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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