Sale.after.sale.expanding.clients

Editor's Notes

1. Pro Sebya Companies where I worked Outsourcing Pardon my Russian Every continent Why I am doing this – Ukraine Rulez A little about myself How I got to Technology, How I got to Outsourcing Vancouver
2. Introduce Vlad Slova ponyal smisl ne ulovil
3. Ya iz Drugoj Ameriki (vospriyatie Ameriki sovsem drugoe) Trdoe zashli v bar I zakazali tri rumki po 100 gram vodki Barmen daet im butilku I tri pustie rumki. No ya zhe prosil tree po sto - To, chto ostanetsya, prinesesh nazad.
4. Sale after the sale – you already have a client, what do you do now. You really can’t start at the point when you already have a client. So we’ll be covering a little wider area.
5. I am not a sales guy. I can only tell you what a customer wants Cultural differences “Budem nadeyatsya chot vam skazali net” Net znachit vse, a u nas net znachit “Maybe” Roles – CEO vs others. You can’t sell a car to a woman talking about its engine
6. I am not a sales guy
7. Need to help Lists where executives exchange information. Recommendations. If you don’t expand existing clients you constantly run after new business Good and bad clients – revolving door prevents you from saying no Attracting top talent because you have interesting and stable list of clients
8. This was suppose to be the title of the presentation, but some people thought that I will encourage you to lie. Do you have tea? Do you need tea or just thirsty?
9. Project Based – Defined Scope, Defined Duration, Opportunity to Expand, Possible Change Orders Ongoing – Undefined, Possibility to expand Resource – Body Shop – No control
10. Core technology companies – technical expertise, lots of process Companies that have their IT groups, but technology is not their core – technical expert. Solutions. Some process Non technology company with random projects – technical expertise.
11. Guinness Book of Records Sell a car while raining
12. He lies but it helps
13. Calls, Emails, Personal Contacts Cold Calling, Referrals, Events, Occasional Contacts. Where do you sell? Refer to the book about car sales I am not a sales guy – I don’t sell. I was thinking about doing an excerse how to sell. Conferences – the best, not threatening
14. EPAM Story
15. How many outsourcing companies are in Ukraine How TM was choosing a client. No call backs, no investigations. Only one company called after
16. TM Case – ask me any questions. - Technical, no process. No organization and business. Talk about QA only - not prepared. small of a room. Analyn Handshake.’. Presentation in Word - well prepared but looked like it was a show. EU manager, english, business process. Exp. dealing with clients. Many offices, good presentation.\ Ongoing contact. individual approach. American manager.
17. Raznitsa mezhdu razgovorom I email
18. Know what they want. Do research on linkedin and internet When sending email make it personal Company that raised money
19. Takes 4-7 seconds to decide if an email needs to be trashed
20. Email Discussions
21. Horrible Too long, too detailed. Too much to offer
22. Bad Word QUERY is not an American word
23. Bad It’s a lie. TM doesn’t use SilkTest I already told them no interest in SilkTest, and even told them what we use, but they keep pushing what they have.
24. Bad On and on and on. No point.
25. Bad. Pushes for a day. Very salesy
26. OK Nicely written email All about salesforce.
27. Good Engaging.
28. Cont.
29. EXCELLENT Short, to the point, very non threatening. Invitation for a dialog.
30. Write a sales email Groups of 3. Write an email. Will Discuss.
31. All you know about america is not true No passport for Canada – only 20% have passport Very contious. Very international. Yet very self centered. Not here to tell story about US, but it’s all not true.
32. Names matter. People are afraid to mispronounce your name. Jeff Name Tsutsihvashvili story
33. Should you be a native Russian – mi rugaemsya, obrivaem slova, “R” Day after thanksgiving or superbowl
34. 7 – Verbal 38 – Intonation 55 – Body language
35. Video is best, but don’t push for it. Company security, people shy, technical issues. You are in Hollywood. Your video or audio appearance is a casting call Interview naked
36. You need legal presence in US. Clients want you to be a US company You can work remotely.
37. India – Extremely poor quality but cheap South America – Expensive, good quality, easy time zones, big language barrier Chine – taking over, decent prices, language barrier Eastern Europe – Good, but expensive.
38. Unstable, 3rd world country. Great tallent Security risk Unpredictable Cost Uncertain.
39. Any response can be turned around They didn’t ignore you – you are ahead They say it takes a kid to try food 8 times before they will eat it.
40. It starts when you get any kind of response Sales process is a long process
41. Engineers / Managers / VPs & Executives / CEOs Each person has their goals, objectives and needs Help people solve their problems Give me tools I need
42. You sell differently to Engineers / VP Of ENG / CEO You sell differently based on a project Talk about a difference between TM and Improvity Can’t sell the same way to different companies Account manager of Indian company lived in my office. Wining and dining Lohica story – how they recruited me
43. Come up with a sales pitch for Engineers / VP Of ENG / CEO One for TM one for Improvity
44. Closing of sale Start of a next step Get your foot in the door Lohica Story – Success manager but only till the ramp up is done
45. Price Negotiations Security Concerns Experian story NEVER UKRAINE VPN Access Legal Issues Executive Roadblocks
46. A case where during final negotiations Compliance – security Legal – legal structure, code ownership, liability Finance – budgeting, payment terms
47. Once your deal has been signed. The time is to start selling more and expanded partnership Your job is not done How HCL is not listening, not fixing problems Billing method Why blended rate is not working
48. Communication is the key. Lunch Informal relationship Project manager on Site / off site Sales guy and troubleshooter How you sell without on site presence\ Educate your clients (Starbucks) Go there and spend a week a month and schedule meeting Who do you sell to Dev managers are not buyers
49. HCL leaving – Outsouce going for 3+ years, 15+ people. Client starts another outsource partner in another country.
50. Know where your client is going. (Economy, ups & downs, business development) Technical (show your technical side, show your potential, be a team player) Entertainment. Both here and there.
51. Client asks for a QA team only. They need 4 QA engineers for 2 month month contract.
52. You have a large client. Most of interactions are done by 2-3 people on your side and 1-2 people on the other side. One of your main contacts on the client side leaves the company. All of sudden communications go down, you are not able to get information. You see that the project is dying. What went wrong . How would you prevent it.
53. You receive technical architecture from a client. Your team agrees that there are better ways to solve the issue. What do you do.
54. Become a partner
55. Problem solving
56. Don’t sell partial services, Don’t sell commodity. A QA engineer is a QA Engineer, a JAVA engineer is a Java engineer. But when you solve problems you are irreplaceable.
57. Pardon my Russian Every continent Why I am doing this – Ukraine Rules