1. © Copyright GlobalLogic 2010 1 Connect. Collaborate. Innovate. Step Up Sales Success Presentation for Strategic Sales Summit New Delhi

2. © Copyright GlobalLogic 2010 2 Connect. Collaborate. Innovate. Sales ? Sales refers to a systematic process of repetitive and measurable milestones, by which a salesperson relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way. Sales Cycle- Stages in Sales Cold - Warm – Hot Suspect – Prospect - Lead – Opportunity – Proposal - Negotiation - Closure

3. © Copyright GlobalLogic 2010 3 Connect. Collaborate. Innovate. Suspect - Prospect Research Industry Prospect Neglecting to develop Sales Skills Forgetting to prime your pipeline Learn your own product

4. © Copyright GlobalLogic 2010 4 Connect. Collaborate. Innovate. Lead - Opportunity Failing to qualify prospects Not learning your own product Not learning about customer’s industry Letting the ball drop Talking too much Asking obvious questions Ask questions Listen and Learn Present your capabilities

5. © Copyright GlobalLogic 2010 5 Connect. Collaborate. Innovate. Proposal Buying Process of the customer Offering Generic Solution Present solutions in terms of customer value Feature Statements: Statements by the seller describing some characteristic of their product or service. “Proven distributed Agile methodology and platform for software development (GlobalLogic Velocity™).” Advantage Statements: Statements by the seller attempting to relate how their product or service (in the opinion of the seller) can help or can be used by the buyer. Advantages address assumed (potential latent) needs or admitted pain where the buyer does not yet have a vision of a solution. “We have Agile in our DNA which is the preferred methodology for Product Development. We have created a platform which encompasses all stages of Product lifecycle, Velocity. This has helped our partners to create cohesive unit even though they are working at different geographic locations” Benefit Statements: Statements by the seller indicating their product or service can address a capability vision or a buying vision the seller either created or reengineered. “Our proven experience and Platform will help you to be in Control of Product Development and will provide you with complete transparency to development activities happening at various distributed locations.”

6. © Copyright GlobalLogic 2010 6 Connect. Collaborate. Innovate. Shifting Buyer Concerns BUYING PHASES Needs Cost Proof Risk Needs Price Proof Risk (PHASE 1) DEFINE NEEDS (PHASE II) EVALUATE PROOF (PHASE III) EVALUATE RISK L E V E L O F C O N C E R N

7. © Copyright GlobalLogic 2010 7 Connect. Collaborate. Innovate. Negotiations Trying to negotiate too soon Letting the ball drop Talking too much Ignoring competition Forgetting to actually sell Failing to find out the buying process

8. © Copyright GlobalLogic 2010 8 Connect. Collaborate. Innovate. Closure - The new beginning Missing a big change in customer account Delaying too long to close Continue to sell after closing Failing to follow up after sales Failing to build a long term relationship Consider closing as the beginning of the sale

9. © Copyright GlobalLogic 2010 9 Connect. Collaborate. Innovate. Chetan.kohli@globallogic.com kohlichetan@gmail.com