ࡱ> ')& @ Jbjbj "J 2222222F  F$R J222GGGF22GGG22G T13G0GV OV GFF2222V 2G<GFF*1FF*IBM Sales Connections podcast transcript Each month, IBM PartnerWorld Industry Networks brings you helpful tips on collaborating, creating awareness, generating leads, closing more deals, and promoting your success. This podcast focuses on closing more deals with IBM Sales Connections, a consultative service connecting IBM Business Partners with the IBM sales team and other IBM Business Partners to help you close deals worldwide. Youve got a qualified prospect that shows real interest in your solution. Youve developed a good relationship and addressed initial questions and concerns. But now its time to close. To improve the chances youll win the deal, consider these points: Make sure youve identified all of the decision makers. The larger the account and the opportunity the greater the number of decision makers involved, both on the executive level and line of business. Inadvertently excluding one could stall your closing efforts. Gain an understanding of your prospects procurement process. Make sure your solution meets all of the procurement requirements early on in the sales process to avoid delays later. Surround yourself with people who can help. Even if youve done your homework, sometimes you need a little extra guidance or support in closing the deal. Thats where IBM Sales Connections can help. IBM Sales Connections is a consultative service that links you with an experienced IBM sales rep or IBM Business Partner wholl work with you to help you close more deals and build strong relationships. Its like having a seasoned pro on your sales team, but not on your payroll. Moreover, submitting your leads to Sales Connections exposes your solution to the IBM sales team and other IBM Business Partners, giving you two benefits in one. Of course, all your qualified leads are kept strictly confidential. In just the first three months of 2006, 107 Advanced- and Premier-level IBM Business Partners submitted 418 qualified sales opportunities and closed 37 deals. And the leads keep coming in. To take advantage of IBM Sales Connections, visit http://www.ibm.com/partnerworld/industrynetworks, click on Selling, then on IBM Sales Connections, and then select Access IBM Sales Connections to tell us about your qualified lead through a short online form. Within three days of your lead being submitted, IBM will engage a regional salesperson to help begin the process. Get help closing more deals today with IBM Sales Connections. To learn more about the benefits available from the IBM PartnerWorld Industry Networks, please visit http://www.ibm.com/partnerworld/industrynetworks. ()*IJhfXhD[h hh)* q r t u < = rtJgdD[J 1h/ =!"#$%@@@ NormalCJ_HaJmH sH tH DA@D Default Paragraph FontRi@R  Table Normal4 l4a (k@(No ListJ )*qrtu<=r t L 00x0x0x0000x000000 000000 000r t L {@00{@0y@0Ly@0{@0J J J 8@0(  B S  ?(:F L )L 3*66 !pruwop|}-7   #  # I L (L   &7 2CfXD[@((K((J @@UnknownGz Times New Roman5Symbol3& z Arial"1h)˪fӪ#4E E 2QH ?fXIBM_USERIBM_USEROh+'0p  , 8 DPX`h IBM_USER Normal.dot IBM_USER4Microsoft Word 10.0@ @\@f1՜.+,0 hp|  IBME   Title  !"#$%(Root Entry FT1*1TableWordDocument"SummaryInformation(DocumentSummaryInformation8CompObjj  FMicrosoft Word Document MSWordDocWord.Document.89q