Differentiated and Proactive Prospecting Program

Ken Thoreson, President
Acumen Management Group, Ltd
Ken’s Contact Info:
Email: Ken@AcumenMgmt.com
Website: www.AcumenManagement.com and www.SalesManagementGuru.com
Top 50 Sales &
Marketing
Influencer's
2014
Partner
Business
Builder
Programs
Workshops
Keynotes,
Workshops,
Consulting
Services
Strategy,
Business
Management,
Sales
Leadership
The Sales Mgmt Guru Book
series, 5- DVD’s,
Sales Mgmt Tool Kit,
Peer Groups
Singularly Focused
Vendor, ISV, Distributor, Partner
Acceleration Focused
Programs that spur fast growth
and profits

Becoming an
authority
Establishing
oneself as an
authority with
cloud and/or
vertical markets
Trials
Driving toward
trials or proofs of
concepts
Thought
leadership
Creating Thought
Leadership
campaigns that
leverage an
expertise
Funnel
development
Reinventing
funnel
development to
focus on VOLUME
Focused
campaigns
Creating specific
campaigns for
partners’ online
capabilities
Educating
customers
Turning
marketing toward
educating
customers on the
cloud
Financial and
operational
messaging
Messaging to
existing
customers on
financial and
operational
benefits of
moving to the
cloud

365 Days in year
-10 holidays
-104 Weekend days
-10 Vacation or personal time off
241 Net working days
8 hours per day
Typical work year

• How many hours a week are you
selling?
• 0-10 ___
• 11-20 ___
• 21-30 ___
• 30-40+ ___

How Much Time Do We Really SPEND Selling?
COMMON WORK ACTIVITIES IN A
SALES CAPACITY
Hours Per
Week
General administration / paperwork 5.1
Business travel 4.5
Lunch, breaks, personal business 4.4
Sales Meetings with Prospects 3.3
Sales Calls to Current Customers 2.7
Internal Phone Calls 2.6
Sales calls to prospects 2.2
Personal Training 2.2
Handling Mail 1.8
Internal meetings 1.8
Sales coaching 1.5
Time planning / strategizing 1.3
Business Lunch / Sales Socializing 1.3
Running or attending sales meetings 1.1
Running or attending staff meetings 1.1
Reading - professional 1.1
Filing 0.9
Training 0.8
* NOTE: Data is from respondents who tracked these activities.
Not all respondents tracked all activities. Do not add the column.
(Source: Pace Productivity Inc.)

THE WORK WEEK for your customers and prospects
Position Average Hours
Worked per week
Independent consultants 63
Sales managers 50
Truck drivers on local delivery 49
Outside sales reps 47
Inside sales reps 46
Warehouse workers 45
Bankers (including clerical staff) 44
Administrative support staff 44
(Source: Pace Productivity Inc.)

• Be Greedy about your time.
• (A)What is your Hourly Rate?
• (B) How many Bus. Dev. Hours in
year
• Number of selling
hours/week/month
• Number months per year?(10.5)
• (C)Yearly Income Goal
• A=C/B

What is Not Working (great)
Today

Structuring Prospecting Sessions
Salesperson Responsibility

Keith Lubner, Managing Partner/President
Channel Consulting Corp | C3
Keith’s Contact Info:
Email: klubner@channelconsultingcorp.com
Website: www.channelconsultingcorp.com
Channel
Enablement &
Recruitment
Ecosystem
Acceleration,
Optimization,
& Productivity
Programs
Channel
Marketing
Services
Channel
Strategy,
Metrics, &
Business
Intelligence
Cloud & Mobility Channels
Development & Launches
Singularly Focused
VAR, ISV, Distributor, Retail TECH
Channels
Acceleration Focused
Programs that spur fast growth
and profits

1. Where do we want to be?
2. Where are we now?
3. How will we get there?
4. What exactly do we need to do?
5. How do we know if we got there?

Better Targets = Better Lead
Quality
• Determine A, B, C, Ideal Client Profile
• 15% of clients= make up 65% of sales=A
• 20% of clients= make up 20% of sales=B
• 65% of clients= make up 15% of sales=C
• Determine Demographic Profiles of A &
B’s

Newsletters, Software Assurance,
Product registrations, Loyalty/Reward
Programs
Awareness
Perceptions
Evaluation
Purchase
Advocacy
Use
Traditional MarComm
TV, Radio, Print, Sponsorship
Print, Retail support, Events,
Demos,
Newsletters
3rd party advocacy, Conventions,
Partner/customer briefings, Retail
support
Retail support, Partner referral,
Pre-installed OEM, Time-bombed
upgrades
Books, Retail support, Product support,
training centers, demos, Product
outreach
to communities / newsgroups
Hierarchy of Effects
Media display, In-stream video,
mobile video
Search engine advertising &
optimization, blogs, social
networks, review sites, mobile
Customer toolkits, Demos, videos,
landing sites, promotional emails,
live events, podcasts
Affiliate and partner sites,
commerce site, location-based
Services, mobile
Newsletters, how-to sites,
communities, help sites, games
Digital MarComm
Newsletters, reminder emails,
Communities, Advisory Councils

