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June Team Strategy Meeting

June Team Strategy Meeting. June Team Strategy Meeting – Topics for Discussion. Maintain focus on PGi legacy offerings for driving revenue for 2011 While iMeet & GlobalMeet are the PGi’s future, legacy offerings are as important if not more important

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June Team Strategy Meeting

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  1. June Team Strategy Meeting

  2. June Team Strategy Meeting – Topics for Discussion Maintain focus on PGi legacy offerings for driving revenue for 2011 • While iMeet & GlobalMeet are the PGi’s future, legacy offerings are as important if not more important What creative ways do you use to get in front of a prospect? • iMeet Direct Marketing Campaign - follow up based upon leads and direct responses from a prospect • Continue to leverage iMeet as a differentiator to open doors - consult with a prospect on their entire communications stack • Continue to leverage partners on joint account approach strategies • Research the prospects community and charity involvement • Attend conferences , seminars, trade shows sponsored or attended by the prospect • Have lunch or attend happy hour near the prospect • Old School - in person old calls on a prospect How do I make a great first impression? • Begin PGi solution introduction/demo with a video saved on your laptop • For on-site meetings inquire about guest web access, monitor and/or projector prior to the meeting • Always arrive early – so that the meeting can begin at the scheduled start time without any further setup required from your team • Know your audience: (all attendees on-site, any remote) • What constitutes a productive & efficient meeting for your audience? • What takeaways does the audience want, specifically the key decision maker expects from the meeting?

  3. June Team Strategy Meeting – Topics for Discussion How do you differentiate yourself from other sales reps? • Account Profile, Plan Letter, Meeting Minutes, etc. • ? What creative ways do you use to ensure value and increase revenue to existing clients? • Monthly visits to all clients to simply drive post sale satisfaction and assurance with you • Discuss PGi offerings that will add value without increase costs • Ex: iMeet or GlobalMeet for RC Domestic moderators • Web/Audio/Video bundled for less than their existing audio only solution • Fixed pricing for managing projected costs • Life Cycle Cost Analysis – compare current spend to savings projection for 1 – 5 years What challenges are you running into? • iMeet is great but more than what I pay now for my web solution, etc. • GlobalMeet is great but it does not offer ….. Any products for which you need more marketing ideas for from our vendors, internal resources? • ? PGi marketing updates • iMeet Direct Marketing Campaign leads how started being distributed, week of 13-Jun-11 • ?

  4. Value Selling Value Creation Value is created by resolving Business Issues Business Objective:What the customer needs to accomplish to maintain or improve the performance of their business. Business Issue:What customers need to address and resolve to achieve their business objectives. Problem:The difficulties that prevent them from being able to satisfactorily deal with or resolve their business issues. Solution:The capabilities that any vendor needs to supply to enable the customer to properly address their business problems. Value:The only thing that matters is the customer’s perception of the Value of being able to resolve their business issues and it is always a combination of tangibles and intangible components.

  5. Account Profile Template

  6. Sample Plan Letter

  7. Meeting Minutes Template

  8. Business Acumen – Reminder Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain commitments, most of the time the ability to obtain commitments is reinforced or enabled by the salesperson’s business acumen. There are lots of ways to differentiate yourself and your company from competitors, and business acumen is surely one of the most important. These two attributes and skill sets enable and reinforce each other. Prospecting is a skill that may precede the need for business acumen, but in most cases it is made immensely more powerful by the addition of business acumen. • What Is Business Acumen? • Business acumen is a general understanding of business principles. It is the ability to make thoughtful business decisions. Mostly, business acumen relates to the ability to make decisions that lead to profit.

  9. Enterprise Presentation Know your audience • Are there remote attendees? • Have there been enterprise objectives defined? • What is driving their interest? • What is the decision process? • Is integration with other enterprise apps important? Typical presentation elements • Present PGi value proposition • Discuss high-level objectives and concepts • Understand key drivers Develop and drive process • Establish metrics for successful trial • Begin price model discussions early in process • Discuss budget, don’t avoid it • KNOW THE DECISION PROCESS Don’t just show up, throw up!

  10. CEO - Decision Maker Grid

  11. CIO – Decision Maker Grid

  12. Sales & Marketing – Decision Maker Grid

  13. Thank You Energize Your Connections

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