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Sell More Outsourcing - Special Interest Group |
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Ken EvansWELCOME MESSAGE Selling outsourcing is tough. And buying it is tough, too. On one hand, you have businesses wanting to outsource to save operating expenses or reduce capital expenditures. They have hiring and turnover issues or need access to specialized skills. Others want to get to a new technology platform faster. And still others want to focus on their core business, mitigate risk, and better manage capacity. At the same time, these same businesses see risks associated with outsourcing. They fear that their customers will be mismanaged, or that customer service quality will suffer. What about their States-bound employees' will they be threatened? Or they're concerned about loss of control, security fears, or losing the ability to in-source should they want to. So this is a tough sale. It's big, complex, and expensive to pursue. There are many buyer constituents, financial and social issues, and significant contractual negotiations. There is frequently a large selling team to manage, in addition to holding off the competition. It's daunting, isn't it? We can help. We established this portal to be a central repository of relevant sales-enablement content and resources. It provides access to articles, white papers, and sales tools. The discussion board provides an opportunity for you to engage with other salespeople who have the same challenges you do selling outsourcing. It's a go-to forum for asking questions and sharing selling experiences, best practices, and emerging trends. My company, Critical Path Strategies, has worked with some of the largest outsourcing companies in the world, helping them develop successful selling organizations. My goal is to make this a one-stop sales effectiveness site that you will visit often because of the value it brings you. Toward this end, I welcome your suggestions, comments, and content. Thank you, and good selling.
Ken Evans, Managing Partner |
On-Demand WebinarsOn-Demand Webinar: Brand as a Sales Accelerator: Leveraging an Underutilized AssetThe business-to-business marketplace is more crowded than ever before. In this age of hyper-competition, buyers are overwhelmed and often times have trouble differentiating one player from another. So when you come to the sales table, what helps you stand out from the pack? Organizations with a strong track record for sales success believe in the power of brand, and how it can bring accelerated sales results. We’ll discuss how your brand can help improve your sales.Did you know that…
Brenna Garratt, Chief Executive Officer, The Delve Group, Inc. Nick Alexander, The Delve Group,Senior Associate Click Here to View On-Demand Webinar and Presentation Slides On-Demand Webinar: Managing Sales Change - Overcoming Leadership, Structure and Process Roadblocks to Sales SuccessThe sales game has changed forever and you will not meet your revenue goals by following the old rules. Buyer's now control the buying cycle and companies must adapt or face the consequences. Not an easy thing to do especially when you consider the impact of high sales turnover, sales processes that no longer align with the buyer, and a sales and marketing team that feel like they are from different planets. Before creating your new sales model you first need to understand what has changed in today's buying process and why tried and true sales practices are no longer effective.Key topics include:
Expert Speakers: On-Demand Webinar: The 3 Ways Lead Nurturing Generates Demand (and Why Sales Loves It) - A Panel DiscussionLearn the top 3 ways lead nurturing generates demand and sales opportunities:
Expert Speakers: On-Demand Webinar: How RunE2E Increased Their Sales Pipeline by 20% with Lead NurturingLearn How RunE2E:
Expert Speakers: On-Demand Webinar: Growing Your Business In A Near Shore Destination By a Lead Generation CampaignThe webinar's content will be based on the following:
Featured Expert Speakers: On-Demand Webinar: Branding? ENOUGH ALREADY - I need sales!View this webinar to learn about:Most businesses have a strong e-commerce presence and marketing plan. In today's economy, leveraging these to maximize sales and revenue is critical. Explore concepts and real life examples that have produced increased sales results and revenue generating customer interactions from current ecommerce initiatives. This is not about how to build a better presence for your brand, or get more "Likes"; instead the focus is on the bottom line - Revenue Generation! These ideas can be used within most existing organizational structures, plus we will discuss how leveraging an outsourcing partner, can even further increase results and decrease costs. Join this webinar to discover:
Featured Expert Speakers: On-Demand Webinar: 5 Tactics to Maximize Profits with Lead NurturingView this webinar to learn about:
Hosted by: Lisa Cramer, President of LeadLife Solutions On-Demand Webinar: Five Reasons Outsourcing Providers Lose BidsOutsourcing deals are won or lost on seemingly insignificant details. Competition is fierce, with no room for error.So what causes a client to choose one vendor over another? What's the difference between the winning bid and the close second? This interactive web-based discussion will examine five common reasons that cause outsourcers to lose business, and focus on specific steps providers can take to avoid these mistakes and develop a winning strategy.
The discussion is led by Tom Young, a Partner at ISG, a leading global research and consulting firm. ISG advises on over 25% of the global sourcing market's TCV awarded. Momentum TM. research services from ISG cover all aspects of IT and business process outsourcing. Offerings are aligned with the ways service providers go to market <97> by vertical industry, geographic market and service line <97> and uncover, document and interpret what is driving sourcing activity in each.
Sponsored by: ISG On-Demand Webinar: Five Reasons Outsourcing Providers Lose BidsOutsourcing deals are won or lost on seemingly insignificant details. Competition is fierce, with no room for error.So what causes a client to choose one vendor over another? What's the difference between the winning bid and the close second? This interactive web-based discussion examines five common reasons that cause outsourcers to lose business, and focuses on specific steps providers can take to avoid these mistakes and develop a winning strategy.
This discussion is led by Tom Young, a Partner at ISG, a leading global research and consulting firm. ISG advises on over 25% of the global sourcing market's TCV awarded. Momentum<99> research services from ISG covers all aspects of IT and business process outsourcing. Offerings are aligned with the ways service providers go to market - by vertical industry, geographic market and service line - and uncover, document and interpret what is driving sourcing activity in each.
