o365 secrets to sales success

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2

Goal: Help your SOHO & SMB Customers Ride the Wave

Stop them drowning in a sea of confusion and uncertainty

You must trigger the real buying drivers 3

Create trust using diagnosDc quesDons 2

People buy from people they like & trust 1

Trusted Advisor relationship

Diagnose the problem

Prescribe the solution

Make it simple to take

10

“Seek first to understand, then to be understood”

-‐ Stephen R Covey

Building Trust

Simplest way to do this: Listen to your customers

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Ask Diagnostic Questions

SalesChannel Europe ©2011 All rights reserved 14

1.

2.

3.

1.

2.

3.

1.

2.

3.

3 Level DiagnosDc QuesDoning

1.  giving advice 2.  setting the agenda 3.  talking

1.  asking questions 2.  finding out more 3.  letting the customer

speak


White QuesDons

Green QuesDons

Black QuesDons

Red QuesDons

Current situa8on Facts, data & informaDon white snow: pure, cold hard facts

Desired situa8on Future state Grass, trees, growth, can become

Obstacles Important, powerful Dark, night Dme, can’t see in the dark. Turn on the light to see what stands between current situaDon and desired situaDon.

Feelings Fire, explosive color, highly emoDonal -‐ve Red: “How will you maintain/gain compeDDve advantage if you don’t move your business to the cloud and your compeDtors do?” +ve Red: “Isn’t it beeer for you to move to the cloud now, rather than wait unDl you have to.”

Asking QuesDons in Colour

Capture their Hearts and Minds

Using Green and Black questions?


The Psychology of Change*

PosiDve Present

Sustain

PosiDve Future

ABain

NegaDve Present

Change

NegaDve Future

Avoid

NegaD

ve

PosiD

ve

Present Future *Source: The Prime SoluDon by Jeff Thull, Dearborn © 2005 www.primeresource.com

New Reality

Worried State


1.  When did you last backup all your valuable business data? What would be the impact on you of losing all your business data?

2.  How do you share informaDon with your customers, employees, partners and suppliers today? What would be the impact on you if you could do this more effec>vely by 10, 20 or 50%?

3.  Do you ever need to access your business informaDon when you are out of the office? What would be the impact on your business if you could have access to all your business data whenever and where ever you are?

4.  What would it be worth to you if you could get more done in the Dme you have available at work today? Would you work less for the same results or would you work more?

5.  If your compeDtors were suddenly able to be more effecDve in responding to customer’s demands what would be the impact on your business?

6.  How do you choose the right “Trusted Advisor” business partner to study your business and then help you move your business to the cloud?

7.  Want to know what is the single biggest barrier for companies like yours moving to the cloud/O365? Too busy surviving and managing the day to day.

7 Killer QuesDons to Uncover Interest and Trigger Demand for O365

SalesChannel Europe ©2011 All rights reserved

Rational reasons

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1.  I don’t have a dedicated IT person. I want something that I don’t have to install, administrate or manage. I simply want something that works by itself all the Dme and where ever I am. (peace of mind, mobility)

2.  O365 means no more IT hassles which means that I can concentrate on my business and not my IT (produc>vity, customer focus, peace of mind)

3.  I will never have to worry about backing up my data again. With O365 everything is stored in the cloud. It’s their problem not mine. (security, business con>nuity, peace of mind)

4.  I want to get more done without having to work harder or longer (produc>vity, work/life balance) 5.  I want to be able to communicate more ooen and more effecDvely with customers, employees

and suppliers (communica>on, produc>vity, customer focus) 6.  I want to spend more Dme with customers, my team and suppliers without missing out on what

is going on at the office (produc>vity, customer focus and physical freedom) 7.  I don’t want to go through the pain of upgrading ever again. (produc>vity, business con>nuity,

peace of mind) 8.  I don’t have Dme to learn how to use new sooware applicaDons. I want applicaDons that I am

already familiar with, applicaDons that make me producDve immediately. (produc>vity) 9.  O365 is cheaper than IT Servers and Tech Support. My costs are lower and totally predictable. No

more surprises. (cost savings, peace of mind ) 10.  O365 is the future and it makes sense for me and my business. I’d rather make the move now,

than wait unDl I have to. (business con>nuity, peace of mind)

10 Reasons Why SOHO & SMB Customers Buy O365

O365 Sales Workshop in Review


O365 Reseller Sales AcceleraDon Workshop Outputs:

1.  Challenges facing key SOHO & SMB customer groups

2.  DifferenDaDon happens in the channel

3.  Tipping the funnel

SalesChannel)Europe)©2009))All)rights)reserved) 40

Basic&Product/Service:&•  Technology)•  Price)performance)•  Product)quality)

Enhanced&Services:&•  People)•  Perceived)value)•  High)touch)•  Exceed)customer)expectaBons)•  Delight)and)astound)customers)

Support&Services:&•  Systems)•  Processes)•  Quality)of)service)

Basic&Product/Service&

Support&Services&

Enhanced&Services&

DifferenBaBon:)3"Levels"of"Perceived"Value)

1 2

3

Basic&Product/Service&

35 August 26, 2011

SalesChannel)Europe)©2011))All)rights)reserved)

Tipping)the)funnel)

Josh Bernoff & Charlene Li Josh Bernoff & Ted Schadler



4.  Demand GeneraDon Program

5.  AcceleraDng Time to Revenue (the Buyer’s Journey -‐ Part 1)

6.  Drivers of Growth (the Buyer’s Journey – Part 2)

SalesChannel)Europe)©2011))All)rights)reserved) 39#August 26, 2011

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

Differentiate

Drivers of Growth

Search

Find

Qualify

Try

Buy

Activate

Manage

Up-sell

Support

Refer

Differentiate

Accelerating Time to Activation



4.  Sales AcceleraDon Plan

5.  Discovering your Inner Advantage

6.  Your 3 Take-‐Aways

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“Genius is one percent inspiraDon and ninety-‐nine

percent perspiraDon.”

