Microsoft Partner Center (MPN)

Hello everyone, I felt disconnected and my heartiest apologies, the world has been wonderful since last year and half. Pictures are not always perfect but you have to make it perfect. “Is it something out of the context discussion?”

So I am sure you all are with me and very much awake.

Once upon a time ZZZzzzzzz “no more” 🙂

This is about some learning:
Recently I have noticed everyone…….ok……..hmmm….., some of your organization,….hmmmmm ok…… few of you want to be part of a worlds connected network. What am I talking about?? cool organization i.e. Microsoft “”walllllah””. Really I mean it. I am as well part of that visionary mission Empower Everyone.

So this information is for all those who are already MS Partner and for those who are interested to be MS partner.

Current Microsoft Partners:

All those MS partner enrolled on to MPN older then year; “SHHhhh” Listen Carefully: I know you all are used to your old Microsoft Partner Portal (Legacy). Maaaan, I loved that portal its so sad to see it demise. (But don’t worry we have new funky and cool baby on-boarded).
All of you, old buffs please make sure you login to your portal and migrate to new portal. HOW?? As soon as you are logged in to your portal you will see a message at the top, “Please click here to move your portal to new link”.

Listen my friends you have to do it , you cannot do away with it, this is for your benefit, this portal is single pane with multiple information at a glance. Without this portal you will not be able to register any sales under CSP “AA HA do not ask what is that, ok ok ok ok I hear you, will take another class” 😉

New MS Partners “Welcome Aboard”

Be my guest and welcome on-board to be part of amazing journey of digital transformation.
Its not only about journey, its also about learning and earning.
You will have to use following URL to register your organization on to Microsoft Partner Center
“Helloooooo” Listen very carefully the following, its all about to do list.
Very Important: “YOU WILL NEED YOUR OWN DOMAIN” (was it toooo loud 🙂 . Make sure you have your own company domain based mail ID before your start. Any mail domain with local ISP based such as; @isp.ooo.oo will not do. Now you are ready to on-board, just follow your instinct, default settings, follow procedure and then “tutu-tutu–uuuu”. Please note you have to remember your username and password its very important.

New/Old MS partner with Domain and Email on GODADDY.

You know who is “Daddy” and you say “Go Daddy”, domain, email, webhosting, SSL, what more you need from third party all in all available with Go Daddy.

You know I felt out left out when I was not around, today I felt same with I was trying find a solution for our partners on the error as follows:
Organization registered with Domain and Email (O365) on GoDaddy, unfortunately partners were/are facing issue as follows:
While using (Godaddy based O365) Email registered on Godaddy portal, to register as a Microsoft Partner ON Microsoft Partner Center, customer would come across following Error pop’s up:

“Go Daddy’s Error Message”

Wallah now we have a Terminator “Kabooooooooooooom” (Only for Users with Windows 10 )

Your attention please: Step One mentioned is
— “Start Windows Powershell by hitting Windows-R and Typing “Pwsh”
INSTEAD do the following:
— Press Window Key –> Start Typing “Powershell” this will search for Powershell App –> Right click on ICON and select “Run as Administrator”
Start Executing Commands ……

Walllah this is surprise for all of you. ?

Read my lips and words coming from my fingers 🙂
Please make sure your follow every statement mentioned in solution above to tackle the solution. Every latter, Every Word, Every spaces, and Every signs to be typed as is “YES” as is.

Did you hear me out? Not yet then start from beginning.

Enjoy and you will hear soon for some more funfacts………

Arios, Astalavista, Maasalam Bye C U SOON…:)

Posted in D-Guide Tagged with: Microsoft Partner Center; We cant finish signing you up; Microsoft Signup

Three Pre’s of product sales:

My childhood days, I used to see MR (Medical Representatives), at our family doctor clinic. They used to carry huge bag “it used to be mystery for me, why the hell those people come to my doctor when we need him most and would go ahead of my token number”. Still happens while visiting DOC for my Kids.

(Our unknown Robinhood) 😉  However the surprise was doc would give some of the medicine for free, “AA HA this made me realize, those MR are “Robinhood” distributing medicines for free through our DOC”. Robinhood would preach their product and make sure doc prescribe those as they need to make number and doc made sure we are safe and healthy.

What does it take to be sales person in any organization…… MBA? Bachelors of Sales and Marketing? “Hmm are you sure those are the criteria? Let me see if I am not wrong”. Those degree and certification are just a way to know how this world operates. They would not give you practical knowledge for the products or solutions that you join to organization be a sales person.

