collaborative environmental partnerships strengthen the environmental policy within a fourth-party logistics provider's supply chain network? The results of collaborative environmental partnerships are moving into promising directions
The development of collaborative environmental partnerships still remains in its infancy
Keeping track on the development of partnerships over time will indicate whether these can truly serve as practical and successful sustainable solutions
Breakthroughs will flow over to other partners Network analysis ?
Full transcript