sales play worshop

YBP 洋幫辦 www.ybpc.org YBP 洋幫辦 www.ybpc.org YBP 洋幫辦

Sales Play Worshop

Baggio Chang

(Chief Entertainment Officer of YBP Community)

Adam Wang, Karen Kuo, Nicolas Wu, Owen Lin

(Top Sales Team)


Agenda

• IBM story and Sales Methodology• Case Play : A Top Sale Team for NPO• Experience sharing


IBM Performance before 1990


IBM’s Big Challenge


Top 3 IT Company in WW

IBM,APPLE and GOOGLE are only 3 IT Companies over 100USD/per stock


The Art of Selling

• Apple (AAPL, Fortune 500) is known for design. Wal-Mart (WMT, Fortune 500) is known for low prices. GE (GE, Fortune 500) is known for churning out impeccably trained managers. And IBM? More than anything, IBM is known for knowing how to sell. Ever since the 1930s, when Thomas J. Watson Sr.'s handpicked classes of mostly Ivy League grads began each day with the rallying song "Hail to the IBM," the company has been a vaunted sales training ground. Six of the company's eight CEOs have come up through sales, including the current one, Sam Palmisano. He calls his 40,000-strong sales force "our face to the client." (Summarized from the art icicle “IBM's all-star salesman”, Fortune 500)


IBM is Baggio’s Dream Job in 20’s

• Now : Marketing Management and Demand Generation Program for Large Enterprise

• In Past 6 years : –Account manager trainee for 0.5yr–Account manager for telecom and

financial industry for 4 yr–Tele Sales for Software for 1.5 yr

• Honors • 2003 ELT Batch 1 Top call• Pioneer of APTG NCR Win Back

case in 2003• TWN iSSR Team Award & Top

Contributor in Q1,2004• Top contributor of TWN iSSR team

in 2004• IBM Taiwan Client Satisfaction

Award in Q2,2006• Award of Distinction in Volunteer

Work in 2006• IBM Role Model in 1H,2007 • IBM HPC in 2008 (>130% )

• Extra-Curricular Activities • Second of IBM Golf Club Nov,2005• IBM 2007 EWC President

2006 Volunteer Award (WCG)


Think how to take care your client

故善戰者，求之於勢，不責於人，故能擇人而任勢。──《孫子》

sales play worshop

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