n series perfectpitch sales tool - channel introduction
DESCRIPTION
The purpose of this presentation is to introduce a new sales tool created by NetApp for IBMers and IBM Storage Business Partners to conduct better N series solution sales conversations. This tool allows today’s mobile sales rep all the resources for a sales engagement to be a click away in order to triage, diagnose, prescribe, position, sell, close and show who has done it before, streamlining the sales cycle. Make your PerfectPitch today!TRANSCRIPT
Introduction to the Channel
N series PerfectPitch
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Agenda
What is it? Why was it developed? How does it work? How do you use? What are the best practices? Where you can access? What’s in it for you?
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N series PerfectPitch Sales Tool
Are you a new Sales rep trying to build storage sales skills? Do you need help securing that 2nd call?
Are you an “Old Sales Dog” that would like to learn a new trick?
Do you not take enough time preparing for initial new sales calls?
Would you like to educate yourself on industry-specific storage pain points & conversations in order to make more effective calls?
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If you answered “YES” to any of these question, you will benefit from the N series PerfectPitch tool!
Learn more on following slides…!
Not only will you get conversational discussion points, but you also have one-click access to sales collateral, incentives, videos and Win profiles to support your deals!
What is it?
…is an interactive sales tool for IBMers and IBM Partner sales reps to utilize when making an initial call on new prospects, calling on a new contact within existing client or engaging in new solution conversations. PerfectPitch contains the following unique messaging...
Conversations based on audience level Value proposition, reasons and questions written in vertical industry vernacular Success Stories (Win Profiles) geared toward like solutions within industry Repository of selling materials one click away
Prospect, triage, diagnose, prescribe, position, sell, close and show who’s done it before all in ONE place!
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Easily earn the right to a second call by targeting your discussion!
Why was it developed?
New sellers need new methods!
Stop “Cobbler Kids…” – Efficient and Agile aren’t just for systems
First calls (aside from closing) are most important
Elevate the conversation – Tune into the Audience!
One Stop…
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How does it work?
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Choose your audience…
Select your industry…
Pick your solution…
How to interpret and use…
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Value Proposition – Specific to audience, industry and solutionReasons – Top 5 reasons why audience would buy specific solutionQuestions – Top 5 questions to solicit painWins – Success stories of similar client implementationsMaterials – Supporting collateral to help position solutionsVideos – Solution or success story supporting videosIncentives – Any valid incentives for Partners to augment profits
Relate industry and solution RSS news feeds to client’s situation
Best Practice Example
Sales scenario:Distributor sets appointment for new prospect (Healthcare CIO needing better backup solution and archive for HIPAA regulations). Partner sales rep has never spoken to a healthcare client before, and he forgot about the call scheduled later that afternoon. During lunch, he ponders his options…
If you were this sales rep, what would you do?
A. Blow off call B. Wing it! C. Study various sites D. Make the PerfectPitch
Steps for success Open PerfectPitch and choose (CIO, Healthcare and Integrated Data Protection [IDP]) Study Value prop paragraph Click on “Reasons” to find Top 5 reasons a Healthcare CIO would be interested in N series IDP Click on “Questions”…jot down for meeting the Top 5 questions to enable lively pain discussion Click on “Materials” to study and or select any documentation to support call Click on “Wins” and/or “Videos” to share similar client’s IDP solution and how they benefited Relate any current news relating to conversation via RSS feeds within tool Summarize CIO’s pains and how an IDP N series solution can help relieve pain Ask for 2nd call to bring in technical team or to meet with other influencers or decision makers
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Challenging call turns into effective opportunity!
Where can I get it?
Three ways to access…
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http://ibmnseries.prondo.mobi
Google Play Store Apple Store (iPhone/iPad)
To request access…1. click on “Signup here”2. Fill in info (must be valid company email address) 3. Receive approval email4. Login to PerfectPitch
Start Selling!
What’s in it for YOU…aside from knowledge?
3 Pitches for You (Partners) to HIT!Pitch Your Hat in the Ring (Raffle drawing 3/15/13)
Register for PerfectPitch tool access Attend one of the Distributor or Geo training calls (30 minutes)
Earn one raffle entry for iPad Mini (2 given per Geo [NA, EMEA, APAC])
Hitting the PerfectPitch (Contest ends April 26th, 2013)
Close an N series deal utilizing PerfectPitch ($75K minimum sale price to client)
Report back to Ben Hogue via [email protected]
First 5 deals per Geo earn REP a FREE professional write-up of WIN and $500 VISA gift card
Stack Your Team (Contest ends April 26th, 2013)
Close N series deals utilizing PerfectPitch and report back to Ben Hogue
Partner with most number of PP per Geo will earn (10) FREE IBM N series appointments set
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