Expert Speakers:
Sponsored by: Information Services Group - ISG On-Demand Webinar: Winning in IT Outsourcing: Maximizing Procurement during the Sales Cycle to enhance Revenue OpportunitiesAt HP, they build innovation into everything they do, from technology to business services, to help their clients solve their most important business issues. Global Procurement harnesses the power of collaboration with their suppliers to deliver market-leading innovation and competitiveness and aligns closely with the HP Services Business to support the customers' requirements.
Featured Speaker: Jill Zunshine tells the story of Hewlett-Packard Global Procurement organization's role in revenue enablement, improving operating margin and delivering best in class enterprise wide programs to HP Businesses, Employees and Customers. She shares the Global Procurement Value Proposition and highlights the role the Regional Business Partners play in supporting the Enterprise Services and Technology Services sales cycle and delivery model. Key takeaways:
Sponsored by: The Outsourcing Institute Featured ContentIt's all about the Mix and the MetricsAn interview with Robert Barclay , Global Head - Marketing and Communications for BPO, Capgemini, Inc.
How would you describe your target audience ?
With a rich portfolio of offerings and value propositions, our target audience spans the C-Suites of Operations, Finance, Procurement, and Compliance. Additionally, we see Line of Business owners who are looking to improve customer management processes, use Big Data to improve business results, or overall streamlining of the financial function on both side of the balance sheet. Overall, our audience encompasses sophisticated, experienced, savvy business people who are well educated and who complete extensive research before engaging. The reality is that with such a complex group, each client is well within its own universe. Each has its own challenges, own distinct terminology, separate stakeholders, varied associations and so on. Add to that the complexity of vertical industry specialization, and it quickly becomes a very intricate matrix. In today's market place we simply cannot afford to lump our target audience together. We must treat each member individually. We must tailor our message to each specifically so that it arrives at the right time, in the right place, and it is relevant to that particular audience. Outsourcing Institute 3x1 - 3 Questions - 1 ExpertExpert: Ruben Melendez
Topic: Value Creation and Risk of Outsourcing
Ruben Melendez co-chaired the Columbus, OH Roadshow on November 9, 2011. Following is an interview that relates to some of the topics that were covered at the Roadshow. Ruben is a Subject-matter expert in Enterprise Value Creation (EVC). He is Founder and President of Glomark-Governan, a company dedicated to assist technology and service providers in measuring and communicating the economic value of new projects, initiatives and investments in technology and services, including Outsourcing. Over the last twenty years Ruben has assisted many corporations and institutions in assessing the strategic, operational and economic value and risk of new projects. Closing the Sale—No Pressure Necessary!This article by Critical Path Strategies principal Elaine Schmitt examines how, by professionally and collaboratively leading their customer through the selling process, successful salespeople often find that closing the sale becomes a very natural part of selling. New Wave in Relationship SellingThis whitepaper by CSO Insights explores how your position in the market can impact your win rate and how you can provide your sales teams with the business intelligence they need to sell effectively and close more deals sooner. SNAP SellingI (Ken Evans) recently heard Jill Konrath speak at a sales enablement forum. You may know Jill as the author of Selling to Big Companies. She has written another book called SNAP Selling, which I think you’ll want to read. Here’s an excerpt. Lessons Learned in Sales EnablementIf you asked each member of your sales team the following questions: What problem does your company solve? What is the value that your company provides? How does your company differentiate? Would their responses be clear, consistent, and compelling? In this white paper titled Lessons Learned in Sales Enablement, the SAVO Group summarizes 10 key lessons for organizations committed to enabling their sales organizations to clearly articulate the value and differentiation of their solutions. Sales Management 2.0Much of the focus over the last couple of years has been on what increases sales rep effectiveness. While this is certainly part of the equation, sales management has to step up their game as well. The CSO Insights’ e-book, Optimizing Sales Performance 2010 - Volume 3, features interviews with sales leaders who share their thoughts on everything from concepts that are key to optimizing sales leadership performance to sales effectiveness in turbulent times.
CSO Insights’ Jim Dickie also examines some key findings from this year’s Sales Management Optimization study. It turns out management knows what to do; they’re just having a hard time doing it. The bottom line is we need to turn how we sell into the same kind of advantage as what we sell. Closing Really Big DealsAnyone who has been involved in selling or buying products and services for a number of years has witnessed or been a part of a major acquisition decision. Whether the major acquisition is driven by the buyer or by the seller, getting to agreement is a fascinating series of events. 'Really Big Deals' are distinguished by two factors: The Seller and the Buyer. For the Seller, the acquisition of the solution is critical to their business success. The 'deal' should have the possibility of launching a higher level of buyer-seller relationships because of its impact. For the Buyer, the acquisition is large in terms of either financial outlay or strategic importance, such as having a major impact on future business or expansion of product or market beyond the targeted client. The Clear-Cut Advantages of Standardizing the Selling ProcessAny high-growth business strategy must begin with a consistent and disciplined sales process that is easily understood across the sales organization. Salespeople and their managers need to use the same vocabulary, and view selling opportunities as having sequential stages that must be completed before a suspect becomes a prospect, and a prospect becomes a customer. Following a consistent process reduces the anxiety and uncertainty common among both salespeople and sales managers because everyone knows what is expected and needed for every sales pursuit. Having definite requirements and policies on when and how to give a demonstration, prepare a proposal, or send a sample helps the sales force proactively control the sales process versus simply reacting to requests from potentially unqualified prospects. Better preparation, deeper research, and clearer goals for each stage of the selling process will result in a more effective sales team and better business results. Why Do I Need a Business Case?Salespeople who can illustrate the value they create and its expected financial impact to their customer's bottom line are better prepared to sell the right solution, and propose a pricing structure that is win-win for both firms. Blog |
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