What more do you need?

3 Pre’s: Prepare – Preach – Predict!!!

Prepare – “No you do not prepare product 🙂”, prepare yourself to understand product and ingress its features, bright sides and unique terminology,

How: go through product details such as documents or search engines. “Best part” be friendly with technical team in your organization, who breath, eat, sleep, dream about those products. If you have ready presentation GREAT, if not prepare yourself based on the information and technical details from team.

Have your inner ability to be confident about the product you are planning to sell. “Most important; you may need to be bit technical and tactical….no no no not a master, no need”

Have list of information handy, information on how, where this product would give advantage to customer. Tentative costing of the product “yes you heard it right TENTATIVE” best references if any and finally your instinct.

Preach – I had already mentioned in my earlier blog Sales Pitch Part 2 & Part 3 (Once again, do not read your presentation as prepared try and create your own story around presentation. Take your customer through virtual world of your product operations)

Predict – Prediction is most important for any sales person and or product organization. “No you do not have to predict how are you or your organization going to perform in future”. You must predict outcome of Preach. Maybe you call it intuition “you know who are the best breed in this area, any gusses….no not boss, no not your manager, no not even your astrologer. Its your wife or girlfriend gottacha…..prove me wrong on this 😛”. Concluding last three and half minutes of your meeting or presentation and based on queries, question or gesture by customer; will give you moderate prediction, you will have to master this.. “Yes Master it the more you meet the more perfect the prediction”.

Wanted to make more interesting, but both my wife and kids are not around for inspiration hence could not 🙁 .

Positive and Negative electrodes along with earthing do complete a circuit: Any guesses what in business??? Coming soon……

Posted in D-Guide Tagged with: Instinct, Predict, Product Sell, productivity, Sales, Santosh Dave, Sdave

3 Productive Hours A Day

— 3 Productive Hours in a Day —

Hi all this is one of the best tagline I have always wanted to write about. I used to think whether Professional or Personal, “How many hours do I give to be productive?”.

My way of working till 3 years earlier:

I used to be a workaholic 12 to 18 hours a day and was a norm for me to be on work. While back at home used to think about work or with friends always poking into my phone for Emails, Messages, Instant reply to make sure I answer all queries.

I still remember one of my dearest friend/colleague used to scold me, “Why the hell you have to do this way, because of you I am deliberately looked down.” He is one of my best buddy till date, whether we worked long hours or just chatted for long hours those were the days I still miss – “miss those days’ buddy”.

At times, I used to work 48 to 56 hours around the clock, “Once I was referred as a ” Mr. 247″ by one of my Director,”. By the way, was appreciated as well as a dedicated long hour guy, give him anything he will do it. “ 😉 don’t tell my pops, sometimes I used to take those long hours working for late night parties”

Lately I have realized the way I was working for long hours did not only made me just a technical idiot as well lost precious personal moments. Lost creativity, thinking power, (“My wife would ask.. me whether would you leave this job or her, you know later was not possible at all ;( )”.

The thought of tagline came to me since last 4 years. I reviewed all my past professional and personal years, I realized that my productive hours were just 3 hours of the day, mostly those were earlier part of the day.

How does it work???

• When I start a day, I would check all my communications, that would help me to size my day’s routine. I would complete my assessment with 3 hours or my productive work.
• What would I do for rest 5 hours “As per Organization policies”?
• I would start digging into my old conversation, arrange my communication, interact with colleagues, take feedback from team on projects. Interact with vendors.
• Rest of the time would be spent with customers, less of official and more of personal. Exchange of thought process on newer areas. Major part would be travel “Holy Crap | this was one of my most tiresome and waste of time”

Rest of the time??? (Monkey Hours)

Hmm good question, “We are still talking about working time, I know what you are thinking, nothing like that 😉 .” Meet, greet, chit chat. Coffee “Without sugar – nothing sort of health conscious I like it like that way”.

Advice to everyone – [Salutary Warning: Please do not take it seriously 🙂 you are responsible for own action if any]

• Just 3 Hours give it to whatever you do for living, I am sure after 3 hours you would not be able to concentrate. “Example: You are too hungry craving for nice food that would fill in your appetite, when do you think your appetite is demised in just one byte rest of the bytes are just for filling your stomach”.
• 3 Hours of working are serious,; rest are just to fill in office hours, do not hobble or haggle for rest of the hours.
• 3 Hours thought process is like a mega computer calculations, the decisions you make within those hours are always productive, accurate and fruitful.
• 3 Hours of concentrated sales per day is more than enough for you to achieve your targets.
• 3 Hours per day could be distributed starting and end of the day, starting to intrigue for the day and end of the day for next day plan.
• 3 Hours schedule can be changed based on month on month or weekly basis. Based on your schedule or working environment.
• Excuse me my lady this does not apply to your shopping, no….no….no…way I am not in that list.

