SHI Midterm
What does GM mean?
General Margin - the total amount of money you make on top of product
What application do we use to create quotes for our customers?
Sales Center
What are the 3 main components of the SHI Value Prop?
1. Portfolio 2. Resources 3. Services
What is some of the "Best Advice" for sales within SHI?
- Be yourself - act like you belong - inbox management and organization - always have a reason to call - take detailed notes in CRM - always ask one more question - be detail oriented - do it right the first time - you don't have to know everything - its okay to fail
List four principals of communication
1. Active listening 2. Open Ended Questions 3. Genuine Curiosity 4. Clarify Buzzwords
Accodring to the flowchart, what 2 pieces of information do you want to gather from the gatekeeper?
1. HQ location 2. IT decision makers
What are SHI's top 3 distributors
1. Ingram Micro 2. Tech data 3. Synnex
What are the three types of buying accounts?
1. New Buying Account - sell them one thing 2. Active Buying Account - sell to them monthly 3. Quality Buying Account - continue selling/communicating regularly
What are two ways software is licensed?
1. Subscription 2. Perpetual
What must you provide a customer when you set them up on SHI.com
1. Token code 2. Access Key
What are SHI's 4 core values?
1. act with integrity 2. be ridiculously helpful 3. choose to win 4. own it!
When was SHI founded?
1989
How many touches does it usually take before a successful sale?
7-12
what does AIR stand for?
Acknowledge, Ignore, Resume
What SHI group should you reach out to if your customer has questions and needs and engineer?
Advanced Solutions Group (ASG)
At what point in the sales cycle do you receive credit for the GM (General Margin)?
After it has shipped
What is the unofficial motto or mantra for SHI?
Attitude and Effort
What does BANTC stand for?
Budget, Authority, Need, Timeline, and Competition
What does FUD stand for?
Fear, Uncertainty, Doubt
What document holds your book of business?
Master Account View (MAV)
Where can you find resources like the training deck & partner information?
MySHI.com
What does QBR stand for?
Quarterly Business Review
What is AX?
SHI's order entry system
What is one of the most important things to the customer?
Sales Rep understands their business
What is under the CORP umbrella?
Territory, Field Named & ISAM Nation, Corp Inside Named
What is SHI's mission statement?
We are passionate about delivering exceptional value and experience as we help customers select, deploy, and manage technology.
What is Deal Registration?
an agreement for special pricing between the manufacturer and reseller
If you have an issue with your computer, who should you email?
What channel Model does SHI follow the most?
channel 1 model (Manufacturer - distributor - reseller - customer)
What is "Disrupt"?
get a customer to begin purchasing from a new manufacturer (eg. from purchasing HP to switching over to Dell)
What should you ask a customer for when you are quoting client hardware?
manufacturing part # or specifications
What are things you look for when prospecting for new Business?
seat size HQ location healthy IT budget recent growth
What is the golden rule of communication?
silence is golden
What is "Shareshift"?
to get customers to continue purchasing their same things but from SHI versus a competitor
When you need to set up your customers on SHI.com, what alias do you reach out to?