Executing a Winning Sales Strategy, by Sean Chatterjee

Executing a winning Sales StrategySean ChatterjeeVP Partner Sales

BetterFasterStronger

Version 5.0

What is this session about?

2014 – A look-back at some of our key wins

And the reasons you told us why we won..

Unlimited User Pricing

Great underlying technology

We loved your demo!

Your Sales Process and overall

understanding of our business

And the reasons you told us why we won..

But we sure had our share of losses too

Common Sales Stages where we found some landmines to avoid

• Discovery Stage

• Demo Stage

• Proposal Stage

• Contracts & Negotiations

Discovery Stage

• Do we know their existing Infrastructure set-up?– Their existing spend on Hardware and Operating System

can help create ROI when recommending SAAS Soluton

• Do we know all the decision makers and all the influencer?

Demo Stage Examples

Key Concepts

10

• Two Ordering Methods– Pickup (drive to site one)

Begin gathering data about drive up customers

– Dispatch (order on account for delivery)

Delivery charge may apply

Third party trucking service

• Other Concerns

Flow Diagram

11

Main Warehouse(pickup orders)

• Customer drive up, places order

• Payment accepted- Attempt to gather customer

information

1.Customer phones in order

Purchase order delivery

Invoice and payment

Dispatch(orders on account)

2.Schedule delivery

3.Deliver via 3rd

party

4.Invoice- Include delivery charge

Account Customer

Drive Up Customer

Slide for when you need the full slide