6hours Associates BV Overview
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Transcript of 6hours Associates BV Overview
Business Growth Unleashed
Jeroen Kleinhoven
+31 622241190
nl.linkedin.com/in/kleinhoven
Introducing 6hours Associates BV
December 1, 2010
Version 1.1
Visit us Online :
www.6hours.nl
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As a tech provider you can succeed with visionary technology, but you’ll win through an excellent execution in sales.
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Enabling Commercial GrowthIn Benelux & beyond
Providers
Market Entrants Investors
Insight Experience Connection
6hours
Associates
Plan Build
Run
Action
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Opportunity – In articulated and diverse markets it is crucial to understand the opportunities and challenges before providers make an entrance.
Opportunity – In articulated and diverse markets it is crucial to understand the opportunities and challenges before providers make an entrance.
Market – IT budgets in EMEA continue to be under pressure with cost conscious buyers. Through 2013 most segments of enterprise software market will continue to grow. Execution – developing tech solutions is
usually getting more interest and resources then hiring and managing sales professionals
Agile – IT providers need to adjust sales strategies to align new market requirements (proven short term ROI & business growth, client & risk mgt support)
Culture – High performance sales professionals need a competitive environment
stimulating them to excel.
Growth– Sales reps need clear objectives and continuous support and coaching to develop and
grow the business and their selves.
Key Issues for Technology Providersimpacting Business Growth
Span of Control – Growing IT providers lack clear sales management and principles needed to drive to high performance culture.
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Insights You Can’t Get Anywhere Else6hours Ecosystem:Turnkey Services delivered by One Power Team
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Profiling & Talent Management Mindset & Behaviors
“Go-to-Market” Strategy
Sales Organization and High Performance Culture
Account Planning & Relationship Reviews
Prospecting Activities & Campaigns
Skills Development & Training
Win/Loss Analysis Pricing & Negotiation Strategies
Proposal & Deal Reviews
Goal & Success Metrics Setting Franchise Management
Reliable Forecasting Pipeline & Opportunity Management
Ad
vice
– T
ools
- N
etw
ork
– H
ands
- R
esul
ts
People
Process
Performance
Contributing to
Transformation
for
Accelerated
Business Growth
Strategize Plan Execute
Client Relationships Targets Distribution & Channels
Marketing, PR & Communication
Territory Segmentation Analyst Relations
Rewarding & Recognition Individual Performance Development (‘Up or Out’)
Our integrated solutions deliver your business growth
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Varying levels of involvement
Inve
stm
ent
thro
ughp
ut ti
me,
Res
ourc
es, €
Intensity of Support / level of 6hours Commitment
6hours
Opportunity Scan
6hours
On Board
We commit to the results your business prefers
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Solutions to tailor to your objectives
6hours Sales On Fire!
6hours Where is the Money?
6hours ‘Dealing’ with Analysts
6hours Strategic Clients
Engage, Convince and Inspire your team
Re-ignite the spirit in your team!
Focus on can do rather than obstacles
Coaching on Mindset & Team Building
Opportunity, Proposal & Deal Coaching
Prepare & Follow up of prospect meetings
Pragmatic and tailored situational advice.
Get instant business results
Indentify your Market Opportunity
Due diligence on value proposition & key strengths
Competition & Substitutes
Capacity & Capabilities analysis
Channel strategy Territory planning &
optimisation Target client base
Decide with confidence
Working with Research Analyst firms
Industry Analyst firms: – Who is Who?– How do they work?– Myths & strengths– How & who to
approach? Push & Pull techniques Develop an approach
focussed on building valuable relationships.
Leverage Analyst Relationships for growth
Strategic accounts & territory planning
Review key strengths & address key weaknesses
What is your 80:20? Strategic Accounts
approach Smart Pricing &
Negotiation strategies Shorten decision cycles Client Relationship
Reviews Win/Loss analysis Client Panels & CIO
Advisory Board
Achieving short term results through long term relationships
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Solutions to tailor to your objectives – cntd.
6hours High Performing Teams
6hours Enduring Performance
6hours Sales Skills Upgrade
6hoursMarketing on Fire!
Set your team up for success
Define and right size skills, traits & drivers
Values, Standards & Expectations
Build & staff your team– Profiling & Recruiting– Succession Planning– Talent Mgt True culture &
Competitive Spirit
Enhance your team for world class performance
Build a high performance culture
Audit on success factors & obstacles
Clear objectives & metrics for success
Compensation & Recognition
Build mutual Plan to Success
High Activity Planning & Campaigning
Effective & accepted measurement system
Ignite your Business Performance
Upgrade your team’s skills & competencies
Network of (international) trainers with winning methodologies incl.:
– Effective Prospecting– Value Selling– Selling to the CIO– Engaging with
Executives– Writing Winning
Proposals– Interpersonal Skills
Increase productivity through world-class training & coaching
Optimise your marketing communication mix
Review key messages Optimize sales material
& tools Develop Brand Guide Client retention &
Growth programs Building effective Press
& Media Alliances Social Media & Web 2.0
techniques Sales Lead generation
programs
Get more leads out of your marketing efforts
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Our Value Add for Your Growth
Save Me Time• Network of seasoned
professionals• Best practice tools &
templates• Hit-the-ground-running
attitude
Give Me Confidence• Proven track record• Connected internationally• Right Direction, Right Away
Give Me Resources• (temp) Staff Extension• Scalable & Flexible• Sounding Board
Give Me Growth• Focus on results• Experienced Sales Execs• Connected to Top 500 in
Benelux
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6hours Associates:Business Growth Unleashed
Insight Experience Connection Action
Unleash your business growth in Benelux & beyond:
Call now: +31 23 743 2696
or email: [email protected]