What will our signature be?
Your Business Unit
Technology Americas Business Partners
Services Personal Systems EMEA
Signature Selling Method
IBM
Servers Asia Pacific
ers Oth
IBM
SSM helps you create value by bridging from the buying to the selling steps
Typical Customer Buying Process
Evaluate Business Environment Develop Business Strategy & Initiatives Recognize Need Evaluate Options Select Solution Option Resolve Concerns & Decide Implement Solution & Evaluate Success
Part 2: What is SSM Really? The Elements of SSM Verifiable Outcomes and Sell Cycles A Step-by-Step Walkthrough IBM Management System Linkages Putting It All Together
Our Customers
The buyer process is changing with line of business executives playing an increasing role. Customers now expect more from us and faster than ever before.
Let's take a closer look at what SSM really is
How do customers tend to buy? How can we focus our activities on the right deal, the right people, and the right issues? How will we know when the customer is ready to move forward with us? How can we sell faster and increase our value to the customer? How can we use what we've learned to execute more effectively next time?
Articulate IBM Capabilities & Qualify Opportunity
Develop Solution with Customer
Close the Sale
Monitor Implem. & Ensure Expectations are Met
Proven and effective sales aids will bring SSM alive for you and your customers
Buying Process
S elling Process
Verifiable Outcomes
S Aids ales
Management S ystem
The ability to add value at every step is fundamental
Typical Customer Buying Process
Differentiate yourself and your team in the ways you create customer value Engage TeamIBM effectively to rally around the customer's needs Sell with speed
The Spirit and Essence of SSM How SSM was Developed The SSM Steps Sales Aids to Bring SSM Alive IBM's Commitment to SSM
The spirit and essence of SSM can be characterized in a few key words Customer Value
Thought-Leadership
Teamwork
Common Language
Results
Speed
Coaching Discipline Winning
Customers tend to buy in predictable ways
Typical Customer Buying Process
Understand my business and IT environment Develop plans linked to my business initiatives Work with me to establish my buying vision Articulate capabilities clearly Develop the solution with me Help to resolve my concerns and decide Monitor the solution and ensure my expectations are met
The world is changing around us...
Our Industry
The e-business explosion is changing the shape of business and information technology.
Our Competitors
Our competitors are reorienting themselves to go after the e-business market space.
Resolve Concerns & Decide
Implement Solution & Evaluate Success
Monitor Implem. & Ensure Expectations are Met
Signature Selling Process
Understand Customer Business & IT Environment Establish Buying Vision with Customer Articulate IBM Capabilities & Qualify Opportunity Develop Solution with Customer Close the Sale
We gauge the progress of our opportunities from the customer's point of view...
Signature Selling Method (SSM) Fundamentals
Established as IBM's Signature
November, 2001
Note: This presentation contains speaker notes.
Agenda Part 1: Why SSM ? Part 2: What is SSM Really? Part 3: SSM and the Signature Sales Leadership Part 4: What's available to help me learn and implement it?
Signature Selling Method
Understand Customer Business & IT Environment Develop Plans Linked to Customer Bus Initiatives
Establish Buying Vision with Customer
Industries Software Financing
I
Our challenges are no secret...
We don't always focus on the best solution for the customer TeamIBM? What TeamIBM? We expect a lot from each other, but roles and responsibilities are unclear We don't speak the same language internally We put time, money and resources into unqualified opportunities
Sales Aids for customer interactions call planning selling strategies managing progress
With SSM, your customers will choose you and TeamIBM because you will...
If our customers could buy IBM products and services from anyone, would they choose us?
Who will add value beyond just the products and services they sell?