Sales and Marketing Assessment Training

1. Sales and Marketing Assessment Training What you need to know to pass the SBSC assessment and get your certification this weekend……

2. Disclaimer • I am over 50 miles from home • I do not know it all, or even what I need to know • I lead a team of 78 folks who serve the SMB market • I am still in business after 22 years • You are on your own………….take what I share and make it your own

3. Who’s Here • Are not already SBSC certified? • Are using the assessment toolkit? • Have someone dedicated to marketing in your company? (>50% time)

4. Goals of the day • Give you all the information you need to pass the assessment for SBSC • Share key ideas about sales and marketing you can take back and use • Help you grow your business and achieve your goals • It all comes down to EXECUTION!

5. Our Agenda • A Quick History Lesson on HTS • Cramming for the Exam • The Power of a System • Business and Technology Assessment Toolkit High Speed Training • Marketing 101 • Other Important Stuff

6. A History Lesson on HTS

7. My Philosophy “People are really what matter. At the end of the day, it’s all about the people you are around and touch.” We sell technology but we are in the people business. Sales and marketing are all about how we relate to the people around us with consistency and predictability. Business is all about the relationship

8. Life in a Corn Field

9. Market Opportunity Harlan 25,000 people within 30 mile radius

10. HTS Timeline • 1985 – began business as a hobby • 1990 – incorporated and became a real business • 1991 – hired first employee • 1999 – peak before the Y2K bust – 36 people • 2001 – formed Heartland Tech Group (partner peer group) • 2001 – acquired Denison company (2 employees) • 2002 – acquired Shenandoah company (4 employees) • 2003 – merged with Connecting Point Joplin (10 employees) • 2003 – acquired Beacon Micro (10 employees) • 2005 – new partnership with Blue Space (former employee) • 2006 – merged with BCC Wichita (30 employees) • 2006 – formed Heartland Tech Group 2 & 3 (partner peer groups) • 2007 – formed/forming HTG+ – 12 (partner peer groups)

11. HTS Today 78 employees 8 offices 5 states And growing

12. Two Unique Things www.heartlandtechnologies.com ww2.htgmembers.com

13. Step One on the SBSC Trail Passing the Sales and Marketing Assessment Exam

14. So What is Required • To become SBSC you must: • Pass the Sales and Marketing Assessment • Pass one of three MCP exams • Have an Action Pack • Let’s look at the process

15. Sign up to be an Small Business Specialist

16. Where to start the SBSC certification process

17. Online Training

18. The Assessment • Current test live until FY08 but likely changes in August • Scenario based exam • 5 scenario’s with 4 questions in each • Customer examples with questions about how a small business partner would address their needs

19. Let’s Pass The Assessment

20. The Opportunity • The Small Business Market includes 77 million worldwide small businesses and 40 million worldwide PC-using small businesses.

21. Our Market Defined • Small business is 1-24 pc’s with 50 or less employees • Low Mid Market is 25-50 pc’s • Core Mid Market is 50-250 pc’s • Upper Mid Market is 250-1000 pc’s

22. Know This Material

23. Small Business Segmentation

24. Small Business Segmentation

25. Business Priorities

26. Business Attitudes

27. IT Attitudes

28. IT Drivers

29. IT Light

30. IT Basic

31. IT Dependent

32. IT Strategic

33. Who Cares It matters because the level the prospect or customer is in determines how you approach them It also matters because it gives you an indication of the type of customer they will be

34. The HTS Client Relationship

35. Factors That Control Purchases

36. Attracting and Selling to Small Businesses

37. Key Truth to Remember • Nothing happens until the sale is made! • It doesn’t matter how good you are at being an engineer or consultant, if you don’t sell something you will fail!

38. Proposal and Sale

39. Sample Question

40. Sample Question

41. Success

42. Now you are ready! • Go pass the exam as step one of your SBSC journey!

43. The Power of a System Having a real system is what makes sales happen

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46. Microsoft Business and Technology Assessment Toolkit What you need to know to be successful

47. Why Assessments? • Create a foundation for lifelong client relationships • Understand their business – short and long term business goals • Build win-win relationships • “Peel the onion” and create a source of ongoing opportunities that continues to grow • Get a seat in their “boardroom” for decision making processes • Gain insights into how they do business every day

48. Business Opportunities in Small Business Perspective makes all the difference in the world

49. Business Opportunities in Small Business Business Services Technology Services Configurationof LOBSoftware Business ProcessAnalysis Installation of LOBSoftware InfrastructureInstallation andMaintenance CustomizedClient and ServerSoftware RequirementsAnalysis Entry Points Source: IDC

50. New Opportunities to Leverage – One Example