-‐ Thomas A. Edison

Success = Turning your ideas into action

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Get it right


Facilitator’s Biographies SalesChannel Europe

+33 676 600 925 [email protected]

www.saleschannel-europe.com

Accelerating Time to Revenue 1"

David" Ednie" is" President" and" CEO" of" SalesChannel" Europe" SARL." He" is"

acknowledged"as"an"expert" in"GTM"Strategy,"the"Buyer’s"Journey"and"Online"

Business" Performance." David" has" over" 20" years" international" business"

experience"working" in"culturally"diverse"markets" in"Europe," the"Middle"East,"

Africa"and"the"Emerging"Markets"of"Central"and"Eastern"Europe"and"Australia.""

""

SalesChannel"Europe’s"clients"include:"ArgeWeb"(NL),"Backup"Agent"(NL),"Bell"

(CA)," Belgacom" (BE)," Bouygues" Telecom" (FR)," BT" (ES)," DomainFactory" (GE),"

InfoSupport" (NL)," iQ" (FI)," Korean" Telecom" (KO)," KPN" (NL)," Microsoft,"

NetSourcing" (NL),"O2" (IE),"OpusCapita" (FI),"Orange"Group" (FR)," RomTelecom"

(RO)," Sage" (ES)," TDC" (DK)," TeliSonera" (SE)," TP" (PL)" and" UPC" (NL)" and" Vodafone." Prior" to" founding"

SalesChannel"Europe"David"worked"in"a"variety"of"Senior"Executive"Sales"roles"in"High"Tech"Y"Internet"

Services," IT" and" Telecommunications" for" US," British" and" French" companies," including:" NTT/Verio,"

Genuity,"Integra,"British"Telecom,"Data"General"and"Intel."David"is"an"Australian"national"and"has"lived"

in" Paris," France" for" the" past" 20" years." He" has" significant" multiYcultural" experience" and" gained"

extensive"personal"knowledge"and"insights"resulting"from"working"with"diverse"and"different"cultures."

""

SalesChannel" Europe"works"with" Senior" Leadership" and"Management" Teams" to" develop" GTM" and"

multiYchannel" sales" strategies" that"deliver" sustainable"performance" in" today’s" increasingly" complex"

and"competitive"online"business"environment."

!""

Tom"Russell"is"an"accomplished"facilitator"who"has"successfully"integrated"his"

facilitation"skills"with"a"multiYdisciplined"and"strategic"level"career"in"Human"

Resource"Management."Tom"joined"Meeting"Magic"in"2010"having"trained"as"

a" graphic" facilitator"with" The"Grove"Consultants" in" San" Francisco," and" then"

went" on" to" complement" his" study" with" Meeting" Magic’s" own" Advanced"

Facilitation" workshop." As" well" as" facilitating" groups" Tom" has" undertaken"

graphic" recording"assignments" in"a"variety"of" settings," such"as"conferences,"

meetings"and"learning"events."

"

Before" joining" Meeting" Magic" Tom" worked" for" a" variety" of" high" profile"

organisations" including" Safeway" Stores" plc," Volvo" Car" Corporation" and" latterly" leading" UK" charity"

Cancer" Research" UK," where" he" was" HR" Director." Tom’s" varied" career" in" Human" Resources" has"

involved" the" facilitation" of" many" events" and" meetings," including" complex" scenarios" and" highly"

sensitive"issues."Tom"is"highly"comfortable"working"with"strategic"concepts"and"combining"this"with"a"

refreshingly" visual" approach." Tom" has" experience" of"working"with" a" range" of" stakeholders" from" a"

variety" of" functional" and" cultural" backgrounds," including" leading" scientists." Tom" holds" a" degree" in"

Organisational"Behaviour"and"is"a"Fellow"of"both"the"Chartered"Institute"of"Personnel"&"Development"

(CIPD)"and"the"Institute"of"Leadership"and"Management"(ILM)."Tom"is"also"an"active"member"of"the"

International"Forum"for"Visual"Practitioners"(IFVP)."

"

Tom's"clients"span"a"broad"range"of"sectors"and"include"Microsoft,"SCA,"Novartis,"ARUP,"Elexon,"UPC"

Broadband,"TheCityUK,"Pure"Insight"and"Save"the"Children"International."

David Ednie

Tom Russell

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Taking care!of business….!

David R Ednie President & CEO

SalesChannel Europe Ph: +33 676 60 09 25 (FRA)

Email: david@saleschannel-‐europe.com Website: www.saleschannel-‐europe.com

o365 secrets to sales success

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