IBM公司SSM特色销售方法论

SSMIBMIBMSignatureSellingMethodSSMTeamIBMITSSMTeamIBM***SSMSSMTeamIBMSSMTeamIBMSSMSSMIBMSSM2003IBMSSM67%SSM25%SSMSSM****SSM*CRA*TeamIBM*****TeamIBMIBM***IT**SSMSSMTeamIBMSSMIBMSSMSSMCRMSiebelSSM1ITNoticing2Identifying3Validating4TeamIBMQualifying5ConfitionallyAgreeing67ImplementingSSMSSMSSMSSM1IBMSSMTeamIBMTeamIBMIBMIBMSSMSignatureSellingMethod11:TeamIBMTeamIBMITTeamIBMTeamIBM1TeamIBMTeamIBM1TeamIBMAccountPlanIBMClientInitiativesMapTeamIBM1TeamIBM1.2.3.4.thoughtleadershipopportunities1TeamIBMSSM1TeamIBMSSM1TeamIBMAccountPlanAccountPlanTeamIBMTeamIBMIBM1TeamIBM2TeamIBM3routes-to-marketOpportunityIdentificationOI24TeamIBM5TeamIBMTeamIBMTeamIBMTeamIBMTeamIBMTeamIBMkeydecisionleaderbenefitownerevaluatorapproverinfluencersponserTeamIBMbuyingdecisionunitSSMCustomerSponsorBenefitOwnersKeyDecisionLeaderTeamIBMTeamIBMSSMSponsorooBenefitOwnersoooKeydecisionleaderooooTeamIBMTeamIBMTeamIBMTeamIBMTeamIBMTeamIBMTeamIBMbusinessinitiativeTeamIBMBusinessPositionModelTeamIBMTeamIBM1TeamIBMTeamIBMIBMSSMTeamIBMTeamIBMIBMTeamIBMWebSphere?pSeries?DB2?ThinkPad?TeamIBMSSM11.2.3.4.PartnerPlanTeamIBMTeamIBMTeamIBMTeamIBMTeamIBMpostedon2006-08-2413:26(168)(0)::32(191)(0)::26(93)(0)::37(127)(0):***TeamIBM**IBMContracts&Negotiations*SSM5SSM4TeamIBMSSM5TeamIBM***SSMTeamIBM5SSMTeamIBM**5TeamIBMTeamIBM5TeamIBM2CRA3TeamIBM5TeamIBMTeamIBMSSM4TeamIBMTeamIBMTeamIBM5SSMTeamIBMTeamIBM**ROITeamIBMTeamIBMSSM24TeamIBM***SSMValuePropositionCallPlannerTeamIBMCall