2009 10 11 Professional Capabilities Bi
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A Recession Like This OccursOnly Once In Your Lifetime
Sam GalbraithProfessional Capabilities
Case for Business IntelligencePutting the Recession into Perspective
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Don’t Waste the Opportunity
The Power of the EventPotential Scenarios Loss vs Reward
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Sample Presentation Purpose
This sample presentation demonstrates my:
Presentation skillsProfessional capabilitiesSales Strategy and Approach
The sample presentation’s focus is the BusinessIntelligence sales cycle presented to an audience of C-level executives.
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How to Get this Back in the Air?
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Actionable Data?????
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Data for Intelligent Decisions?
Can’t find itNot available – not accuratePeople that need it don’t have itNeeded it today not tomorrowComputer program has it – I thinkCan’t process data – no time
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Key Performance Indicators – Dashboard
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Don’t Waste the Opportunity
This recession will end – all doDon’t just surviveSeize the Opportunity1. Maintain during2. Recognize when it bottoms out3. Start your recovery early4. Come out strong5. Grab market share from competitors
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TURNING INFORMATIONINTO PERFORMANCE
Business Intelligence
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Mission Critical
To deliver the bestprofessional Services,providing the rightinformation in theright hands at theright time to helpclients prosper.
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“You Can’t Manage if You Can’t Measure”
Identify your Key Performance IndicatorsKnow your Key Performance IndicatorsView Key Performance IndicatorsOne dashboard for all Key PerformanceIndicators
Now manage your enterprise
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Organizational Focus
Professional ServicesOne Product - ServiceOne Purpose – ClientOne Accountability – we
deliver
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My Professional Capabilities
Agenda1. Build & Maintain Sales2. Goals3. Competitive Analysis4. Sales Strategy5. Skill Set6. Resources Needed7. Amplifying the Brand
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1. Build & Maintain Sales
Leverage Existing Client Relationship Regional Introductory Client Meeting Pipeline Management Lead Generation Resource for Unemployed Industry
Professionals Network & Networking
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2. Goals (personal & professional)
Knowledge of Client’s Business Articulate the Company’s Value
Proposition Competitive Environment Competitive Advantages Channel Partner Program Alliance Program
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3. Competitive Analysis
Knowledge Base on Each Competitor Clients: Happy and Unhappy Features, Functionality, New Initiatives, etc How They Market Product/Services Sell Direct, Channel, Distributors Weakness & Vulnerability How Services are Priced Single Source: Hardware & Software
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4. Sales Strategy
Recurring Revenue Model Demand Drivers Identify Market with the Most Potential Regionalize Sales Approach Focus on the Decision Makers Engagement in Industry Associations
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Sales Strategy (continued)
Mapping of Targeted Accounts Geographic Based – SMSA Grouped by ( Enterprise, Midmarket, Channel
Partner, Non-Traditional Rotation Basis for Contact (8 to 12 weeks) Constant Contact in Person, E-mail/Mail, Call, etc. Event Based Contact: joint meeting with a speaker,
sporting event, etc. Invitation is as Important as the Event
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Regionalize Markets and Targets
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Sales Strategy (Continued)
Evaluate non-traditional markets – go whereyour competition are not going
Institutional & Non ProfitsEducation: College and UniversitiesMilitary (GSA Schedule)Government ContractorsMedical, Elder Care, Assisted Living, etcEmerging Industries like Life Sciences
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5. Personal Skill Set
Hunter Discover New Opportunities Relate to Non-technical Professionals Attention to Details & Follow through Ability to Sell SaaS & Professional Services Sell Vision First by Relating Pain Points as a
Roadblock to Achieving Their Vision Ability to Listen & Find Opportunities
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6. Leveraging Resources & TeamBuilding
Technical Sales Support Industry or Company Specific
Rainmakers Robust CRM Administrative Support Participation in Industry Events Professional Service team
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7. Amplifying the Brand
Take a Leadership Role in IndustryTestimonialReferenceable ClientsNew Articles – Press ReleasesIndustry Speaking EngagementsSocial Networking: Blogs, Twitter, FaceBook, Linkedin, Discussion GroupsRecognition by Clients (supplier of year)
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7. Amplifying the Brand (continued)
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Conclusion: How does this turn into sales?
Strategic Business DevelopmentProven Record for GeneratingExceptional Sales GrowthConsistently Meeting or ExceedingSales GoalsIdentifying and Selling into NewMarketsClosing Business
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Thanks for Viewing
I am seeking an IT business developmentposition in the areas of SaaS, ProfessionalServices, Managed Services, CloudComputing &/or Security.
Please Contact:Sam Galbraith393 Greenfield Court, Suite 200 || Marietta, GA 30068 ||Office 770 485-0920 || Cell: 404-376-2613 ||[email protected]://www.linkedin.com/in/samgalbraith
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