9. October 6,
2013
Winning Million Dollar Accounts9
“These are the
same questions
you asked last
week”
“Yes, but this
week the
answers are
different”
10. October 6,
2013
Winning Million Dollar Accounts10
“How do I win
New Business?”
“What type of
talent do I need?”
“How do I
structure my team
for maximum
results?”
16. “It’s the end of traditional
solution selling. Customers
are increasingly circumventing
reps; they are using publicly
available information to diagnose
their own needs and turning to
sophisticated procurement
departments and third-party
purchasing consultants…
17. to help them extract the
best possible deals from
suppliers. The trend will
only accelerate. For
sales, this isn’t just
another long, hot
summer; it’s wholesale
climate change.”
42. “Looking to get
into the cloud
business?
Start by firing
your sales team”
Tiffani Bova
Gartner Research
43. Silicon Valley
“The biggest leap forward in the I.T. revolution since the
mainframe computer was replaced by desktops and the web”
Thomas Friedman
The New York Times
44. Silicon Valley
“The emergence of the cloud… is speeding up everything –
innovation, product cycles, and competition”
Thomas Friedman
The New York Times
68. Service Orders Order Tracking
Order Packets Customer Service
Contracts Returns
Office Management Collections
• Pure Administrative
69. M-A-C Orders Proposal / RFP Support
Service Contracts Backup Point of Contact
Renewals Sat Surveys
Accessories Marketing Event Support
• Quasi - Sales
70. New Business Development Lead Generation
Set Appointments Marketing Event Support
• Business Development