This session is dedicated to the possibility that consulting and sales are not different disciples, but one and the same. They are both the business arts of enabling the best possible decisions for customers. Recognizing this reality is not easy because it requires us to rethink the paradigms and prejudices of the past. If you would like to contribute to a conversation about this topic, please join Ed Kless from Sage.

1. P-202 The Salesatative Consultant
Ed Kless
@edkless

2. CPE Credit
• In order to receive CPE credit for this session, you must be present for the entire
session.
– Session Code: P-202
– Recommended CPE Credit = 2
– Delivery Method = Group Live
– Field of Study = Specialized Knowledge and Applications
• Visit the Sage Summit Connect kiosks to enter CPE credit during the conference.
#SageSummit

3. Opportunities for more: Sage Academies
• Atlanta October 14-17
• Dallas December 2-5
• Irvine February 10-13
• Toronto April 7-10
Listen at the Keynote for
Academy Plus

4. How much software do you need?

5. Sage
Customer
Process
5

6. Unrecognized Need

7. Short quiz: True or false
• People will assign you an intent whether you want them to or
not.
• Their perception of your intent will largely influence the
meaningful flow of information during your conversations.
• The meaningful flow of information will affect your ability to
create a system that will create greater freedom for them to
succeed.
• You can strongly influence people’s perception of your intent,
even without saying what it is.
• Question for dialogue: Why not state your intent?

8. The Consulting Process
Initiation &
Entry
Discovery &
Dialogue
Feedback&
Decision to Act
Engagement &
Implementation
Extension,
Recycle or
Terminate

9. Consulting Assumptions
• Problem solving requires valid data.
• Decision making requires free choice.
• Effective implementation requires customer commitment.

10. Consulting Goals
• To solve problems so that they stay solved (for as long as
possible)
• To establish a collaborative relationship
• To ensure that attention is given to both the technical problem
and the emotional well being of the customer
• To develop customer commitment

11. Which of these best describes the type of relationship
you would like with us?
• Subject matter expert
• An extra pair of hands
• Collaborative partner

13. Smile Curve for IT
Determine Value
to Solve
Develop
Project Plan
Implementation
System
Commencement
Access Level
Agreement
ValuetoCustomer
Duration
WhenWeBillThem

14. Magic Work vs. Logic Work
Step Magic Work Logic Work
Determine Value to
Solve
Requires providing insight into the
data gathered and assimilated and
developing tangible goals
Is mostly about just gathering and
assimilating data from the customer
Develop Project
Plan
Requires a focus on tight objectives,
resource and quality requirements
Is mostly about just describing the
deliverables and functional
requirements
Implementation
Requires a high level of collaboration
with the customer including a well
executed communications plan and
adherence to the scope or change
request process
Is mostly executed by the partner
by using a checklist
System
Commencement
Requires a detailed understanding
and use of the change and transition
model
Is mostly about is the data right and
can the customer personnel function
Access Level
Agreement
Requires a deep understanding of
the on-going knowledge requirement
of the customer
Is mostly about fixing problems the
crop up in a timely manner

15. Opportunities for more: Sage Academies
• Atlanta October 14-17
• Dallas December 2-5
• Irvine February 10-13
• Toronto April 7-10
Listen at the Keynote for
Academy Plus

16. Your Feedback Is Important to Us!
• Completing a session survey is fast and easy:
Complete the survey on your mobile phone, laptop, or tablet
through the Sage Summit mobile app.
– IOS, Blackberry, or Android users may download the app from the
at the App Store by searching “Sage Summit”
• Remember each completed survey is another entry for one of several daily prize
drawings, including an Apple iPad!
• Your feedback helps us improve future sessions and presentation techniques.
• Session code for this session: P-202
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17. Contact Information
• Presenter Contact Information:
– Ed Kless
– ed.kless@sage.com
– Twitter hashtag @edkless
• Follow us @Sage_Summit
– Use the official Sage Summit hashtag: #SageSummit
• Don’t forget to use the Sage Summit mobile or web app for all your conference needs.
Thank you for your participation.
#SageSummit