The Best Networking Strategies for Software Sales Executives Ray Giannone Please email your filled in PowerPoint to [email protected]by 12:00 EST (9:00 AM PST) at least two full business days prior to the scheduled webinar time. No changes are to be made after this point as we will be sending it to attendees the night before your webinar (we will format the PowerPoint on our end and remove anything that should not be in it). Your presentation should last about 60 minutes (the longer the better) and there may be a few questions at the end based on attendee responses. Please note that marketing has already been done for the webinar and it is a live event so the date/time can not be changed at this point. Please add graphics and web screen shots when possible to improve look and feel of PowerPoint. Thank you!
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Transcript
The Best Networking Strategies for Software Sales Executives
Ray Giannone
Please email your filled in PowerPoint to [email protected] by 12:00 EST (9:00 AM PST) at least two full business days prior to the scheduled webinar time. No changes are to be made after this point as we will be sending it to attendees the night before your webinar (we will format the PowerPoint on our end and remove anything that should not be in it). Your presentation should last about 60 minutes (the longer the better) and there may be a few questions at the end based on attendee responses. Please note that marketing has already been done for the webinar and it is a live event so the date/time can not be changed at this point. Please add graphics and web screen shots when possible to improve look and feel of PowerPoint. Thank you!
Ray Giannone, Principal Sales Executive, Appregatta Technologies
• I have closed over $30 million dollars in software and services using the techniques I will discuss. I have done that at Oracle, Baan, a SAP reseller and start up companies.
• Sold to both F100 and the small and medium market place.
• Closed business at the “C” level in the US and Europe.
• The solutions I have sold changed and shaped the strategic posture of of my client firms netting millions of dollars of payback for their users.
• My experience is with Tier 1 ERP and Enterprise software and services.
• Courses taken include: Miller-Heiman Sales, Target Account Selling, Consultative Selling, Xerox Sales Training, Solutions Sales Course, Oracle MBA Sales School Sales training
Slide 2
Overview Ways to fill the sales funnel. Cold call. Go to trade show.
Call old customers to buy some more. Ahhh….. maybe I should try that networking!!
• We Just don’t do it, network. We miss sales
• We don’t do enough of it, network and we miss sales
• We don’t do it well, network and we miss sales
Slide 3
Networking Strategies for Software Sales ExecutivesRay Giannone
Networking StrategiesBuddy, can you spare a prospect?
• You better know what you want to say when you get in front of Big Ed when your pal got you in front of him.
• The classic networker asks of a trusted friend or customer to introduce them to there target suspect on the grounds that you have something of value to tell that person as you did with your friend or customer with a commitment to return the favor in the future.
• The classic networker gets the sales appointment by the cloak of I am doing my homework and I need to know about your industry. Boy do you think they are dumb!!!
• Now that we got that out of the way what are you hear to sell me.
Slide 7
Networking Strategies for Software Sales ExecutivesRay Giannone
Networking StrategiesI would like to find the stockbroker who did not call me when
Apple was at $60 a share……
• You have something of value to say and sell, however, do you really know the business issues your product address's. How does your product fortify or compliment the business strategy of your client.
• With that said it is great to be persistent and it is even better to be persistent with people you want to buy
Slide 8
Networking Strategies for Software Sales ExecutivesRay Giannone
Networking Strategies• But I get immediate feedback from cold calling even if it is no. I got two
orders today …get out and stay out.
• Sales people do not like investment marketing they are not paid for it.
• How much great product is on the shelf because management will not take the time to back a strategy to take the time to sell the product.
• I am to busy doing_______, to actually get out and network. Fill in the blank but it is usually is doing other peoples work and not having a plan for yourself.
Slide 9
Networking Strategies for Software Sales ExecutivesRay Giannone
Building Professional Relationships• The guys and gals who keep there jobs and excel in this
economic know how to build professional relationships.
• OUTSIDE ..CUSTOMER FACING AND INSIDE
• How can you fire Walter, he has been in contact with every suspect in his territory.
• Most think of building relationships just to get in front on a prospect but you must do the same in your sales cycle internally. You are competing for resources.
Slide 15
Networking Strategies for Software Sales ExecutivesRay Giannone
Case Studies• List at least three case studies of situations where a Software Sales
Executive employed one or more of the strategies you discussed earlier on Building Professional Relationships and how it helped them professionally. We have listed space for three case studies, but the more you can go over the better as this is an important part of the seminar. If you would prefer to put each case study on a new slide, feel free to do so and we can take care of formatting on our end (recommended).
• Case Study # 1 -Mike E
• Case Study # 2 -John H the career consultant
• Case Study # 3 -How I turned a sales support job into a $17.3 million dollar company
Slide 20
Networking Strategies for Software Sales ExecutivesRay Giannone
• Point 1 Join a industry trade group and or association and participate
• Point 2 Get on Linkedin and have a compelling and active profile. Participate
• Point 3 Know the value of what you are selling, buy a insurance policy and do your home work.
• PLEASE CONTACT ME [email protected] THANK YOU FOR YOUR TIME AND ATTENTION. I HOPE YOU HAVE BEEN ENFORMED AND THAT I HAVE MADE A POSITIVE IMPACT ON YOUR SALES STYLE AND NETWORKING ABILITY
Slide 19
Networking Strategies for Software Sales ExecutivesRay Giannone
Additional Documents• Please email this finished PowerPoint and supplemental
documents to [email protected] before your call to give the presentation. Please make sure to try and also include any additional supplemental documents (checklists, brainstorming questions, word document templates, excel models, etc.) that can be included with your webinar.
• If the files are too large to send through your email server, let us know and you can use our large-file email service at www.yousendit.com.
Networking Strategies for Software Sales ExecutivesRay Giannone