This workshop is designed for those Solution Providers that require the next step in sales methodology. This session will focus on skills that are designed to separate you from the competition and increase your margins. We will feature the following: • Developing sales strategy & developing a sales “cadence” • Changing the sales process to Increase close ratios • Cross Selling/Account Plan to increase client penetration levels • Understanding closing techniques using buyer personality styles • When to Integrate technical resources in the sales process • Account Planning and Cross sell / up sell to existing clients • Business Guidance Selling (turning your sales people into consultants) • The Art of discovery “connecting the dots” , executive conversations http://www.ingrammicrocloud.com

3. 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

4. Increase Maturity = Increasing Cloud Acceleration
Prescriptive Approach – Sales, Marketing, Operations
3
5
1 2
4
6
CloudMaturity
FOCUS

5. Sales compensation2
Increase sales velocity3
Sell to business challenges4
Account planning5
Management of COS1
Sales organization design8
Sales management focus9
Sales training levels7
Cross sell & up sell6

6.  Better understanding of the
client’s needs
 Better selectivity of account
segmentation
 Better selling strategies of
accounts
 Better time & territory
management
 Better use of resources
 A focus on messaging,
value and solving customer
problems

7. Need
Development Offer Solutions Close
Product Salesperson
Need
Development Offer Solutions Close
Business Guidance Salesperson
Sales Cycle
Beginning End

8. Gartner, Inc.
A Changing Business Environment…
…means a change in selling practice
“Now more than ever, it's all about value. The point solution is dead,
and partners who only deliver products that fix a specific IT need
without taking into account customer business needs won't survive”
“Having a plan creates a common understanding between the
business decision makers in the organization and the technology staff
greatly reducing confusion and helping companies achieve business
objectives quickly and cost effectively.”
IDC & Mindwave

9. A View of Top
Performing Partners

10. Your
Solutions
Their
Personality
Their
Needs

11. Decisiveness
Relationships
Analyst Supporter
Driver Persuader
Taskorientation
Cautiousness
Different Personality Styles

12. Questions To Determine
Their Personality

13. • Change your body language
• Change your voice tone
• Change your sales approach
• Change your proposal and closing
style

14. Working With Driver’s
DO Don’t
Be Clear & Specific Ramble
Be Prepared Try to be Personal
Present the Facts Leave Loopholes
Ask Specific Questions Speculate Wildly
Provide Alternatives Direct
Be Result Oriented Order
Stay on Course Philosophize

15. “In your case, having
considered all the options, I
would strongly recommend
the second alternative, we
can then get your solution
up and running in your 90
day time frame. Are you
ready to begin the process?”

16. DO Don’t
Be Prepared Be Disorganized
Stick to Business Be Informal
List Pro’s & Con’s Rush Decisions
Be Organized Provide Personal Incentives
Be Factual Be Vague
Draw up a Schedule Use Unreliable Testimonials
Give Them Time to Verify Leave Things to Chance
Provide Options Waste Their Time
Working With Analyst’s

17. Sample Closing
Questions for Analyst’s
“In reviewing all of the
choices and incentives from
[vendor] and comparing to
your current situations and
objectives, we believe the
first alternative is your best
choice… Let me review why
we made this
recommendation….”

18. Working With Persuader’s
DO Don’t
Socialize Be Curt or Cold
Share Opinions Drive on to Facts
Discuss Their Interests Talk Down to Them
Share Ideas Leave Things Hanging
Provide Testimonials Dream with Them
Offer Incentives Be Dogmatic
Interact with Intentions Legislate

20. Working With Supporter’s
DO Don’t
Be Personable Rush
Show Sincere Interest
Lose Sight of Their
Personal Goals
Be Non-Threatening Force Issues
Be Casual Debate Facts
Provide Assurances Offer Opinions
Make Guarantees to
Minimize Risks
Manipulate / Threaten
with Power

21. Sample Closing Questions
for Supporter’s
“Your situation is very similar to
ABC company, My manager and I
feel very comfortable in
recommending an approach
comparable to that taken with ABC
company. Their president chose
this similar solution with us for of
the following reasons...”

22. 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

24. Consultative salespeople move the
relationship from ritual to meaningful

25. Trusted
Advisor
Longer
Term
Needs
Current
Need

26. The Customer Journey
Awareness Image Evaluation Trial Loyalty
Changing
Perceptions
Generating
Demand
The series of steps through which a customer must
progress in adopting a brand or product.

27. Shifting gears…further data on what top
performers are doing…

29. Perform quarterly on a set number of key
accounts. This should include:
Plan to open new accounts2
Develop strategy and five tactics3
Plan to penetrate further1
Determine what you know4

31. Determine….
 Level of satisfaction with your
product/services
 Impact on their business model
 Strategic objectives next 24 months
 Your client-specific Account Plans
 Ask for referrals
 Gain reference letter/video

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

38. www.AcumenMgmt.com/CloudToolKit

43.  Be aware of the momentum of Software-as-a-Service
 Position yourself to get your fair share
 Adopt sales and marketing processes
 Think like an insurance agent: note customer lifetime value
 Streamline and pre-package services to align with the
recurring revenue model
 Introduce new online-specific management metrics

44. 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