Reputation
Business process expertise
Vertical industry expertise
Techinical expertise
Buyer requirements for solution providers

 Executive forums
 Business Breakfasts
 Lunch & Learns
 Seminars based upon business challenges
 Networking/partnering
 Social media
 Vendor resources
 Use web site/web conferencing as a sales tool

Every company, every person as distinct knowledge
they can share
Integrate social media
It’s evolutionary, and doesn’t happen overnight
Consistency pays off
Gravitational pull of the market toward you is
powerful
Vertical strategies tie into thought leadership
perfectly

Accounting Construction Education Public Sector Healthcare
• Security
• Agility
• Competitive
advantage
• Future proof
• Collaborative
power
• Flexibility
• Scale with the
business
• Cost efficient
• Cost effective
• Accessibility
• Mobility and
consistency
• Easily managed
• Private
• Secure
• Rich
collaboration
• Leverage custom
• Access from
anywhere
• Service efficiency
• Regulatory
compliant
• Improved
margins
Manufacturing Insurance Legal Real Estate Retail
• Cross-functional
visibility
• No-cost upgrades
• Higher user
adoption
• Consistent data
• Real-time
collaboration
• On-site closure
• Customer portal
• Differentiate/cu
stomize
• Ease of
collaboration
• Cost savings
• Mobility
• Security
• Latest inventory
• Unified
marketing
• Client portal
• Team
collaboration
• Real-time insight
• Lower costs
• Scalability
• Operational
efficiencies

EXAMPLE
Learn about three manufacturing
companies who bucked trends and
increased investments without spending an
additional dime.
Vertical
case studies
EXAMPLE
Company X utilized Lync/Skype for
demoing their products.
How to lower
the cost of sales

Weekly “20” Point Game Scorecard
Name:_______________:_______________ Week:________________
Be Brilliant on the Basics!!!
·· 50 Telephone Calls == 5 Points __________________
·· 25 Letters == 5 Points __________________
·· First Appointment == 10 Points __________________
·· Tech. Sales Call == 10 Points __________________
·· Contract Signing == 15 Points __________________
·· Proposal == 5 Points __________________
·· Reference == 10 Points __________________
Total Points __________________
The goal is to exceed earning 20 points a week. Consistency
will pay!!! Bring your scorecard to the Monday Meeting..

Increase Pipeline
Values
• Salesperson Must Network
• 2 events per month
• Develop Business Eco-
System partners
• Work Your Customer Base
• Implement 20/20 Plan

Break up Prospect List into
Groups of 20
Select Two
Campaigns
Access
Partner
Marketing
Central
Develop a
list of Best
Prospects –
”A & B”

1st Week-Mail
20 to Group A
2nd Week-
Mail 20 to
Group A
2nd Week-
Mail 20 to
Group B
3rd Week
Begin Calling
Group A
3Rd Week Mail
20 to Group B

What do you worry about? If you are similar to many of our clients, they tell us they
worry about:
• What an earthquake would do to their business data?
• How a fire could impact the business operations?
• Can an employee hack our data? Or can outside hackers?
• goes down? What’s the cost/hour that I would lose?
• Just remember what Hurricane Sandy did to the East Coast in 2013.
It is because of these kinds of business challenges we developed a unique approach that
allows our clients to focus on their business and we focus on your IT issues. It’s called:
(Name?)
You may know (reference a similar client in a vertical); they have chosen to protect their
business using XXXX Managed Service solution.
XXXX Solutions has been assisting (state)organizations meet their strategic objectives
by providing the right solutions to meet your goals. …...
What do we do?
We take a proactive approach to analyzing your IT business challenges, rather than wait
for a problem to arise we actively monitor your: ……….

Perform quarterly on a set number of key
accounts. This should include:
Plan to open new relationships2
Develop strategy and five tactics3
Plan to penetrate further1
Determine what 24 month goals4
Determine what you don’t know5

Meet your clients
• Determine level of satisfaction with your
product/services
• What was your impact on their business
model
• What is their strategic objectives in the
next 24 months
• Review your Account Plan
• Ask for referrals
• Gain reference letter/video

This diagram represents the acceleration of cloud adoption
and execution with the cloud maturity model.

www.AcumenMgmt.com/CloudToolKit

The following acceleration packages are
available to partners:
Business Roadmap & Practice Velocity Consulting2
Quick-Start Acceleration Package3
Business Transformation & Acceleration ONSITE Workshop1
Interested in learning more? Contact us!
Keith Lubner: KLubner@channelconsultingcorp.com
Ken Thoreson: Ken@acumenmgmt.com
Customized Business Success Blueprint4

Get Started with…
2 Engage Partner Benefits1 Sign up for the Marketplace
www.Elevate.IngramMicroCloud.com
3 Attend the Tuesday “Trainer
Series” webinars
Begin transacting on
the Marketplace4

Differentiated and Proactive Prospecting Program

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