What next???

Early morning when you wake up, do not ever open your phone/laptop/desktop/mac no means no. Nothing for your professional dedication, “I know what it takes”, Start whatever you want to for your professional at your office or out of home. This also applies while you are on the way to your office or out of home. “I know you all smart ass 😀 ”

Think what you wish for when you reach office, “I am sure you would get at-least 5% of what you wish, [aah no no no no not that, what you thought, I know she is your colleague whether physical or virtual]”.

Risk your gut feeling within those 3 hours and make it happen. “Oh yea I have done that”. Process all your thoughts put it in line to your satisfaction, even if this means defining your task from to do list, hiring or firing (H & F are my favorite part of those 3 hours) and or hone your skills.

Let me know your thoughts….. Pssst listen don’t disclose this to my wife else she will start asking about my late night productivity 😉

Posted in D-Guide Tagged with: Office Hours, Productivety, Santosh Dave

Aware – Accept – Apply (AAA)

Aware – Accept – Apply !!!

Hello Friends and Foes ;), why did I address like this? Ummm Good question. The answer is because of the topic. The topic brings up all friend and foes together, whether you accept or not but this is vicious cycle that you would never want to be fall apart in between. But I am sure many of us never complete this cycle.

Why did I choose this Topic? Simple — I don’t know 🙂 , naaah I was just kidding. Actually since last one year I have been noticing this vicious cycle with or without any reason.

When I started my journey in IT world, I always used to hear from people that you should be aware of your surroundings. You should accept all those awareness as you don’t want to fall prey to your Foes. But you apply those stances only on our friends and not on Foes.

Did you notice I used all those words in on paragraph? The way they are linked to each other if you miss anyone or do not use either one then again you have to start from Aware.

Aware:
It’s a term that imparts information related to questions such as what, why, when, how.
“Have you ever heard from your grandparents, be aware if you do not listen, then boogie man will come and take you away”

As per today’s generation what do you say….. First You create Atmosphere, you identify what do others fear most. This age has completely surrounded us technologically.  Hence every foe becomes our friend and then takes your information or credentials away and your are lost.

Accept:
The answers to the questions in Aware create situation to accept the threats. We are very well informed about consequences in aware, you accept those consequences. Examples: “Don’t take it lightly”, Terms and conditions of any software (There is only 2 buttons Accept or Deny – Agree of Disagree). Did you ever read those agreement or terms & conditions?

Now Personal Example: When Someone I know getting in marriage world, they are aware but still accept and get married. “Done your life is hell”. I did the same I was aware, I accepted it and finally I have to apply everything sustain. “You culprit smiling on my situation”?

Technical Example: We are made aware to change password of all our online or offline access (We are made aware), we are explained reasons (Now we accept).

Oh no Wife again: I tell my wife do not pamper our kid too much (Aware), I give her reason will all possible reason [You don’t want to know those reasons, Sorry “You have to find your own 🙂 ] She accepts those consequences. Now comes the best part.

Apply:
Most of us do not apply: We never change password, we accept terms conditions and conditions but still neglect and do not apply. MY WIFE: She never listens to me so never apply.

The cycle is broken and now again start from Aware – Accept ?? Apply.

Cautious Summary:

Awareness: Always aware of each and every questions you come across.
Acceptance: only when you are through solutions, recommendations and be responsible.
Apply: Apply when you are confident you can take care.

Let me know your thoughts.

 

Posted in D-Guide Tagged with: AAA, Accept, Awareness, Santosh Dave

Insource VS Outsource

Insource VS Outsource:

Hello everyone, its been long time since I wrote something.

Thanks guys appreciate your comments. Its been an year “oops”, “wow cannot believe”. But I had slowed down in writing, multiple reasons.

Today I was outsourcing some of my project, hence the topic came up.

I used to talk to customers about the same subject. I used to have debate and in my knowledge the percentage that I came across were 40/60 respectively. Outsource is booming, there have been big empires being built on Outsourcing.

