michael franz harris - potential candidate for software solution sales
TRANSCRIPT
Mike Harris
Sales Effectiveness
July 2008
Michael Franz Harris
Software Solutions Specialist
Michael F. Harris
April 2016
Overview
Professional Work Experience / Sales Performance
High-Performance Sales Leadership
End-to-End Sales Execution
Opportunity Qualification (MEDDIC)
Critical Questions
Investments in IBM Software (Adapt for a competitive advantage)
Investments in IBM Information Management Software
Leveraging “Trusted” information as a strategic business asset
Appendix
–Michael F. Harris – Resume–Discussion Guide for Business Partner Planning
–One Page Value Proposition
Overview
2000-2007:AT&T Signature Client Group
Sr. Global Account Executive
2006 Objective: $244M
Attainment: $252M
2005 Objective: $144M
Attainment: $154M
2004 Objective: $121M
Attainment: $123M
2003 Objective: $59M
Attainment: $97M
2002 Objective: $27M
Attainment: $30M
2001 Objective: $56M
Attainment: $68M
2000 Objective: $58M
Attainment: $69M
1997-2000: Ameritech
Network Planning Manager
for Cleveland, Ohio
Base Salary Position
1993-1997: Ohio University
Graduate – Bachelor of Science
in Communications
J. Warren McClure
School of Communication Systems Management
2013 – 2016
Sirius Computer Solutions
Software Specialist
2016 Objective: $40K Gross Profit (Q1)
Attainment: $236K software and services into
State of Ohio
2015 Objective: $900K Gross Profit
Attainment: $1.07M Gross Profit
Professional Work Experience & Sales Performance2006-2008: Nortel
Regional Account Manager
2008 Objective: $1.2M
Attainment: $1.45M
2007 Objective: $1.2M
Attainment: $1.41M
2006 Objective: $1.2M
Attainment: $1.3M
2008 – 2010: IBM Software Group
InfoSphere Account Manager
2011 Objective: $250K
Attainment: $245K
(Prorated-Left 1H)
2010 Objective: $999K
Attainment: $3.27M
2009 Objective: $999K
Attainment: $1.02M
2008 Objective: $250K
Attainment: $235K(Prorated – Came in 2H)
2011 – 2012: EMC Corporation
Greenplum Sr. Account
Manager
2011 Objective: $1.2M
Attainment: $1.1M
+26% Annual Year-over-Year
Growth
2011 – 2013
IBM Software Group
Business Analytics
Account Manager
2014 Objective: $1.45M
Attainment: $1.46M
2013 Objective: $1.56M
Attainment: $1.47M
2012 Objective: $1.45M
Attainment: $1.63M
4
High-Performance Sales Leadership***Inspire Sales Excellence***
Critical Thinking
& Decision Making
(Key to Success)
Revenue
ProfitabilityCustomer
Satisfaction
How to Lead a
High-Performance
Sales Team
End-to-End Sales Execution
Week #1
Week #2
Week #4
Pipeline Progression
Using the full firepower of your
company
Social Selling
Leveraging Inside Sales
Leveraging Business Partners
Progression with Technical Sales
Software Client Leader,
Commander-in-Chief
Deliverables
Pipeline Plans
Stand & Deliver
Scorecards
Win Plans
Clean Sales
Forecasting
Value Propositions
Call Plan
Executive Summary
Maximize the Deal
Financial Selling
Value Propositions & Call Plan
Client Executive Teaming
Subscription & Support and IBM
Global Finance
Value-Driven Proposals
Legal Things That I Must Know
Opportunity Identification
through Closure
Week #3
Week #5
Week #6
Week #7
Week #8
Negotiation & Close
Opportunity Negotiations
Revenue Recognition & Booking
Negotiations – Special Terms & Conditions
Ensure Customer Satisfaction
One-on-One Coaching
Enterprise License Agreement’s and Legal
Deep Dives
Pipeline Growth
Software Group Strategy
OI/Pipeline/Prospecting
Reference Selling
Operational Excellence
Deal Scorecards & Win Plans
(See Appendix)
Deal Scorecards
& Win Plans
Financial Selling &
Value Propositions
Strategy,
Building
Pipeline &
Scoring
Deals
Mutually Agreed
Upon Business Value
6
Sales Qualification
Metrics• Define business problem solved by software
• What meaningful metrics have been provided to the prospect?
