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s a m e t im eAn d sh ould b e ref lect ed i n t ern ally b y :Sel l C y c le u pdateOpp or tu ni ty p la n u pd a t eUpd at ed W in O dd s i n O MN ot es o r O MS Y SW h e n t h e cust o me r is : E v a lua ting the B u s in es s Env i ron m entRe lat io ns hip Re psle a d th e s e a c ti vit ies:Re se arc h t he Cu stom er’ s ind u s t ry , c o mp e tito rs a nd bu si n ess d irec t io nUn d e r stan d t h e Cu s t o me r ’ s t e c h no lo g y an d fin a n c in g p ref e r e nce sCr e at e r e la t ion shi p a nd c o verag e s t r a t eg ie sDe ve lo p t ho u gh t l ea de rs h ip s t r a t eg ie s f o r T e am IB MPrioritize a mo n g e xistin g I BM o pp o r t u ni tie sW e w il l b e successf u l w h e n w e achie ve t h is outc om e :C us t om er an d T ea m IBM ag r ee ment to th e val ue of a r e lat ion sh i pW h ic h can be v e rified by :Cu stom er revi e w o f Ac co un t Pla n, T e r r i to ry Pla n o r Pa r t n e r Pla nCu stom er Se t/M et d is cu s si o n a n d Se t / Me t a ct i on pl an ex e cutio nCu stom er’ s B usin e s s In itia t iv es m a p pe d t o IB M p r io r itie sKe y c u st o m er a n d I BM pla y e r s e ng a ge d in mu ni c a t io nsT h o ug h t le ad e r shi p f o c u s a r e a s m ut u al ly id en t ifie dAn d sho u ld b e re fl e ctedinte rn a ll y by :Acc ou n t Pl an an d te a m mu ni c a t io ns estab li s h edAcc ou n t Opp o r t un ity P ortfo lio prio r itize dEx e cutio n o f r e la t ion shi p a nd c o verag e s t r a t eg ie sSe t / Me t a ct i on pl an do cum en t e d U n der s ta nd th e Custom er’ s B u s ine s s amp。s point of view...the c ustom er39。 Qu a l ify O pp o r t u n it yD ev elop Solu t ion w it h Cu st o m erCl o se t he SaleSigna tu re S elling P roce ssM o nito r Im pl em . amp。 D ecideT yp ic a l C ust o me r Bu ying P ro c es sU nde r s t a nd Cu st om e r B us ine ss amp。Ini tia tiv esRec o gn i z eN eedEv al u a t eOp t i o nsSel ectSo l u tio nOp t i o nI m p l em en tSo l u tio n amp。 s t a k e a c lo s e r l o o k a t w h a t S S M re a l ly isH ow c a n we s e ll fa s te r an d i nc r e a s e our v al ue to th e c u s tom e r ?B u y i n g P r o c e s sB u y i n g P r o c e s sS e l l i n g P r o c e s sS e l l i n g P r o c e s sV e r i f i a b l e O u t c o m e sV e r i f i a b l e O u t c o m e sS a l e s A i d sS a l e s A i d sM a n a g e m e n t M a n a g e m e n t S y s t e mS y s t e mH ow d o c u s to me r s te n d to b u y ?H ow c an w e fo c u s ou r ac t iv it ie s on t he r ig ht d ea l, th e r ig ht p e op le , an d th e r ig ht i s s u e s ?H o w wi l l w e kn ow w he n th e c u s tom e r is r e ad y t o mov e fo r w ar d w it h u s ?H ow c an w e u s e w ha t w e 39。s nee d sSell with speedPa rt 2 : W ha t is S S M R ea lly ?Pa rt 2 : W ha t is S S M R ea lly ?T he E le m en t s o f SS MT he E le m en t s o f SS MV er ifi a b le O u t co m es a n d Se ll Cy cle sV er ifi a b le O u t co m es a n d Se ll Cy cle sA St e p b y S t e p W a lk t hr o u ghA St e p b y S t e p W a lk t hr o u ghI BM M a n a g em e n t S y s t e m L ink a g e sI BM M a n a g em e n t S y s t e m L ink a g e sPu t t ing I t A ll T o g et he rPu t t ing I t A ll T o g et he rLe t 39。 Q u a lif y O p p o r tu n it yD e v e lo p So lu tio n wit h C us to me rM o n i to r Im p le m. amp。 De c i d eTy p i c al C u st o me r Bu yi n g Pr oc e ssU n de r s ta n d C u s to me r B u s i n e s s amp。I ni t i a t i v e sRe c ogn i z eN e e dE v a l u a t eOp t i o n sSe l e ctSo l u t i onO p t i onI m p l e m e n tSo l u t i o n amp。E v al u at eS u cce s sR e s o l v eC o n ce r nsamp。 s C om m i t m e nt t o SS MT h e s p iri t a nd e s s e nc e o f S SM c a n b e T h e s p iri t a nd e s s e nc e o f S SM c a n b e ch a ra c t er i z ed i n a f ew k ey w o rd sch a ra c t er i z ed i n a f ew k ey w o rd sC u s t o m erT ho ug h t L e a d e rs hi pV a lu eThe s pi rit and e sse nce of SSM can be The s pi rit and e sse nce of SSM can be cha r acteriz ed in a few k ey w ordscha r acteriz ed in a few k ey w ordsCus tomerTeamwor kTeamwor kT houg htL e ade r s hipV alu eS pee dS pee dCo mmon Lan gua geCo mmon Lan gua geT h e s p ir i t a n d e s s e n c e o f S S M c a n b e T h e s p ir i t a n d e s s e n c e o f S S M c a n b e c h a ra c t e r i z e d i n a f e w k e y w o r d sc h a ra c t e r i z e d i n a f e w k e y w o r d sC u s t o m e rT e a m w o rkT e a m w o rkD is c i p l i n eT h o u g h t L e a d e rs h i pV a l u eS p e e dS p e e dC o m m o n L a n g u a g eC o m m o n L a n g u a g eC o a c h i n gW in n i n gR e su lt sR e su lt sE v al u at eB u s in e s sE n v ir o nm e n tD e v e l o p B u s in e s s S t r at e g y amp。s ge t st ar t e d w it h. . . t he S SM J ou rn e ySo l e t 39。 t a lw a y s f o c u s o n t h e b e s t s o l u t i o n f o r t h e c us t o m e rT e a m I B M ? W h at T e am I B M ?W e e x p e c t a l o t f r o m e ac h o t h e r , b ut ro le s an d re s p o n s i b i l i t i e s ar e u n c l e a rW e d o n 39。s avail a ble to h elp me What39。No v e mb e r , 2 0 0 1Sign atu re Sel lin g Met h odSign atu re Sel lin g Met h od(SSM )(SSM ) Fu nda men tals Fu nda men talsEsta blis hed as IBM39。 s Si gna tureN o te : T h i s p re s en ta ti on co n t a i n s spe a k e r n o te s .A gen daA gen daPart 1: W hy SSM ?Part 1: W hy SSM ?Part 2: W hat is SSM Re al ly ?Part 2: W hat is SSM Re al ly ?Part 3: SS M a nd the Sig