consultative selling in the cloud andrew pryfogle svp cloud services complex bids intelisys inc n.
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Consultative Selling in the Cloud Andrew Pryfogle SVP, Cloud Services & Complex Bids Intelisys , Inc.
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  1. Consultative Selling in the CloudAndrew PryfogleSVP, Cloud Services & Complex BidsIntelisys, Inc. Intelisys Confidential – Do Not Distribute to Third Parties

  2. Agenda - PDT • 9:00 – 9:10 – Intros • 9:10 – 9:30 – Polycom Video Strategy • 9:30 – 9:45 – Setting the Stage • 10:00 – 10:45 – The Initial Engagement • 10:45 – 11:00 – Fast Track Alternative • 11:00 – 11:30 – Terrapin Method • 11:30 – 11:45 – Break • 12:00 – 12:30 – Solution Design & Proposal • 12:30 – 1:00 – Close Intelisys Confidential

  3. Why a Consultative Approach? • Mutual commitments • Focuses on process and not outcome • Broadens contact and participation at critical DM/influencer level • Emphasizes trial closing to uncover and validate objections • Establishes sales campaign momentum early and maintains through to close • More efficient, uses resources wisely • Improves selling process “performance ratios” • Reduce selling cycle 3 Intelisys Confidential

  4. The Engagement Process 1st Engagement Discovery 80% Design 80% Proposal 100% Close 30% 4 Intelisys Confidential

  5. The First Engagement • Agenda • Overview • Initial Discovery • Process Description • Decision Point • Next Steps Process Path Decision Fast Track Terrapin Method More Complex More Discovery Needed Multi-supplier Integration TCO Driven Simpler Approach Clear Requirements Defined Timeline Price Driven 5 Intelisys Confidential

  6. The 1st Engagement 6 Intelisys Confidential

  7. 1st EngagementProposed Agenda “How much time do we have today? I want to make sure we respect that.” • Agree on available time • Business Context • Customer Discovery • Next Steps Process Path Decision “So that we have the right context, I want to begin our conversation by giving you a brief overview of who we are, and what we do around Cloud & Carrier Services.” “Next, I’d like to ask you a number of questions to learn more about your business.” “Finally I would like to end the meeting by discussing a process that might make sense for us to engage in together and what the next steps might be.” “Does this agenda make sense? ..yes Great, lets get started.” Intelisys Confidential

  8. Intro Deck/Prezi Intelisys Confidential

  9. Initial Discovery • Probe for understanding of their business • Focus on questions that help you understand their: • Business (products, services) • Markets • Customers • Competitors • # and location of offices • Approximate (total) communication & IT costs • Obvious disqualifiers • Too big • Too small • Long term contracts Intelisys Confidential

  10. Initial Discovery Tool Terrapin Solutions Confidential

  11. Process Path Decision Point Process Path Decision Fast Track Terrapin Method • Clear needs defined • Clear supplier/solution fit • Clear articulation of process • Built on Mutual Commitments • Results in 2 to 3 potential solutions • Setting up the “2 Questions” • Built on Mutual Commitments • Discovery with multiple people/departments • Focuses on Trial Closing throughout • Likely singular solution • Likely has TCO component Hosted VoIP, SIP Trunking, Basic Call Center, Basic Server Hosting, Hosted Exchange Hosted UC, Advanced Call Center, VDI, IaaS, BCDR, Data Backup Intelisys Confidential

  12. Next Steps - “Fast Track” “I would like to describe a consultative process that I propose we jointly commit to. It’s clear we’ve determined you have an immediate need for X (insert solution need here, i.e., replacement to your current phone system, data back-up, hosted exchange, etc.) I’m confident I can help you. The process that I follow is very straight-forward and requires a few things from both of us. • I’ll review the needs & priorities that we’ve discussed today and evaluate which of our portfolio suppliers have the best fit. • I’ll engage with 2 to 3 of our suppliers and have them design and price their recommended solutions. • I’ll come back to you with a summarized view and comparison of those solutions • I’ll work with your chosen supplier on any changes or modifications to the final solution • I’ll advocate on your behalf for the best pricing and terms available • I’ll work with the chosen supplier to ensure key dates and deliverables are met and that your expectations are exceeded. Intelisys Confidential