• Have metrics been validated, acknowledged and are being leveraged by a Champion to sell business value internally?
Economic Buyer• Who is the economic buyer?
• Do we have a relationship?
• How are we communicating with the economic buyer?
Decision Criteria• How does the customer make a technical and business decision?
• Have we helped shape the decision criteria?
• Is the contracts group in concert with the decision criteria?
Decision Process• What is the process for finalizing a decision?
• What is the process for funding and purchasing?
• What is the flow for internal requisition and signatures?
Indication of Pain• What compelling, prospect event is governing the decision?
• What specific pain points have we highlighted and resolved with our solution?
• Is the highlighted pain being emphasized appropriately within our metrics?
Champion Identified• Who is the Champion?
• Who are the Sponsors?
• What is the Champion’s history in similar purchase scenarios?
Opportunity Qualification
7
Business vs. IT
What are IT and business leaders worrying about?
What would they like to do and why?
What happens if they aren’t able to accomplish this?
What are the specific business initiatives and desired / quantifiable outcomes?
What are business leaders asking IT to do? Is IT a Cost or Enabler?
Who am I talking to?
How do they fit into the overall organization?
What is the business problem?
How does the business think that they may solve this problem?
Who else is impacted by this problem?
How do they think it can be solved?
By when does the customer need to solve it?
What other options are available to explore?
What happens if the problem(s) aren’t solved?
What unique ideas / vision am I introducing?
Is the customer articulating an approach that mirrors my vision?
What is the business value of my vision? Is it specific/quantified and to whom?
Does it match business initiatives and exceed desired business outcomes?
What steps does the customer need to take to
buy?
Who makes the buying decision and how?
Who else is involved and influencing the decision
criteria and process? Business Partner?
Competition?
What is Sequence of Events to close? (WIN
PLAN)
If we execute and prove value - will the customer agree to sign a mutually agreed upon contract?
What is the process? Do the Executive Sponsor and Economic Buyer agree? (Extreme Qualification & Sponsor letters)
What Help is Needed (Executive Sponsor/Deal Coach, Tech Sales, POC etc)
What happens when they buy?
What needs to happen for the customer to be a reference, provide a testimonial or speak at a conference?
Who will implement the solution? Skills available / required? Education? Support?
What are success criteria, milestones to validate success and timelines?
Who and when will monitor checkpoint and ensure the customer is realizing expected value?
Critical Questions:
IBM’s Software Investment has Shifted to Higher Value Markets
Middleware Platforms that are
helping clients manage
infrastructure, applications and
data
Integrated Industry Solutions that
are applying technology to
transform front-and back-office
processes
Base Middleware
Smarter Planet
Smarter Analytics
Cloud
Mobile
Big Data Security
Social
Software Investment Mix Since 2010
Cloud and
Optimized Workloads Big
DataMobile
EnterpriseSecurity
Intelligence
SmarterAnalytics
Smarter Commerce
Social Business
Smarter Cities
WatsonSolutions
Since 2010, nearly 80%
of acquisition & development
spending has been in High
Value Integrated Solutions
International Business Machines – Market Activity
SPSSAdvanced & Predictive
Analytics Software
OpenPagesGovernance, Risk &
Compliance Software
ClarityFinancial Governance
Software
AlgorithmicsRisk Management
Software
VaricentCompensation & Sales
Performance Management
Software
Star AnalyticsBusiness Analytics
Integration Solutions
Software
CognosBusiness Intelligence
Software
(Acquired Applix – TM1)
Appendix
Michael F. Harris – Resume
30/60/90 Day Plan
Discussion Guide for Business Partner Planning
Sample - One Page Value Proposition
Appendix