There are lot of organisation those who don’t understand the value of outsource whether its Top Management or Middle tier Management. “Personally!! it goes with Millennials, they won’t like to spend on outsourcing, they feel as a threat, loss of money, neatness, information etc.”

By the way same goes with my wife’, she does not want to spend on outsourcing house hold chores then BLAST on me. Question to me: What the hell did you for home, I (wife) do kid, food, cleaning, cooking and working (Ohhh). Answer from me: Why don’t we outsource some of our work. Now the best part: I play a part of pigs in Angry birds, getting Blast, Blast and Blast”

Insource: To have candidates insource, we outsource talent Hunt. Finally, overhead on organisation to maintain.

Outsource: To have candidate on board just identify JD and we are done with exact cost we need (Now it depends on what kind of candidate at what cost)

Example: If you can rent a car then why do you need to buy it out?

Renting (Outsourcing) covers everything, maintenance, replacement, Insurance etc. Whereas owning (Insourcing) You have to do it on your own and cannot change until you have cash in hand.

Insource: We cannot have multiple expertise in single candidate (or else you need a Super man)

Outsource: We can have a team or resources (expertise) (Avengers)

Let me tell you secret “My wife does not like either of those super heroes”. So who remains on the ground? That’s me 🙂 so she has to bear with me and do or get limited things done.

Insource: We need to make sure they are well trained and send them for training time to time.

Outsource: It’s the responsibility of outsourcing company to make sure they are updated else they would not survive in market with over heads on their own.

Another Secret: Have you ever seen face of your wife while you are paying for; Car cleaner, Tip to waiter, Donate to an unknown person you feel petty, or one of your friend she knows his attitude of repaying? If you haven’t please do look at her once (SSSSSecretly).

Guys don’t ask your wife this question, if you do so you are responsible to consequences.

Let me know how do you all interpret the subject.

 

 

Posted in D-Guide Tagged with: Insource, Organisation, Outsource, Santosh Dave, Team

Dave Guide: Customer Relationship (Part 2)

 

 

Dave Guide: Customer Relationship (Part 2)

Hello guys and gals, see you thought about me and I am here. 🙂 No !!! oops that means I was away for much longer…… 😉

In my earlier one I spoke about being in touch with your customers, “YES”, you have to keep that process on continues, never fail to be attentive and receptive.

At times you would feel you have had enough, (“Does this mean you stop talking to your wife”, “Hey man if I do this; I am mentally tortured by my wife 🙁 , sssssh please don’t tell my wife”).

So I spoke about meeting customers every now and then in my earlier stint:

Next step is Talk what best you can do or what you love to, talk to customers about technology that are being used as of today. What is best for their organization.

Explore your ideas, design and present them to your customers to be able sell. (Man all this above stuff is to sell). “Sometime I have to sell myself to my kids, just to get away or get something worked out of them ;), you don’t know them literally) “

Q: Have you ever tried to come up with your own Wish List?
A: Yes you did that, but remember that was only for you and only for your near and dear “If you care about them”.

Come up with Customer Wish List:
So When you meet and talk to customer remember to listen to their wish list, if they do not have one make sure you come up with wish list that will benefit them. “My wife creates wish list every time before we move out for shopping, thinking we will spend wisely. But you know what she forgets to carry this wish list with her. Then same old story OOPS FORGOT TO BRING IN WISH LIST, DON’T WORRY I KNOW WHAT I WANT”.  “I do believe her in that, do you think I have any options :(”

Customer and you have to build wish list to make sure you believe in each other.

Make them Happy:
Make sure you make them feel proud, make happy, try to help them in areas they wish to excel. “So I do the same to my wife, whatever she does I make her happy buying what she wishes, this same goes with my son, he is most demanding person in the world without any end to his demands’, Ya I know he is growing”.

Same goes with customer as and how customer grows their demand as well grows, he have to address those demands and make them happy.

Q: How do you feel when you are respected?
A: Its amazing, you feel you hold some position to get respect. My wife always feels she is in commanding position. If I forget to she reminds me!!! naaaw just kidding. Ok which sentence would you believe; only married people would answer correct one.

Respect your customer:
Whether you like it or not, whether your job says to do or not, one thing is for sure that you have to respect your customers. They are the backbone of your professional career, they are the influencer for your output. “As always said Give respect to get back”. Respect is not only to make sure you always listen. But you have to say something that you feel that would help customer’s Organization from crisis/issues.

