Sales Playbooks and Hitachi trueNortH Partners

1. Sales Playbooks and Hitachi trueNortH Partners

2. Why Sales Playbooks? • Laser focus on strategic opportunities and winning sales behaviors • Help enable TrueNorth Partner sales teams for success Greatest revenue impact: Wide applicability to sales teams Executable, with sales operations and support readiness in place Aligned to core strategic initiatives and markets Consistency, reach, timing

3. What is a Sales play/ • A Sales Play is the first best sales opportunity with a repeatable offering and associated sales approach that helps specific TrueNorth Partner sales teams successfully sell a product, service or solution to a specific set of customers during a pre-determined time period.

4. What is a Play Book? • A Sales Playbook is a concise set of directions, tools, content and resource links that will be used by the sales force to understand and execute the Play. The playbook focuses on early stages of the sales cycle.

5. A good playbook enables the majority of sales reps near the beginning of the sales cycle to: Identify and qualify potential customers who have an identified business need Effectively and confidently hold conversations about that need with the right buyers and influencers Understand and describe the ways in which the Play will help satisfy that need Overcome objections and other obstacles Know how and when to bring in others who can help close the sale The primary purpose of a playbook is to accelerate the sales process A playbook should NEVER be shared with customers.

6. Sales Play “gets you in the Door” so youcan eventually explore more opportunities The sales play is focused on the first best opportunity to get in the door. Thesales playbook is just an entry point, not an end point. Once your team isin the door, youcan execute the sales play while also developing the account strategy .

7. New Hitachi Data SystemsPlaybook Format 7-10 core pages in linked PDF format that uses tabs.

8. Thank you