Getting your team ready for their first SME sales

Public Channel / Odoo Experience 2016

By Nils Van Oosten - Business Advisor, Odoo

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10. Thank you. #odooexperience EXPERIENCE 2016 Nils van Oosten nvo@odoo.com

2. New members; Guidance 1 Ramp up; Phase by phase Ramp up new ODOO BE direct members 2 3

1. Getting your team ready for their first SME Sales Nils van Oosten • Business adviser, Direct sales BE EXPERIENCE 2016

4. TERRITORY QUALIFY DEMO Quotation SALE TERRITORY = CALLS ● Follow calls ● Introduce your company’s style ● Trial = error with feedback W/L

7. TERRITORY QUALIFY DEMO Quotation SALE No Questions = Quotation ● Clarify content after demo or in a call ● Follow up call ● Explain next - steps ● A no is an open point, back one step W/L

3. 1. Ramp up Guidance ● Methodology ● Product ● Calls ● Sales Mind ● Team Support ● Dedicated in - house Coach → Odoo Philosophy → Demo’s to follow → Industries and countries → Sales pitch and quotation → Une internal knowledge

8. TERRITORY QUALIFY DEMO Quotation SALE Negotiation; Follow different calls/ negotiations. ● Content of the quotation ○ Know the details and T&C ○ Stand behind your details (don’t question them) ● What is your margin / options ○ Don’t show the cards to fast. ○ Learn your new sales to be patient ● Dare to set limits ● Use the points from the Qualification ○ What will Odoo bring / save ○ Express in money - Time their pains W/L

5. TERRITORY QUALIFY DEMO Quotation SALE First step to a smooth sale. ● Who is the customer? Company activity, show interest. ● Business processes to cover; expectations of the solution ● Let the customer talk! ● Learn to ask questions ○ Pain - details in time ○ Budget ○ Decision maker ○ Timing ● Build trust, but don’t talk too much about Odoo ● Make a next appointment (Demo) ● (!) Nobody knows they are new. W/L

6. TERRITORY QUALIFY DEMO Quotation SALE ● Present your company and ODOO ● Prepare! ○ Visit demonstration of colleagues ○ Show the necessary - understand the customer (Qualification) ○ Organize a flow or business case - Structure ● Write down questions & come back. ● Feedback from a senior ● Update ODOO ● End with a next action W/L

9. TERRITORY QUALIFY DEMO Quotation SALE W/L Activity MFI (start 4 April) FRL (start June 1st) Call 3 days 100 in first month 6 days 175 in the first month Demo 8 Days 15 in first month 3 weeks 12 in first month Quote 3 weeks 2 in the first month 3 weeks 2 in the first month Sale 3 months 1 Month New Contracts: 11 4 Numbers of ramp up Sales

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