Our Heroes
Thank You
To our Work made Simple thought leaders, customers and friends. Thank you for entrusting us with your insights, Industry insiders perspectives and all around wisdom. Without this we would not have the accumulated intelligence that enables us to excel at delivering the solutions for you that we do. You are our Heroes and we thank you!
Project: Role Excellence Profile PSM
USA, 2016
Project: Role Excellence Profile PSM
Denmark, 02/09/16
Project: Role Excellence Profile PSM
India, 02/09/16
“Build a SWOT team to focus on the Big Bets”
Project: Role Excellence Profile PSM
APAC, Singapore, March 2016
Project: Role Excellence Profile PSM
USA, April 2016
Project:Enterprise Partner Transformation Playbook
USA, June 2016
Project: Sales Challenger Playbook
USA, April 2016
“What makes the difference, teach and tailor”
Project: Role Excellence Profile PCDM
UK, June 2016
Project: Sales Challenger Playbook
Netherlands, April 2016
Project: Role Excellence Profile PCDM
UK, April 2016
Project: Role Excellence Profile PCDM
UK, April 2016
“Deal Factory Mentality, repeatable, templated”
“Get scale motions in the market”
Project: Role Excellence Profile PCDM
UK, April 2016
“Get onto a sustainable pathway for growth”
“Develop your own IP”
Project: Role Excellence Profile PCDM
Netherlands, April 2016
“Having the Challenger Conversation”
Project:Role Excellence Profile PTS
Canada, April 2016
Project:Role Excellence Profile CE
Norway, April 2016
“Be an internal advocate”
Project: Role Excellence Profile CE
France, April 2016
“Secret shop the offer, did we deploy what we thought”
“Selling the dream end-to-end”
“80% of buying is on impulse”
Project:Role Excellence Profile IMDM
USA, April 2016
“Use the whiteboard to do chalk and talks, go through the building blocks”
“Have a One note with all the learnings, lessons, questions, answers, share with community.”
Project: Role Excellence Profile PTS
Netherlands, April 2016
“It’s not a partner type, it’s a business model”
“People are overwhelmed, do less but focus more.”
“Need to capture the stories of best practice, what was the proposition, the offer, how was it created.”
Project:Role Excellence Profile CE
Western Europe, April 2016
“Who are the most valuable customers?”
“Discover the unknown”
“Help to envision what’s possible.”
“Mustn’t helicopter in and out, be accountable, show that your building a long term relationship.”
Project:Role Excellence Profile CE
Germany, May 2016
“Tech is too complex for everyone to know everything.”
“Must have a repeatability mindset”
“Figure out how to package it up and develop offers.”
Project: Role Excellence Profile PTS
USA, May 2016
Project: Partner Sales Playbook
USA, June 2016
“Talk more about valuation than profitability”
“Building the Predictable sales engine.”
“Have a portfolio of success stories.”
“Build the processes that drive predictable sales vs. traditional sales.”
Project: Role Excellence Profile PPR
USA, May 2016
Project: Role Excellence Profile PCDM
USA, May 2016
“Do you have a digital marketing automation engine?”
“It’s about Tribal Selling & Marketing.”
“Do you have an emotional messaging framework?”
“Biggest challenge is working capital.”
Project: Partner Sales Playbook
Canada, May 2016
“Sell with a challenger mindset, deliver the wow moment, reframe thinking.”
Project: Role Excellence Profile PSM
USA, September 2015
“Success in social is about being an individual.”
“LinkedIn is last year’s fool.”
“Encourage the Challenger mentality to get into deals at 20%.”
“identify the start of a project vs. being in a tender.”
Project: Role Success Guide ISM
UK, October 2015
“We have to go deeper and wider, reality is there are 000’s of child accounts”
“Customers are more educated, they have more clarity.”
Project: Role Excellence Profile SSM
Russia, October 2015
“Cloud means new types of partners.”
Project: Role Success Guide ISM
Japan, October 2015
“Who moves my cheese. Change is part of the new beginning.”
“No longer enough to pitch questions, expect you to bring new perspectives.”
“Sales Managers need to do Social Checks. Are they on our side or not?”
“Was 80% sales excellence, now 80% sales innovation.”
“Don’t jump into solutions, get all the ideas on the table.”
“if people are not educating customers about business impact it will not drive consumption.”
“Teams that excel have lively engagement on Yammer.”
“Empower your people with insights.”
Project: Role Excellence Profile SSM
Slovenia, October 2015
“Companies are crossing the Cloud chasm.”
“Do extreme Reference Selling”
“You have to draw people into you with a thoughtful profile.”
“Delivering value for the customer brings you into conversations.”
Project: Role Excellence Profile SSM
New York, October 2015
“Capacity planning is key, only way to expand is through extra capacity.”
“Do allot of shadowing.”
“Believe in expanding through the partner motion.”
Project: Role Excellence Profile SSM
Latam, October 2015
“In Japan you’re not a challenger, meetings all arranged up front, few tough conversations.”
“Need to have conversations about how to globalize.”
“Deep traditional relationship selling, but will change, will shift to value selling.”
“Need to orchestrate the extreme examples of what other companies are doing.”
“We need people that run the business and people who create the business.”
Project: Role Excellence Profile SSM
Japan, October 2015
“Be comfortable with being uncomfortable, sometimes you need to push, prod and provoke.”
“As a Sales Manager you have to have a voice and contribute”
“You have to perform whilst you transform.”
Project: Role Excellence Profile SSM
Central and Eastern Europe, October 2015
“By the time the decision gets to IT its already been made.”
“Challenger Shark tanks invent our best stories.”
“Gain more credibility, more connections through Associations.”
Project: Role Excellence Profile SSM
New York, October 2015
“Surgical understanding of buyer behaviors.”
“Beat the drum on what buyers are doing.”
“Talk workloads, Power of the solution, What’s in it for the customer.”
“Who makes it bigger, who makes it faster, who changes the risk profile.”
“From a product driven Spin Seller to a Solution driven challenger.”
“How many customers are you meeting outside of IT?”
Project: Role Excellence Profile SSM
Central and Eastern Europe, October 2015
“A Challenger comes in and magnifies the problem.”
“Since the last time we talked what new relationships have you made?”
“Social Selling contests, points for getting to 20%, 40% etc. Status on boards compared to other teams.”
Project: Role Excellence Profile SSM
New York, October 2015
“Leverage own Alumni network.”
“Big and Bold Ambitions.”
Project: Role Excellence Profile SSM
Switzerland, October 2015
“Avoid the illusion of competency.”
“Avoid the me-too, bring the patterns, bring the scenarios.”
Project: Role Excellence Profile SSM
Central & Eastern Europe, Germany, October 2015
“How do we drive incremental revenue for the customer?”
“Foster the culture of a Challenger mindset.”
Project: Role Excellence Profile SSM
USA, October 2015
“Understand the Solar System.”
“Customers are very educated, what is the value of this individual?”
“better bring a particular point of view.”
“Have a machine learning trogon horse.”
Project: Role Excellence Profile SSM
USA, October 2015
