PRE / SALES

UNDERSTAND


Be Customer-centric


Proactive

Data Driven

Solution Selling


Building trust and credibility is not a one-off engagement. It is about putting your Customer first in any pre- and post-sales interaction.  


LEVERAGE TEAM - DELEGATE - DO NOT WORK IN SILOS

 become your Customer's trusted advisor. 


We will only succeed if we put the Customer first in all we do and that means getting to know them more deeply than we ever have. 

Differentiate with value conversations

Set your intent : Ensusre the Customers, Partners and Colleagues achieve value from each conversation.

Understand Customer - Who they are, whey they do, and what they care about. Leave your ego at the door and focus on their win.

Then, Practive consultative selling with both traditional and new Customer and Partner Personas. Listen, learn through great questions, build credibility by testing your insights and create momentum around the Customer's buying cycle.

Ask yourself:

What value and insight do you bring, and how does it set you apart from the competition?

Who do you know, and how strong and protected is each relationship?

How well do you know each decision stakeholder’s 'care-abouts' and what they’re trying to achieve? 

Which of your Customer's specific metrics are you helping them to achieve?

How could cross-architecture solutions deliver greater value, future-proof Customers, and deter competitors from gaining entry?

Which team members have the specialized knowledge to pull this together?


A living process (not a template) that guides your actions each week and is constantly updated 

Customer 4 Life

 helps you assess the level of partnership with a given Customer and identify gaps and next steps in your journey to become your Customer's trusted advisor.


With just 10-15 minutes per month you can:


Identify gaps in your current CxO engagement and leverage your team to develop the strategic executive relationships that drive greater Customer intimacy. 

Assess the quality of your internal executive sponsorship and develop strategies to improve.

Recognize what top activities drive purchase, adoption, and renewal success, and identify gaps in your current approach.

Assess which Customers have or haven't been on executive briefings, met with Executive Sponsors, and conducted QBRs.

Access on-demand resources that demonstrate what good looks like – based on our Hall of Fame members’ best practices.


Capture and analyze multiple market and Customer data points and insights from all touchpoints, including Partners.

Uncover insights into changing market conditions, Customer expectations, and competitor activities.

Proactively spotlight which Customer accounts are most attractive to win, hold, and develop based on potential current and future lifecycle value and addressable spend.

Prioritize the most achievable Customer opportunities in your territory to optimize selling time and ensure you're first-on-the-scene for Customers ready to act.

The Digital ITP is a centralized, living space for capturing constantly evolving territory trends, changes, and impacts.


Review it regularly to prioritize opportunities and meet these Customers where they are.  


-----

Focus on the Customer's business outcomes, speak their language, and deliver value through the questions you ask.


Customers are demanding change.
We have to deliver it now so they stay our Customers tomorrow.



What do Customers value in a seller?



Integrated account plan

Bring the extended team together to pool your individual knowledge and expertise to build a Customer-level strategy that helps the Customer achieve their growth strategy. 

You can do this on a Miro board or in a live/virtual workshop and work together to ideate on:


Integrated Territory planning

If you serve a high volume of accounts, you and your colleagues can still apply the principles using an ITP.

To be proactive, look across the portfolio of your accounts in your territory and ask yourself: 


Before we proceed, ask yourself the questions below.


Is the Customer willing to invest time in developing the relationship? How do I increase Customer intimacy so that my Customer reaches out to me when there is a need?


What extra percentage of the Customer addressable spend can I get?


What is my whitespace?

PS : Also, accept that you cannot help everyone. But those you can help, you help them really well.

Question Everything

HOW TO WORK ON AN OPPORTUNITY?

Discovery Questions

Focus on solving the Problem

SKILLS NEEDED TO CREATE YOUR BRAND

DEMO SCRIPT

MERAKI

TIME IS MONEY > SAVE TIME > Quickly Restore Services > Improve Business Uptime

MERAKI SECURITY APPLIANCE

MERAKI WIRELESS

MERAKI SWITCHING