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Partner Sales Training June, 2012

Partner Sales Training June, 2012. Topics. Lead Generation and Distribution Sales Process Placing an Order Sales Tools available to Partners. Leads Generation and Distribution. Sales Funnel. $$$$. Marketing and Sales. Marketing - Lead Generation Sales - Revenue Generation.

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Partner Sales Training June, 2012

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  1. Partner Sales TrainingJune, 2012

  2. Topics • Lead Generation and Distribution • Sales Process • Placing an Order • Sales Tools available to Partners

  3. Leads Generation and Distribution

  4. Sales Funnel $$$$ Marketing and Sales Marketing - Lead Generation Sales - Revenue Generation Analysts/ Articles Referrals Events/ Tradeshows Campaigns Internet Marketing Salesperson network AccuProcess & Partners LEADS

  5. Organic Search User Registers to download AccuProcess LEAD Paid Search Ads AccuProcess Leads • # of Leads are predictable = ~250-300 per month and growing • 75% are from US and Canada

  6. How will AccuProcess leads be distributed? • Currently: No internal AccuProcess sales staff • So, all leads will go to partners • Partners will get leads from their designated territory • Leads are raw, they are not qualified • If multiple partners in a territory: • Leads will be equally distributed (since all partners start at Gold level) • A specific lead will only go to one partner – to avoid conflict and multiple different follow-ups on one prospect

  7. What to do with an AccuProcess lead? • Leads may not have complete or accurate information • May need to call or research via Google, LinkedIn • Follow-up promptly • Be courteous • Recommended contact strategy • Min 3 weeks (Remember: 2 week trial!) • 3 emails, 3 phone calls – 1 each every week • Offer assistance in your emails • Links to Training Videos, User Guide, Vendor Comparison and White Paper (5 business benefits) • Qualify: License sale only or also Consulting Services opportunity? • Expectations: • 30%-40% contact • 10%-15% qualify

  8. Sales Process

  9. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Sales Funnel Proposal Negotiation/ Close $$$$ $$$$ Sales Process LEADS

  10. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 1: Initial Discussion / Qualification • GOAL: Initiate contact with prospect & evaluate • NEED: What are they trying to do? • FIT: Can AccuProcess meet their need? • URGENCY: When can they buy? • How: • Typically a phone call and possibly via email • Steps 1-3 can happen in first meeting • Who: • Sales person • Business qualification • What does the company do? Where is it located? • Who are your typical customers? • What is the business driver for this need? • What is your role in the decision process? • Is the project already started? Is there an approved budget? • How will the decision be made to purchase, who will make it? • What is the criteria that we must meet to win this business? • Are there any competitors that are being considered?

  11. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 1: Initial Discussion / Qualification (cont…) • Technical qualification • Which business process(es) are they interested in documenting? • Is there a need to just design and document a process or to also analyze and simulate it? • How many users will be involved in this exercise? • Is the team familiar with process modeling? Have they received any formal training? • What tools have they been using so far? • Are there any external consultants involved? • Are there any technical considerations they would share? • Next Step • Qualified: Move to next step of sales process – Win Credibility • Not Qualified: Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

  12. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 2: Win Credibility / Demo • GOAL: Gain credibility and trust • AccuProcess can solve your problem in a FAST, EASY and FLEXIBLE manner • Turn the contact into a “champion” for AccuProcess in his/her organization • How: • Online meeting and call or in-person meeting • Share vendor comparison document • Demo of AccuProcess product (if needed) • Who: • Sales person and/or Sales engineer • Next Step • Success: Move to next step of sales process – Scoping • Fail: • This could happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion. • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

  13. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 3: Scoping • GOAL: Fully understand customer need and benefit • Knowledge to draft a proposal and craft a value proposition • How: • Online call or in-person meeting • Who: • Sales person • Next Step • Success: Move to next step of sales process – Proposal • Fail: • This could only happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion. • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

  14. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 4: Proposal • GOAL: Offer an attractive proposal • Deliver a price quote and proposal • Already we should have set the expectation so customer is not surprised • Show: Cost < Perceived Value • How: • Email and Phone walk-thru of proposal or • In-person meeting • Who: • Sales person • Next Step • Success: Move to next step of sales process – Negotiation / Close

  15. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 5: Negotiation / Close • GOAL: Close the deal • How: • In-person meeting, Phone and Email • Who: • Sales person • Next Step • Success: • Have proposal signed by customer • Place order with AccuProcess • Celebrate!!! • Fail: • Analyze why deal lost? What we should change/fix? • Notify AccuProcess, send your analysis. Lead will be contacted with newsletter and webinar campaigns.

  16. Placing an Order

  17. Placing an Order: When customer buys direct CLIENT Accu Process Download product Client decides To Buy Step 1: Send Payment or Purchase Online Step 2: Send Host IDs Step 3: Send License Keys

  18. Placing an Order: By Partner CLIENT Accu Process Step 1: Download product Client decides To Buy Partner Step 1: Send Invoice Step 2: Send Payment Step 3: Send Host IDs Step 4: Send PO & Host IDs Step 5: Send License Keys Step 6: Send License Keys Step 7: Send Payment

  19. Sales Tools

  20. Sales Tools for Partners Ask your AccuProcess Partner Manager for help at any time • Partner Portal • Training • Sales Training: http://www.accuprocess.com/partners/Partner_Sales_Training.pptx • Technical Training: http://www.accuprocess.com/partners/Partner_Technical_Training.pptx • Sales Collateral: http://www.accuprocess.com/partner-portal/marketing-tools.html • Sales Presentation • Product Datasheet and 25-word & 50-word descriptions • Competitive Vendor Comparison • White Paper • Frequently Asked Questions (FAQ): http://www.accuprocess.com/products/process-model-faq.html • Sample Client Price Quote Sheet: http://www.accuprocess.com/partner-portal/price-list.html • Partner Price List: http://www.accuprocess.com/partner-portal/price-list.html • Demo Videos: Website  Next Steps • Product Download: Website  Next Steps • Documentation • User Guide: http://www.accuprocess.com/documentation/AccuProcessModelerUG.pdf • Product Tutorial Videos • Online Product Training Videos: http://www.accuprocess.com/training/online-tutorials.html

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