google apps for business sales workshop
TRANSCRIPT
Google Apps for Business Sales Workshop
Sprint University — August 2014
● Introductions● Google Plus● Google Apps for Business review● 3 Use cases ● Pick Top 3 Prospects● Top objections and responses● Why Sprint● Wrap Up
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Agenda Time - 2 hours
● Share and meet from anywhere● Build communities and relationships● Locate experts● Connect with customers● Social hub
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Google +
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Google Apps for Business
● Retail store● Real estate company● Car dealership
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Use Cases
Business Challenge Marketing is working on a newad campaign and wants to buildon a theme of previous campaigns.
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Retail Store
Solution Create a Google Presentationand insert videos assamples.
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Retail Store
1. First, everyone open this presentation: <URL>2. Next, you create a new slide, and insert a video
a. Click ‘Insert’b. ‘Video’c. You can now search for a YouTube video, or insert a video URL.d. Sample videos to try and insert:
■ https://www.youtube.com/watch?v=tR5u4ga3fmU■ https://www.youtube.com/watch?v=GAsiWcU7RpA ■ https://www.youtube.com/watch?v=NIkw3SsvNJs
3. Resize the videos as needed
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Retail Store Video PresentationDo it
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Real Estate Office Business ChallengeThe agents want to make it easy for others to find out their availability.
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Real Estate Office SolutionShare calendar publicly to the cloud (Google data centers that can be accessed on any device)
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Real Estate Office CalendarDo it 1. Go to your Google Calendar calendar.google.com/a/sprint.com2. Click the down arrow next to your calendar and select ‘Calendar settings’3. Next to ‘Calendar Address’ click on ‘HTML’. You can now copy and paste, or
embed, this URL anywhere so your users can have access4. Share your calendar in the Google Hangout chat box so others can see your
public calendar5. Here is a sample calendar:
a. http://www.google.com/calendar/embed?src=jeff%40boostelearning.com&ctz=America/Los_Angeles
Clients can now view the agent’s calendar to easily find an open meeting time.
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Car Dealership Business ChallengeOwner and sales team want to set target sales prices for each car to meet monthly goal
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Car Dealership SolutionCreate a shared spreadsheet. Each party will enter in a target sales price to meet monthly profit goal.
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Car Dealership - Shared Data Do it1. All training participants should view the Spreadsheet at: <Sample here>2. Currently, the ‘Goal sale price’ is the same as the ‘Cost’. We will need to set the goal sale price for
each car to meet the monthly goal of $50,000.3. Since there are 50 cars on the lot, and the goal for the month is $50,000 in sales, each car must
sale for $1,000 of the cost. 4. Enter in goal sales prices (Column G) to be sure it the ‘Net/Loss’ exceeds the ‘Profit goal’ (Greater
than $1,000) of the cost.5. As values are entered in Column G, the the net/loss column will automatically calculate, and the
‘profit goal’ column will show the anticipated profit. It will also switch from red to black when profit exceeds $1,000
6. The chart will automatically update showing the anticipated sales against the goal of sales.
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Want to Learn More? Visit Boost eLearning Google Apps Traininghttp://gat.boostelearning.com/auth/sprint
Or, follow these steps:
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The Sprint Difference
Complete Solution
• One stop shop for all your business mobility needs
• After deployment IT admin
• Trusted Advisor
Mobility Expertise
• Over 40 Google Apps mobile training videos
• Device Pre-configuration
• America’s Newest Network: Sprint Spark™
Carefree Cloud Services and Support
• End to end support throughout customer engagement process
• Free consultation & expert deployment services
• Certified Live agent support
58% Fortune 500 companies are using Google Apps
96% of execs cite lack of collaboration or ineffective
communication for work-place failures
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Google confidential | Do not distribute
The Most Common Objections to Google Apps
“We don’t have time to switch”
“I already have Microsoft Office”
“Google Apps is missing a feature we need”“Is it secure?”
“I only want Gmail”
“We have too much legacy data”
“Will we be able to use Office files?”
“Switching will be difficult for users”
“Does it work
offline?”“We need to test Google Apps first
before buying”
“I don’t want to use a reseller”
Google confidential | Do not distribute
Some common objections
“We don’t have time to switch”
“Switching will be difficult for users”
It is too Hard to Switch from Product XYour Talking Points
ProbeUnderstand the concern
● Why do you think this will be hard change for your users? ● Tell me about your adoption experiences with other solutions?
RespondAsk if they or their users use Gmail or other Google tools today for personal use
● Google Apps is used by 100s of millions of users - each one proof that moving to Google Apps is valuable and easy!
● Moving to Google Apps has a singular advantage over other solutions: Most of your users are probably ALREADY using Google Apps. This makes their transition much easier.
● Google provides a lot of online training for your users, including a help center and how-to videos on YouTube. Google Enterprise also provides templates and best practice advice for the deployment team to manage this change.
Doget them help
● Suggest a partner that specializes in training & change management from the Google Apps Marketplace.
Key Actions
● Overcome resistance to change by assuring them that the value of the change far outweighs the transition.
Next Steps
● Investigate 3rd party training (like Boost eLearning)
● Review the Change Management Guide for "Going Google."
● If Microsoft Outlook is the issue, as a last resort suggest the Google Apps Sync for Microsoft Outlook Sync tool
Google confidential | Do not distribute
The Most Common Objections to Google Apps
“I already have Microsoft Office”
“Google Apps is missing a feature we need”
“Will we be able to use Office files?”
We Won’t Be Able to Work with Office FilesYour Talking Points
ProbeUnderstand their process
● Is there a specific use case you want to discuss? Tell me about that...
RespondDescribe how Drive can import and export Office files with high fidelity
● Apps works interchangeably with many common document formats including Microsoft Office. Even better, Google Apps enables you to edit Microsoft files across different devices.
● Google Apps continuously improves its fidelity for Office formats. In fact, Google Apps often renders Office documents better than Microsoft Office Web Apps.
● If you're concerned about fidelity across users and over time, moving off Office makes even more sense unless you're willing to standardize on a single version of Office.
Doencourage them to ask “Why Office”
● Google Apps provides so many collaboration and organization benefits - you will probably start asking why your employees NEED access to Office.
Key Actions
● Show how Apps can work with most Office files with high fidelity and add real time collaboration
Next Steps
● Try opening your customers common files in Apps.Note: Finance spreadsheets often require Microsoft Excel.
● There are partners in the Google Apps Marketplace who analyze which file types and features are commonly used to help you identify true file fidelity issues.
What is the existing/legacy environment? (For example, using Exchange 2007 with Drop Box and Office 365, etc.)
Why is this prospect interested in buying anything (e.g., what’s their pain)?
Why is this prospect interested in buying now -- is there a compelling event?
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Prospect Analysis
Prospect and Industry Previous Contact with Prospect
Click me.
Thank you