1. Sales Tool
1.1. Elevator Pitch
1.2. Presentation Corp Pres
1.3. ShowCase
1.4. Fit Evaluation
1.5. NDA
1.6. PM's evaluation
1.7. Discovery
1.8. Need analys Pres.
1.9. Proposal in PPT
1.10. Proposal Legal
1.11. Close
1.12. Carnet de charge
1.13. SLA
1.14. Account Op's passation
1.15. Repeat and other opportinities
2. Competitors
2.1. Services
2.2. Products
2.2.1. Ascentium - Cactus
2.2.2. Hybris - iCongo
2.2.3. Demandware
2.2.4. IBM Websphere Commerce
2.2.5. Oracle -Endeca
2.2.6. GSI Commerce
2.2.7. Crossview
2.2.8. BluePort Commerce
3. Product and Services
3.1. MS services
3.1.1. BizCommerce
3.1.2. sharepoint
3.1.3. fast
3.1.4. Endeca
3.2. Overture
4. Training
4.1. Rainmakers
4.2. Sales is an art
4.3. Time
4.4. Phone RV
4.5. Probing
4.6. Fell felt found
4.7. SM Media eReputation
5. Uniqueness
5.1. Our differentiator
5.1.1. Ockestra magic quadran
5.2. Our leading advantages
5.2.1. Our Methodology (Agile + WaterFall) 20%, aside
6. Sales Focus
6.1. VAR
6.1.1. Microsoft
6.1.2. EPiServer
6.1.3. Agencies
6.1.3.1. Tink
6.1.3.2. William
6.1.3.3. Diesel
6.1.3.4. Publicis
6.1.3.5. Adviso
6.2. Direct
6.2.1. Go after iCongo and Ascentium customers
6.2.2. Voir Tip Top + Tristan + CH de Montreal + Papa Johns
6.2.2.1. Beyond the rack EDC Stapple
6.2.3. Some retailers
6.3. Biz Case + Need to have + Trophees Testamonial
6.4. Total 17 deals for 250K avrg each
7. Motivation
7.1. OffSite
7.2. Resto
8. TradeShows
8.1. eCommerce
8.1.1. WPC2012
8.1.2. Retail
8.1.2.1. eTailCanada
9. dBase to focus on
9.1. Top 500 most speak to
9.2. Top chosen verticals
9.2.1. Retail
10. Sales Process
10.1. dBase
10.2. Get info on clients
10.2.1. Site
10.2.2. Press Release
10.2.3. LinkedIn
10.2.4. Builtwith
10.3. Call - PRV
10.4. PPT intro
10.4.1. NetMeeting
10.4.1.1. confirmation to go to next step t explore
10.5. NDA
10.6. Discovery
10.7. 24 to 48 month commit relationship
10.8. Discorver Priorities
10.9. Bridge CMO and CIO
10.10. eCommerce Evolution
11. Sales Focus 1
11.1. 20%
11.1.1. B2B Portal
11.1.2. Search
11.1.2.1. FAST
11.1.2.2. FSIS
11.1.2.3. Endeca SAAS
11.1.3. SharePoint - Internal
11.2. 80%
11.2.1. B2C eCommerce
11.2.2. B2B ecommerce
12. 2012 Quarter focus
12.1. Q2-Q3
12.1.1. Canadian Top Retailer
12.1.1.1. $50-150$ sales = EPiServer
12.1.1.2. 500M + = Overture
12.2. Q4
13. Get Trust
13.1. Together Not a Treath
13.1.1. More Money
13.1.2. More sucess
13.1.3. IT Business Pro's - Rainmakers
13.1.4. Rainmakers
13.1.5. Its just a game
14. Sales Report
14.1. Weekly
14.2. CEO'S track
14.3. Top 25 accounts
14.4. Hot next 2 weeks close
14.5. Sales calls log in Dynamics
15. Sales Budgets
15.1. $8M
15.1.1. $6M eCommerce
15.1.2. $2M S/P int / B2B Portal / SEARCH
15.2. 12 x $250k
15.3. 25 calls semaines
16. Sales Reps
16.1. Farming - Nurture
16.1.1. Bernard
16.1.2. Tbd Account Manager
16.2. BizDev
16.2.1. Max
16.2.2. Tbd
17. 101 Traning
17.1. Ressource to use
17.1.1. last 25 PPT pitched
17.2. Product and Services
18. Attitude
18.1. Effect on Water
18.2. Perception of sales
18.3. Rainmaker
19. Introduction
19.1. via Louis
19.2. Not a treath
19.2.1. out of 150
19.3. Context for Orckestra
19.3.1. .net commerce platform
19.3.2. Omnichannel platform eCommerce
20. Q2 Focus on Market - Canada eComerce next step Omnichannel
20.1. dBAse focus canadian retailers
20.1.1. Upsell existing client on beyond de Shoppoing cart
20.1.2. BD Sharepoint ListCustomer Bernard
20.1.3. MAx Internet Ratai and Next 500
20.2. Elevator pitch
20.3. 5 slide PPT
20.4. NDA
20.5. Discorevry
20.6. Project tbd
21. Sales migratin process
21.1. My role
21.2. Train the rainmaker attitude
21.3. Have Fun
21.4. New expectations
21.5. Get a comitment to at least try
21.6. Tools
21.7. Let's do this together
21.8. Why ! 80% 20%
22. Sales Meetings
22.1. On project evolutons
22.2. on Revenue
22.2.1. Upsell
22.2.2. On suspects
22.2.3. Whats' HOT
22.2.4. On sales process
23. Change management
23.1. What are there fears
23.2. Work with them
23.3. Break the sales paradygm
23.4. Excite them to be top guns
23.5. Get their commit to at least try it out!
23.6. It's just a game
24. Rencontrer Partners
24.1. Microsoft
24.2. EpiServer
24.3. Endeca
25. eTail Canada
25.1. Elev Pitch
25.2. PPT intro
25.2.1. Demo
25.2.2. Testemonial
25.2.3. Case Studies