Presentation Slides & Additional Resources:
- Presentation Slides: How will your customers buy from you? (Implementation Planning)
- Implementation Worksheet: Weekly Planner
- Implementation Plan: The 7×1 Worksheet
- “What To Do Before an Enterprise-Wide CRM Implementation” by Salesforce.com
- “Tips For a Smooth SaaS Implementation” by Bluenose
- “10 Famous ERP Disasters, Dustups and Disappointments” by ComputerWorld
- “Top 10 pitfalls when implementing Software as a Service” by TechTarget
- The Q Framework – Dives into The Q Framework, and your first assignment designed to push your thinking about your sales process.
- Deep Dive into “What problem are you solving?” – More problems worth solving; Tactical examples and frameworks
- Who are you selling to? – Identifying Target industries, company segments and Buyer Types.
- Why are your customers buying from you? – Value Propositions & Value Statements