Phase 1 Review
What is it called when we introduce new technologies into a customer's landscape?
Disrupt
2 different kinds of search engines we have
Global (left) and Corp (right)
What are the two things you want to get from the gatekeeper?
HQ location, IT decision makers
Service we use to generate quotes
Sales Center 2009
What year was SHI founded in?
1989
If your customer is looking to talk about the datacenter what resource would you bring on the phone?
ASG
What does AIR stand for?
Acknowledge, Ignore, Resume
What does ABA stand for?
Active buying account
What are the 4 principles of communication?
Active listening, open-ended questions, genuine curiosity, clarify buzz words
What does ASG stand for?
Advanced Solutions Group
Who do you email if you're having trouble with your computer?
What is the primary address in CRM?
Bill to
What does BANTC stand for?
Budget, Authority, Need, Timeline, Competition
What channel model does SHI follow?
Channel Model 1
What does it say in CRM when you look for the owning team?
Corp. available
What does FUD stand for?
Fear, Uncertainty, Doubt
What are SHI's 2 shipping methods?
FedEx Ground and FOB Origin (Freight on Board)
Lay out our channel model (channel model 1)
Manufacturer, Disti, Reseller, Customer
Where can you find multiple resources such as training decks and partner information?
My SHI
What does NBA stand for?
New Buying Account
What are 2 ways software is licensed?
Perpetual (forever) and subscription
What are the 3 main components of SHI's Value prop?
Portfolio, Resources, services
Name 3 Microsoft tools that SHI uses
Pro-Timeline, Cost Analysis, MLS
What is our selling motion?
Profile the account, priorities, planning & partners, pricing, reset
What does QBA stand for?
Quality Buying Account
What tool do we use in outlook to see someone's availability and reserve rooms?
Scheduling Assistant
3 main components to SHI's value prop
Services, resources, portfolio
What is the term we use when we say that the customer will continue to purchase the same products but from SHI instead of a competitor?
Share-shift
What is deal registration?
Special pricing agreement between you and the manufacturer
Three types of accounts
Suspect, Prosepct, Customer
Top 3 distributors at SHI
TechData, Ingram Micro, Synnex
If you want to set up your customer online, what do you need?
Token and access key
At what point in the sales cycle will you receive credit in your GM pool for sales?
When the product ships