Yes you come again sorry man couldn’t hear you, Oh ok got it, example of my family on the above. “See let me tell you one thing, examples are plenty, but make sure they don’t reach my family, specially my Wife:

I respect my wife; do you think I have any option? 😉 My kids do respect me, do you think they have any options? 😉 But it doesn’t mean I or they do not do in turn, its always give and take.

So always remember customers are not only one-time family, you have to manage them as your professional family. Customers will always be there when you feel low professionally. Same as family when you are low in personal life they always stand for you.

Summarized points:

Talk to customer:
Come up with customers wish list:
Make your customers happy:
Respect them:

 

Let me know your thoughts…..

Posted in D-Guide Tagged with: Customer Relations, customer wish list, respect customer, Solution Sell

Dave Guide: Customer Relationship (Part 1)

Dave Guide: Customer Relationship (Part 1)

Hi everyone, good day to you all. Ya I know I was away for bit long and this is not good for my friends, 😉 am I right? “Yes”, ok will try not to be late or away.

So let me tell you in advance, Customer Relationship series I am not sure how long it would be. As I go around speaking to customers, vendors, partners, colleagues etc, day in day out I have new discoveries. New Definitions, Reasons, Matrix, Approaches, (“Ok..ok.. I have to talk about myself why do I have to hear from everyone when I want everyone to hear from me”). But how correctly it is said “2 or more minds are better than one”. Now do you all agree?

Any ways lets continue, what does first thing comes in your mind when we speak 2 words “CUSTOMER RELATIONSHIP”, I would say, “how do you want your boss, customer, vendor, partner, colleagues, respond to your calls, your meeting request, your mail response, chat response etc. “Yes who can answer this question?”. Let me put this question in your personal life, (See again I included mine and your family 😉), how do you want your parents, siblings, “WIFE 🙂”, kids, respond to your, questions, requests, (Humble request, to your Wife tantrums, if you have any!! “Holy cow did I say this? 😛 ”).

So from above statement I would conclude, whether it is professional or personal everywhere it applies “CUSTOMER RELATIONSHIP”. Now how many of you agree? “Come on man speak up; your Boss or wife will not ask you why did you say this”, “don’t worry, if they do so let me know I will defend you Yo man”

“Psssssst Shhhhhh but don’t tell my wife that I mentioned her in this blog!!! 🙁

Below mentioned are some of the initial steps you have to start with and go on till you stop dead, but make sure you are drop dead, not limping, “Ya you heard loud and clear do it on and on till you are drop dead.”

“I read somewhere, “Boxer – Mohammed Ali, was asked how many squats do you do in a day, His response was “I start counting when it starts hurting”. So this mean you have to be drop dead.

Energies/Engrave thoughts in people:

I think I have mentioned in my earlier Blog and again I would repeat, Customers are your soul you need to be with them. You are a like mind to you customer, you have to energies/engrave your thoughts within your customer mind. You have to keep feeding, DO NOT STOP, DO NOT LIMP, do it till you are drop dead. You need to make sure you reach to a point where your relationship sails without any turbulence. “Like you do to your Wife (again)”, “why do I always give example of wife? Any gusses? Believe me or not they are the hardest nut shell made customers”. “You do whatever, you cannot WIN UUUUUUUUUUF, [I envy Bachelors]”. But finally you manage the relationship in equilibrium.

Same thing goes with customer as well. You meet them once, you try to build relationship to help them know what we are, what we can do for them, what they can share with us, etc. But finally you have to energies/engrave your thoughts within them. So that you both start thinking, talking, respecting each other in equilibrium.

Meet your customers:

How often do you meet your customers? Whether first time or every time.  Now same question for Married and Bachelors “How many times do you meet your Wife (I know daily, but I am talking in Jolly mood aaha gotchaaaa 🙂), coming back to you, (hello bachelors how often do you meet your girlfriend/s 😀 , TELL…TELL… to make up your and her mood).

You keep asking when, how, where etc, you have to do this continues never stop it. “Yes tell me” (Why do we have to do this). “Good question buddy”.

You need to meet your customer so that you can do the following:

1. So that you can give Excuses, (Fact man not kidding Seriously), (such a way that they start believing. Am I right or not? If you don’t give excuse how the hell will you be able to call back or meet again?
2. So that you meet to start investing in Equilibrium, (You need their support to grow your healthy relationship/business)
3. So that you keep you stakes high to be in touch, then your rivals. (You need to be attentive they do not wander and you lose them “Specially Bachelors” 😀 ) (“By the way this goes to all Married Women as well” hey you stop thinking, don’t ever think of passing this message to my Wife)
4. So that you give respect and you get in turn.

