Sales Enablement: Selling ECM Products and Services
ECM Sales Enablement Training focuses on the additional knowledge needed by Sales Professionals to sell ECM products and services. It is assumed that the recipients of this training have been through basic Sales Training, previously.
Product
- Understanding how to qualify a customer’s requirements as a fit for the use of an ECM solution.
- Decision makers and decision influencer related to ECM capabilities
- Product families and how to position
- ECM technology solution selling: most common solution areas, their value and benefit
- Up-selling: how to recognize and qualify related areas of need.
- Opportunity scenarios: “prosecuting the deal”.
Services
- Common service offerings used to support customer deployments
- SOA (scope, objectives and approach) qualifying points when selling ECM related services
- Important assumptions to be validated
- Negotiating trade-offs when selling ECM related services
- Common roles and responsibilities of ECM delivery teams
- ECM services cost estimating
CM Value Discovery
The ECM Redundancy Diet
eDiscovery and OT ECM
Vision and Roadmap: Developing an ECM Strategy
Records Management Readiness Assessment
ERP/ECM Sales Enablement (SAP and PeopleSoft)
Optimizing SAP Data/Document Archiving
Creating Customer Value with the OT/SAP Product Suite