  13. Mutual Commitments We would like your commitment to three things: • 1) Your support in collecting the right information and requirements so that I can secure the most accurate solutions. • 2) Your support in scheduling a meeting (teleconference) with the key influencers and department heads that will be impacted by our solution, to present our findings when we are finished, and … • 3) Your commitment to a timely decision, yes or no, once we have presented our recommendations. In your opinion, do you feel this is a reasonable approach? Intelisys Confidential

  14. Next Steps - “Two Questions” “I would like to describe a consultative process that I propose we jointly commit to. The process is designed, with your support, to determine the answer to two questions: 1) Is there a valid application for our solution in your company? And… 2) If yes, how precisely will your company benefit? The benefit must be expressed in terms of communication, process and productivity improvements, as well as hard dollar financial justification.” Intelisys Confidential

  15. We would like your commitment to three things: 1) Your support in getting access to people and information to collect requirements and build the business case 2) Your support in scheduling a meeting (teleconference) with the key influencers and department heads that will be impacted by our solution, to present our findings when we are finished, and … 3) Your commitment to a timely decision, yes or no, once we have presented our recommendations. In your opinion, do you feel this is a reasonable approach? Our commitment is two-fold. First, we will expend the resources to collect and analyze the information, design a solution to meet the requirements, and provide a business case justification for implementing. If we find there is not a good application or that we can not financially justify it we will tell you, stop the process, and recommend that you not proceed. If we do find good answers to the two questions we will present our recommendations, including the justification, and ask for the go ahead to proceed. Mutual Commitments Intelisys Confidential

  16. Closing 1st Engagement – Setting Momentum • Don’t forget to set a date and time certain to begin Discovery • Make sure you have agreement on who you will be meeting with • Make sure you have agreement on what you expect to achieve Next Step Defined: What’s next, with whom, by when, to accomplish what objective? Intelisys Confidential

  17. Discovery 17 Intelisys Confidential

  18. Discovery Tools Intelisys Confidential

  19. Discovery • Do’s: • Ask relevant questions • Probe for full understanding • Attempt to quantify impact of problem or value to company of solving the problem • Don’ts: • Sell features • Waste time • Ask redundant questions Intelisys Confidential

  20. Supplier Matrices IaaS, CaaS, ITaaS Intelisys Confidential

  21. Design 21 Intelisys Confidential

  22. Review of Proposal Template Intelisys Confidential

  23. Proposal Presentation Intelisys Confidential

  24. Close 24 Intelisys Confidential

  25. Strategic Account Plan Score Your Opportunity Intelisys Confidential

  26. Pitfalls to Avoid • Choosing a “Fast Track” path just because its easier • Choosing a “Terrapin Method” path when its not necessary • Not getting “process buy-in” on the front-end • Not winning over IT as your champion • Not spreading out in the organization • Leaving the first engagement without agreeing on a time and date certain for the next step • Not establishing a set timeline for the process • Leaving process to chance & pure instinct Intelisys Confidential

  27. Handling Objections“Suppose for a Moment…” • Step 1: Find the Objection & Take Temperature of the Prospect • Probe with a Trial Close • Expose Objection • Test/Validate the Objection by Restating the Expressed Concern/Issue • Step 2: Convert Objection into a Question • “Suppose for a moment, X was not a concern, then in your opinion…” • Step 3: Answer Question with a Benefit Statement • Probe with a Trial Close Intelisys Confidential

  28. Handling Objections • L isten • A cknowledge • E xplore • R espond • Feel, Felt, Found Intelisys Confidential

  29. Objections Effective Responses Terrapin Solutions Confidential

  30. Can’t Overcome an Objection? • Objection: Something you can’t overcome • You’ve listened • You’ve validated that it’s a real objection • You don’t have a good answer • “Then the question is, does it make sense to move forward with our solution in order to …(list the top 2 to 3 benefits) in spite of the fact that we can’t do X?” Intelisys Confidential

  31. Art of War – Sun TzuCompeting to Win • Direct Rarely engage unless have 3 to 1 advantage • Indirect Refine buying criteria • Divisional Can’t convince them to throw out PBX • Containment Position traps & F.U.D.s Terrapin Solutions Confidential

  32. Keys to Being a “5-Percenter” • Ask the tough questions you don’t want to hear the answers to. • Find ways to prove you listened • ABTC (always be Trial closing) • Sweat the Small Stuff….pay attention to details • Maintain Sales Campaign Momentum…set the next step • Process Matters… • Do the right thing, in the right order, at the right time, every time, no exceptions, no excuses. Intelisys Confidential

  33. THANK YOU!!!! Intelisys Confidential – Do Not Distribute to Third Parties