services from anyone, they choose us?
Who will add value beyond just the products and services they sell?
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
What will our signature be?
Your Business Unit
Technology
Business Partners
Americas
Services
Personal Systems
EMEA
IBM
Signature
Selling
Method
Servers Asia Pacific
We don't speak the same language internally
We put time, money and resources into unqualified opportunities
We need to establish some common goals
Create customer value in every interaction Build and leverage the synergy of TeamIBM Improve our win rate and shorten the length of the selling cycle
Recognize Need
Evaluate Options
Select Solution Option
Resolve Concerns & Decide
Implement Solution & Evaluate Success
If our customers could buy IBM products and
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
Speed
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
Value
Thought-Leadership
Teamwork
Results
Speed
Discipline
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.
SSM as a method is a proven approach supported by common language, tools and training
Common Language Sales Aids Training
So let's get started with...the SSM Journey
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
Signature Selling Method (SSM)
Fundamentals
Established as IBM's Signature
November, 2001 Note: This presentation contains speaker notes.
Agenda
Part 1: Why SSM ?
Customer
Value
Thought-Leadership
The spirit and essence of SSM can be characterized in a few key words
Customer
Common Language
Value
Thought-Leadership
Teamwork
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.
Coaching Winning
Customers tend to buy in predictable ways
Typical Customer Buying Process
Evaluate Business Environment
Develop Business Strategy & Initiatives
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?
The world is changing around us...