You get the best efforts from others not by lighting a fire

beneath them, but by building a fire within them

~Bob Nelson

Quick Facts

• 25% Training Participation 2008; #1 North Central Region

• 119 TSS/KFLT Account

• 3 WD Accounts, 2 AJP, 1 J

• 15 DDG/AJP Managers & Salespeople

• 3.3 Million TSS/KFLT Sales 2007

5 – Point Plan to Solution Selling

• Qualify prospects to save time• Utilize Group Distribution Lists for efficient

communications• Demo’s with WD Salespeople & Secondary

Accounts (After 4PM)• Disseminate training schedules & surveys by

email (if applicable)• Perform demo’s for customers ONLY by

appointment (Build Value)

84 TSS/KLFT w/ email addresses

made it to the 21st Century

Focus on accounts with email addresses,

DM emails will be recognize by name and

read

Click on Your Local Address Book in Lotus Notes

Click “New” to create group distribution lists for TSS/KFLT & DDG/AJP Customers

Click “Group”

First: Enter Descriptions, TSS/KFLT email addresses & Most Importantly Group Name

Then: Click “Save & Close”

Then: Click “Save & Close”

First: Enter Descriptions, DDG/AJP email addresses & Most Importantly Group Name

My Distribution Lists

The New Group Lists appears

Send TSS/KFLT Owners & Managers, AJP & DDG Salespeople pertinent training info in less the time.

E-commerce Solution Selling

#1 Account in the NCR Region - 2008