January 12, 2019

Sales Success Plan

Daniel Kennison

Daniel Kennison
Area Vice President Sales/Aerohive

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5 - Pillars of Sales Success

  1. Goal setting and planning
  2. Channel Development
  3. Pipeline Development
  4. Customer Advocacy
  5. Teamwork & Leveraging Resources

Goals and Planning

  • Quarterly business plan - Check the plan
  • Identify your Events
  • Identify your best targets
  • Have a plan for your channel (Scorecard)
  • Pipeline development (3x-5X Goal)
  • Measure your success

Channel Development

  • Monthly on-site meeting with top 5 VARs – product updates, success stories, account mapping, inside sales campaigns, event planning, training
  • Quarterly partner webcast – rotating topics
  • Channel survival kit – survival guide, key documentation, call scripts, email templates
  • Prospecting for new VARs to cover the entire territory
  • SE mentorship
  • Feed your channel – Leads
  • Field marketing events with the channel to fill the funnel
  • Use the ScoreCard!!!

Pipeline Development

  • Pipeline drives the business
  • Surgical opportunity development to target accounts using E-staff, Board relationships, Linkedin, highly targeted communication, partner account mapping
  • Targeted email campaigns
  • Partner call campaigns
  • Tradeshows
  • Lunch and Learns
  • Regional training events
  • Leverage Ecosystem Partners 

Customer Advocacy

  • Key accounts quarterly meetings – product updates/roadmap, product feedback, future sales opportunity, training
  • Customer group events
  • Lunch and Learns hosted at the customer site
  • Customer guest speaker at a hosted event
  • Press releases and case studies
  • Encourage customers to join the forum
  • Reference Calls

Teamwork & Leveraging Resources 

  • Weekly status calls to review accounts with SE, ITM, ODR
  • Teaming with channel sales reps in the field
  • Partner SE mentorship
  • Working with support & SE to ensure perfect rollouts
  • Leveraging executive resources for relationship alignment and business development.
  • Leverage channel marketing
  • Leverage field marketing
  • Leverage marketing’s demand generation engine 

Comments? You can contact me directly via my AdvisoryCloud profile.

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