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BIG Hunting with Laurent

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TELESALES & LEAD GENERATION Laurent Daudr-Vignier. General Manager EXN Iberia

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The end users opportunities generated come in most cases from the marketing actions initiated based on Your Database Our Telesales (Inside or Outside) The opportunities require channel management LETS TALK BRIEFLY ABOUT IT TeleSales & Lead Generation

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TeleMarketingOpportunitiesSales

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Most of you probably know better than me how you to address your market and care your customers So, I am not going to follow the agenda and the topics that Barrie gave me I just want to share with you what we do, and the initiatives we take TeleSales & Lead Generation

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Agenda (WHAT) You need a good excuse to contact (WHO) The importance of the Database (HOW) Telemarketing Channel Recruitment Closing End User Opportunities

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The Board (Marketing) is taking a lot of initiatives to give you the opportunities to : Access new markets (Drive, Mobility, Datacenter, APTs, CARM, etc.) Recruit new partners (vertical partners such as Samsung or Apple Parners for Mobility, VMWare Parners for Datacenter) Differentiate the Company Demonstrate the Value of a Super VAD Demonstrate that we are UNIQUE (WHAT) You need a good excuse to contact

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BUT (WHO) The importance of the DataBase Sales TeamDifferentiationBusiness PlanMarketing CampaignMarketing TeamTechnologyLower InvestmentSupport & PS

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The worse DataBase (WHO) The importance of the DataBase

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If you dont have a clean and updated database, all the efforts are un-useful No fresh blood No segmentation Wrong contacts, addresses, title You probably have a lot of vCards into your SmartPhone Are there into our SalesForce ? Do you share them with your colleagues ? Nobody like to spend time on SalesForce (me too) as it is boring (WHO) The importance of the DataBase

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So, do it regularly More accurate data leverages our marketing investments Youre the first to take benefits of this Its a permanent effort YOU Enter Datas WE Communicate Its extremely valuable for you and the Company (WHO) The importance of the DataBase

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(HOW) TeleMarketing TELEMARKETING Precall Planning APPOINTMENT SETTING FOLLOW-UP

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Pre-call Planning Objectives Vendors involved Script DB & Filtering Marketing Support: eDMs Social Media On-line Marketing Marketing Materials: brochure, PPT, Sales Guide (HOW) TeleMarketing

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DB MK & TeleSales Calling USE GOOD RESOURCES: modern telephone, speakers, Salesforce Qualify Marketing Leads before trying to reach new Prospects We are a Distributor, not a vendor, do not forget Cross-selling Our sales process is long-term so the goal is Appointment Setting End users for vendors & partners Channel Partners for AMs Salesforce Nurturing Reporting for a Follow-up Plan

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DB MK & TeleSales Follow-up Delivery of documentation Second calls Detection of opportunities Work closely with salespeople to coordinate calendars and set firm dates with prospect

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Channel Recruitment Work in a Channel Analysis before and after your Channel Recruitment Campaigns Regional PlanVendor Plan Unknown Accounts Nominated Accounts STRATEGIC PARTNERS

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Closing End User Opportunities The Final Goal is to get MORE BUSINESS The End User is the KEY Qualify all your leads Show your value and quality in all the steps: Meetings POCs Sales Dont walk alone: develop Business with your vendors and partners Try to close opportunities directly

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Thanks Laurent Daudr-Vignier laurentdv@exclusive-networks.com #laurentdv