Ok enough for today I will have some more coming on and on.

Don’t worry this time I wont be late anymore.

Let me have your thoughts: I have many more points to discuss will be right back after a short break

TO BE CONTINUED…

Posted in D-Guide Tagged with: Customer Relations, Customer Relationship, Customer Retention, Happy customer

Dave Guide: Product Sell VS Solution Sell:

 

Dave Guide: Product Sell VS Solution Sell:

I have a passion in both areas, I try to learn those from both the areas. Both of them are really important from any IT Service Organisation who wish to be known in the market.

I would define the tile as below:

Product sales is Easy to Sell Then to Say, Solution sales is Easy to Say Then Sell

Let me know how many of you agree. I have worked in both kind of organisations hence I would say the above. By the way “I didn’t mean any and all product in the market”, “Ya please do not misunderstand any an all product, I am talking about Majorly Accepted Technology brands.”

 During my 15 years of working experience I had come across many types of organisations that would like to be in the space of IT Organisation. The quotes do not go that easy as I had mentioned above. It takes lot of efforts to mention the same with my understanding so that you all can relate.

How does the above quote differentiate?

 Product:

1. Organisations with product sales are called as box movers. Their ultimate goal is to sell as much boxes as possible.
2. Those organisations brand does matter.
3. However, the brand is they would like to sell those and look forward to be exclusive partner for those boxes
4. They want their sales people to be well aware about product in and out to make sure they understand more to sell more
5. They try to build channels to make sure they have extended arms across region or global
6. Finally, sales people are robots who would sell those boxes day in and out
7. Technical teams are always on toes as they see lots of boxes moving around
8. They as well are robots, they do what is told, nothing creative. (It depends on organisation what type of team they envisage to be within organisation)

You wont believe they are at their best only if they stick around, they would move around organisations with same sales verticals. They can’t sell solution they cant even envisage to look further to boxes. 😉 Pssst “in case if they would wish to move to IT solution selling organisation they would mess up their gut feeling”. (By the way this is my personal experience).

Solution:

1. Organisations that sell solution are always at the mercy of product organisations (Brands).
2. They have to build solution across brands and present to customers
3. Talking about solution is much easier then implementing.
4. If organisation does not have specialised team for execution then the organisation is as at the mercy of brand principles
5. Sales or Marketing in solution organisation does not see sun rise if they don’t educate themselves
6. Actually for solution oriented company does not need sales or marketing people to sell solution.
7. Those organisations need Techno Sales team; they are the one who develop ideas to sell solutions
8. Before all, Solution based organisations has to excel step by step rather then taking all and everything in one basket

Sales people in Solution organisation can survive in any IT organisation. As they are well aware about their surroundings. They have been working in and around difference products (Brands) have been designing and discussion with customers. They are the best of breeds to understand customer (End Users) requirements.

The most beneficial people in solution based organisation are the technical team. They get a chance to make their hands dirty on any technology. 😉 Pssst, “Head of service or solution should be able to sell any solution they would wish their technical team to work on. Build their solution portfolio but make sure they have excellent technical team to support them”

 By the way in both kind of organisations the team members who benefit a lot are 🙂

Any guesses  🙂 Technical team or so called deployment team. They would survive in any kind of organisations, provided they would like to learn more excel in their stream.
Let me know your thoughts on the above topic what do you all think??

Posted in D-Guide Tagged with: Product Sell, Solution Sell, Technical Team

Dave Guide: Sales Pitch (Talk) – Part 3 (People – Audience)

Dave Guide: Sales Pitch (Talk) – Part 3 (People – Audience)

Hi buddy this is last part of my series Sales Pitch (Talk), I hope you would have gone through earlier parts which I explained. Product and process are 2 stepping stone for you to present yourself to any customer/organisation, who needs your service.

This part will explain why you need to understand People (Audience), they are the final destination for your sales process. The structure of people who you would meet would be something like. Sponsor (CEO, MD, Director), Negotiator (CIO, CTO, IT manager) and Buyer (IT Admin, Technical team). Each level has their own role to play, you cannot talk in the same stance with all 3 audience. You need different Pitch to talk to all.

How do you approach them?

It depends how would you want to take this cycle, from top to bottom or bottom to top. This all depends on relationship you have with those audience within any customer organisation. I know you would not want to come from TOP to BOTTOM, cause they may not give an ear to you.

