Outcome Based Selling July 15th 2014 CPA event
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Outcome Based Selling July 15, 2014 Gwinnett Chapter
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Outcome based selling slide deck
Transcript of Outcome Based Selling July 15th 2014 CPA event
Outcome Based Selling
July 15, 2014Gwinnett Chapter
Speaker: Tony Merendino ServIT - CEO
www.servit.net
• The University of Tennessee at Chattanooga BA, Business Management• Over 25 years of experience in Executive level positions in
the arena of technology • Owner/CEO of 3 Technology firms• Former professional athlete - NFL • Organic farmer – Cattle/Angus Beef• Motivational speaker
Speaker: Greg Wartes – Account Executive
www.servit.net
• East Carolina University – Professional Sales and Marketing, 2000 • Microsoft Certified Business Management Solutions Professional• Cloud Technology Enthusiast – Published in:
• Wall Street Journal• Redmond Channel Magazine• Huffington Post –• Microsoft Case Study
• Former Golf Professional
AGENDA
Product Based
ServIT Journey
Process Based
Outcome Based
Your Thoughts?
All Inclusive Services:PrintingManaged BackupIBM Power SystemsApplication and User SupportInfrastructure SupportCloud ServicesEmail Solutions
Technology Services:On-Site MaintenanceMovesTechnology RepurposingTechnology RentalsDepot RepairFree AS400 AdviceComputer Repair
Company:In business 18+ yrs.16 States$22M AnnuallyClients globally100 W-2 Employees
www.servit.net
a bunch of saleman
Perspective-Seeing
Context
World Changed
The World is Flat
Rock-Stars of Change
Factory Model: Godin
The New Normal
VS.
The Internet
Merger & Acquisition
Individual
Individual Transformation:• Physical• Belief System
Reptilian Brain
Transformation
Obstacles
3 Methodologies
•Product•Process•Outcome
Dinner Break/Questions
Product
Money $$$$
Inventory 90k SKUs
“My stuff is better than your stuff”
Race to the bottom
Process
“my guy is better”
Great service
Outcome Based
Winning
Performance
Life Style
Outcome Based Selling
The NEED
The Goal
The Value Gap
The Selling TrilogyCreating the Brand:
Differentiated based on a characteristic of the product.
Differentiated based on the method of distribution or delivery.
Differentiated based on the outcomes you provide relative to the agendas of your clients/ prospects.
PRODUCT PROCESS OUTCOMES
Economic Darwinism“ If you are not – on a daily basis –
flexing and adaptingto the changes taking place
in your prospects/clients’ marketplaces…you are not leveraging
the only true, God-givencompetitive advantageyou have been offered.”
- Max Carey
Blueprint for Flexibility & Adaptability:
1) Gather market intelligence daily2) Mobilize multiple eyes and minds3) Force action4) Engage customers and prospects
Economic Darwinism
If you focus on them?
What’s in it for you?
•Reoccurring Revenue•Profitability•Cash Flow
Questions
Raffle
