improving sales performance through playbook development · what questions enable your sales team...

Improving Sales Performance ThroughPlaybook DevelopmentMobile Device Management

Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org

ChannelCon 2016 Exclusive Executive Certificate to Making Money with Mobile Device Management

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The Mobile Opportunity

What are the trends in MDM?

How can you empower your sales team to sell MDM?

Mobile Management Solutions

Creating an MDM Playbook

How can you offer mobile management solutions to your customers?

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Materials for reference

CompTIA 10-week guide to mobility foundations

CompTIA Trends in Mobility report

CompTIA Mobile Solutions Playbook

Attendees can access these materials in the CompTIA learning system, located at

comptia.litmos.com

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Today’s Goals

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Understand the value of a mobile device management playbook.

Establish a strategy for completing your MDM playbook with your team.

THE PLAYBOOK INTRODUCED

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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 6

What is a Sales Playbook?

A document or set of documents containingkey organizational information


Differentiation is Key to Solution Provider Success

Thought leadership

Technical competence

Vertical expertise

Services/IP


What’s the Purpose

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Advance Score Win


What Are The Playbook Components?

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POSITION

What’s the situation?

GAME PLAN

What’s your

strategy?

TEAM

Who are the

players?

EQUIPMENT

What tools do you have?

PLAY

What’s the name?


A Great Play…

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Includes unique services that

only you deliver

Maps to a multi-phased solution

approach ensuring follow

up business

Maps to strong in-house

technical skills for pre-sales


A Great Play…

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Is packageableand repeatable, mapping to in-house delivery

skills

Has a predictable

profit profile for the play

Aligns to a meaningful and urgent customer

challenge


Strategy for Today

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Review

Review sample

playbook content

Obtain

Obtainvendor input

Customize

Customize your playbook

Develop

Develop action plan for

outstanding items


Succeeding in the Process

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Make the plays a centerpiece of sales training effortsIntegrate the content into sales meetings where appropriate

Be accountable

Start small

Seek sponsorship

Differentiateservices

Providetraining

Assign a leader Establish measurable goals

Start small Begin with one play and drive it across the company

Drive the process at an executive level so that all groups understand importance

Task technical and delivery teams to create the required services to support the plays

THE PLAY AND THE POSITION

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Position

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Problem

• What is the main challenge?

Pain

• What are the causes of inefficiencies and increased cost in your customers’ organizations?

Need

• What does your solution need to do for your customer?


Position Questions

Thinking about a specific customer or type of customer (e.g., those in a specific industry or of a certain size) discuss the following:

How do they typically manage and deploy back-up and recovery?

Is there back-up and recovery functionality they’d like to have, but cannot currently implement?

What business benefits could they achieve using a cloud-based delivery model?

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THE GAME PLAN

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Game Plan

Use Case/Solution

What is the solution or use case to be addressed with the technology?

What are the main benefits of the solution?

What specific capabilities do you highlight based on your unique customer base?

What are the advantages of your approach?

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Game Plan

Prospecting Questions and Scoping Questions

What questions enable your sales team to uncover needs and build credibility with prospects?

What questions allow your sales team to size the solution, choose the best-fit approach and build credibility?

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Game Plan

What are the advantages of advanced communications in terms of the financial, business, and operational impacts?

Value-Add Services

– Network Performance & Availability Assessments

– Telecommunications Cost Analyses

– Implementation, Configuration & Migration

– User Training

– Maintenance Services

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Game Plan Questions


What would your backup and recovery solution look like?

What would be the major business and technical benefits?

What is the financial impact of the solution? What are some of the business and operational impacts you would expect?

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THE TEAMS

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Team

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Your Staff

• Who do you talk to about this solution?

• What are their titles? • What problems do they care

about solving? • Where might you find them in

the organization? • Are they in a vertical market that

has special factors that motivate them in a unique way?

Partners

• Who do you talk to about this solution?

• What are their titles? • What problems do they care

about solving? • Where might you find them in

the organization? • Are they in a vertical market that

has special factors that motivate them in a unique way?


Team Member Questions


Who is impacted by the solution?

What do they care about and how do the benefits apply uniquely to them?

How can we determine their challenges and what matters most to them?

How would you price the solution?

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THE EQUIPMENT

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Equipment

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Presentations/Success Stories

• Financial impact• Business impact• Operational impact• Architecture

White Papers

• Industry Research

COMPLETING YOUR PLAYBOOK

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How to Use Your Playbook

Partners

New Employees

Sales & Service

Marketing


Activity: Finish it!

With Your Team:

What are your outstanding items?

What will be your challenges in completing your playbook?

What’s your target completion date?

WRAP UP

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QUESTIONS?

THANK YOU.


For more information contact:

Rebecca RosenPresidentSales EnabledEncino, CA

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improving sales performance through playbook development · what questions enable your sales team...

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