If you wish to traverse TOP to bottom then you need support from within your organisation, they are the best bet to start conversation or relationship. Let me give a good example that you would understand. “Try this at your own risk :), you wanna get married and are willing to marry anyone girl your parents choice (Arranged Marriage)”. Your parents would start looking for girl and would meet parents or elderly people to match your life partner. “This in my language TOP to Bottom approach”. You would agree if you like the girl and get married.

Bottom to top “In my language is “Love Marriage”, you know this girl from school, collage or in neighbour, she as well knows you. Now its your age to get married you are madly in love with her (IT Administrator). So what do you do, you meet her bother, cousin mom (Negotiator). Finally your target is her Father (Sponsor)”. The easiest and fast way to get married to a girl you already know. (Don’t, don’t please don’t start dreaming its just an example)

 So the sponsor’s are your parents or your in laws, your in laws would ask about your family and your capabilities. If all points are matching then the nuptial is done and you win the girl

Sponsor – (CEO, CFO, MD)

They would like to know who you are and why do they need you technical advice when they already have a team who can guide them within their organisation those are people in level 2 and 3 people. So what best you would do call your superior to discuss how to take this further. Your seniors are the best of breed to explain about your organisation (Your parents).

Sponsor’s does not want to know what technology you are selling, but they would like to know with whom they are trying knots. Whether, is your organisation the best in selling solutions or products. How big is your organisation, How well your organisation is structured, What is the team size to meet their requirements, How do you treat other customer organisation (References), How would you support them in case if issues and emergency or after sales.

If you are confident enough then you should proceed on your own, but make sure you do not talk about technology at all with Top management, “they do not want to hear your jargons or technical abilities”. “Do you remember the process which I explained in part 2”, always have examples, hands and body motions, success stories, these will be your best ammunitions to handle Top management of any of your customer organisation.

Here you have to explain abilities about your family to your in law family, you have to build confidence, to sell yourself.

Negotiator – (CIO, CTO, IT manager)

They are the master negotiator, they are the one who wants everything that is beneficial for their organisation but at the their cost. They understand technology, they know what you are saying is beneficial for them. Still they want to have the technology at the cost which they decide “Dont worry they are the one who has to perform in their organisation and show to their organisation what are they buying and how far they have negotiated”. They are the best whom you can feed information based on the process which I explained in my Part 2.

If you as a sales guy cannot do that, then take a help of Pre-Sales (Example: Your elder brother who will vouch you while you go to see a girl). When will you take the pre-sales?, “Hello pay attention”, when you already have feed the information what your organisation can do for your customer IT needs.

Most important, before you take your Pre-Sales guy, you should have completed the process of understanding customer needs “Precise or one of the product or solution NO LAUNDRY LIST” for which they showed interest to in corporate within their organisation IT.

Buyer – (IT Admin)

“Wow this is your Girl, you had dreamt of”. The IT admin, are always lookout for new and easier way to tackle their IT tasks. They would want you to show them what they are looking for “you have to master this secret recipe, Ingredients I had already explained you in Part 1 and Process in Part 2”.

You will have explain about the solutions in depth, “This is where your Technical-Pre-Sales team will come handy”. The more you listen to them the more you explain, “Using hand gestures”, the more you get involved with them. This will help you to create strong bond with your customer.

Buyers are always technical, do not talk about cost with this audience, they are least bothered about cost. They need technology, your techno sales script will play a huge role. Once sale is done make sure solution is in place as designed and what customer asked for it. No Loop Holes, No Lingering around, No copy & paste, Do not divert from subject.

“Hello listen”, You have to be a good listener, “Finally you are getting married”.

In the above all process you will have to make sure that you always look into eyes and listen to your customer. Top level Audience, if not ready to listen to you make sure you stop, do not ever, ever, ever argue or ask for more time. (This shows how much do you respect them)

Now the last part: Do not ignore this part:
After you have got married, you have to make sure you keep her Happy.
This is called as after sales support, continuous touch, keep calling, keep updating, engraving new Ideas.

Few Bullet Points:

• Be update to date with technology
• Know what your company wants you to sell
• Take One product at a time to sell (Be good at understanding & explaining technology)
• Create loops (Link Technologies that will aid to sell one technology)
• Have your scripts ready (No Laundry List)
• Have technical loops ready to create one picture (Structured mannered Laundry List)
• Design scripts for every audience
• Have your team TOP and Bottom informed & ready when needed
• Technical part make sure your technical team is taking care
• After sales most important (Be in touch with customer forever)

To win deal, you have to win Heart “Same goes in marriage”.

I hope you all enjoyed all my 3 part of Sales Pitch:
Sales is not magic, struggle – Its an Art you have to excel this art if you wanna win it.“Remember be remembered when you are not around”

Enjoy and will be back with something exiting.

If you would wish to know more about any other topics do let me know.

Posted in D-Guide Tagged with: sales management, Sales Pitch, sales techniques

Dave Guide: Sales Pitch (Talk) – Part 2 (Process)

Dave Guide: Sales Pitch (Talk) – Part 2 (Process)

Hi everyone, sorry got delayed in writing part 2, was too busy since last week. So where did I left do you all remember. “Yes you”, “As a sales or marketing representative what should we sell for organisation”. “Correct”. Ok as per my earlier blog “Dave Guide: Sales Pitch (Talk) – Part 1 (Product)”. You should concentrate on one product, this will be your stepping stone.

You need to remember one thing, unless you don’t create your own script no one is going to buy your stories to make  movie.

Step 1 (Loop 1)
How do you create a script?

Imagine you are looking forward to make one movie, now to make this movie what are the basic necessities. A good, fat and juicy story, “make sure you create story on one topic”. This is what any film maker buys.

Now you have to choose one product “Your characters” to create a story for example:

You are going to sell a server, network or security product. How will you make it juicy or lucrative for customer to buy either of those product. Pick either of the product and talk to customer, when you try to explain about the product make sure you are well aware what that product does and what are its USP “Unique Selling Point”. And most important “Pitch”, how do you represent:

Customer says he is interested in server, “now its your turn, the iron is in fire and hot enough to be hit on”. Speak about the brand that you want to sell, “whether customer likes it or not”. Try to feed customer the information that you know and customer does not.

“Please do not underestimate customer” they may know more then you know. Always remember one thing in this process very very important: Don’t keep your arms at rest while you are explaining a customer about technology always keep them in motion, specially finger on desk as a pointers, wave arms across your body (Not too loud please) representing yourself as product and make customer visualise you as a “script narrator”. Keep moving “Explaining”, don’t stop, look at their reaction, you may see customer wants to speak. Please make a note let them open up. Let them ask questions, let them feel they are part of your story.

Step 2 (Loop 2)
What else?

Now that you made your customer comfortable, while you were trying to explain about one product and you allowed customer to speak or ask a question. “Pay attention” he has asked you a question which is not related to the product which you explained. But he has asked you about the application or services that they are going to use on this servers. “Gotcha”, this is where you will start talking about the related service, such as the software that you are going to sell “By the way your company should be selling that software”. Don’t feel sad or disheartened if you don’t sell tell customer you can help then by looking for it “This is how you do is up sell”

Now coming back to application or service you will create another story “this is your side story which is like a flash back”, so now you are entering in another product.

So till step 2 you have created 2 needs for a customer. This is where you script to its semi final destination. “This is where villain takes advantage to pick the girl and run away :)”.

Step 3 (Loop 3)
Hero Time

“Hero Time”, you explained about products, now you try to get into their network. Like wise you try to get more information about their network. Use your gut feeling, such as how are they planning to use this server and application, within or from outside their organisation. Who are going to access this application and how are they going to give access.

There comes the part of security, “Hello are you awake, please remember your laundry list in earlier part”. This is how you manage your laundry list, not by saying what you do but by asking and creating loops (reading interesting script) for a customer.

“Hello, did you keep moving your fingers, arms and a cute smile while you are narrating”, don’t forget this part this is very important. Ok let me say you cant do that, ask for A4 size paper try to create some pictures for customer to understand what you envisage to explain.

By the way this is my way of doing presentation, “To tell you the truth, till date I never followed any corporate presentation, any brochures, any leaflets. I believe in pure action based communication, do you know when you go to circus till the time Joker does not arrive you are always on the edge of your seats. When you see joker you just jump up and down to express your feelings. You have to be joker while you are in front of customer.

Make sure you don’t sound boring while you narrate stories. In between try to give examples, the one like I use while I write my blogs.

Try it, its magic I love to do this. “Just for your information when my wife asks for something I just try to create bigger stories then then one I explain to customer. Just to keep her away from my pocket” Awwwww just kidding !!

Please don’t tell my wife else she will never believe in any of my stories 🙂

Have a happy selling

Will be back with my final part of this series.

To be Continued….

Posted in D-Guide Tagged with: Santosh Dave