Monthly Archives: September 2014

Four tips to handle gatekeepers to reach the decision maker

Sales people should be essentially the agents of charity. Charity means charity of empowering the customers with the right information and insight over the solution. In our journey for meeting decision makers (DM), gatekeepers are the people who the first contacts are prior reaching DM.
Gatekeepers are mostly viewed as the problem creators in any sales process. Satisfying their egos, convincing them to connect, matching their moods and creating impressions are major issue associated with. Here are four ideas that have helped me to get through many gatekeepers to present my points to decision makers as the first step.
1. Sharing the objective
In most of the cases the sales people approach gatekeepers as a problem child. In fact convincing a gatekeeper to reach the decision maker involves a sales process. One of the strategies which worked with me is to being straight with them introducing who you are, the reason to meet up with the decision maker and briefing about the company. This will help you in positioning with the customer.
2. Tone
“ Its not what you say but How you say it.” An authoritative tone will mostly work with gatekeepers as the tone should reflect such that the person calling has an authority, possessing a passion on the subject and mirroring an image as if he has every right to speak to the decision maker. Elements of the tones like voice projection, pitch, definitive statement and pacing the words will play huge role in converting the gatekeeper to pass the call. Right tone will arose the interest to engage the gatekeeper and they starts listening to you thinking you as a senior person.
3. Conveying the value proposition
It is highly recommended to convey the value proposition along with the objective of the meeting. The value proposition could be the factors like cost saving, reducing the turnaround time, citing an example of how you have helped the competition to gain productivity, saving bottom line, focusing on the value added activities and so on. Many times gatekeeper connects you in this scenario as they would love to see their company thriving in the market and smiling face of their boss. Using of the right adjectives and the management jargon in the communication would support your efforts.
4. Drawing cues
Having set your tone, established your objectives, value proposition in place and the gatekeeper didn’t turn up as you expect. What is the next step?
Cues! Sales person should ensure that he is probing gatekeeper to fetch more information on the decision makers. The questioning techniques has to build in such a way that you are getting the information on the recently implemented solutions and the challenges solved, pitch using references of decision maker from other verticals whom you have already networked with, timing of the office etc.
Cues will helps you with reasons to get back to the person again. Also try making tele calls in the early part of the day or the late part of the work time as this the essential time (where the gatekeepers who would not have joined/ left by that time) to circumvent gatekeepers.

99 CAN DO’s of Microsoft SharePoint

99 CAN DOs of SharePoint
99 CAN DOs of SharePoint

Vision of a SharePoint Implementation Decision maker

“We wanted one work-force platform to pull our global company closer together, enable complex collaboration, automate business processes, provide BI, and facilitate innovation,”

Nancy Blankenship, Vice President of IT at First Data.

Value Proposition to organizations

Organize, Discover, Build & Manage

SharePoint Benefits

Manage Cost

Manage Risk

Manage Time

100 CAN DO’s of Microsoft SharePoint

  1. Automation of the workflow process
  2. Can get your employees on board to discuss their views & valuable feedbacks
  3. Develop your corporate website
  4. Social collaboration through internal site like uploading personal information, news headlines and insights
  5. Setting up the internal communication unit to filter the right information
  6. No need to send large attachments to congest emails as these can be easily downloaded from the site
  7. Different Departments can be engaged in to make sure that the solution is answered to all queries
  8. Custom applications can be created catering specific needs
  9. Departments can have libraries where docs are stored and people can access those information as quickly as possible
  10. Partner extranet, contract management and human resource self-service processes can initiate
  11. Supports manager resource review and product explorer
  12. The solution delivers an IT command center and innovation-management tools
  13. Works as a global-learning university
  14. Works as an opportunity management and product development processes
  15. Gives access to advanced tools like Microsoft Office PerformancePoint Server 2007, business intelligence software and SQL Server 2008 R2 Reporting Services.
  16. Facilitate complex collaboration
  17. Facilitate internal business intelligence reporting
  18. Shared service application platform
  19. Adhere Compliance
  20. Creating dynamic sites
  21. Community building
  22. Mobile Access
  23. Blogs
  24. Yammer
  25. Role Based Security Rights
  26. Multilingual SharePoint tools
  27. Improves corporate identity
  28. Single entry point
  29. Connecting Microsoft Dynamics CRM system with SharePoint adds another opportunity to improve company-wide productivity.
  30. Can surface Line-of-Business (LOB) data through SharePoint 2013
  31. Functionality included transformation of records, notifications, approvals and on demand archiving.
  32. Capability to avoid redundancy of multiple documents with the same information and multiple data entry.
  33. Audit readiness can be significantly improved. Use of technology to manage, store and search for records and their related content.   Retention requirements will be proven and related content to samples will be available on demand for a period of 10 years.
  34. Contract Management Business App is available for SharePoint
  35. Optimization of the strategic processes  like Contract Lifecycle Management (CLM) practices
  36. SharePoint dashboards on self-service basis
  37. SharePoint with LOB connection: Provides a positive user experience with reduced amount of data entry, more accurate data results throughout the processes and a faster return on investment (ROI)
  38. SharePoint Designer: A free, client-side customization and configuration tool for SharePoint. With SharePoint Designer, you can create data-rich Web pages, build powerful workflow-enabled solutions, and design the look and feel of your site. The sites you create can range from small project management team sites to dashboard-driven portal solutions for large enterprises.
  39. Office Web apps: Web-based, online, cross-browser compatible versions of Excel, Word, PowerPoint and OneNote. These integrate directly into SharePoint’s document management functionality.
  40. Project Server: An extension to SharePoint providing integration with Microsoft Project and other features such as Enterprise Content Management, business intelligence, enterprise search, personal sites and Newsfeed.
  41. Excel Services: A server technology included in SharePoint 2010 and SharePoint 2007 that enables users to load, calculate, and display excel 2010 workbooks on SharePoint Server 2010
  42. Team foundation server: A free download of core SharePoint functionality, without all of the Server functionality Microsoft Office Access, Visio, Excel & InfoPath Forms services
  43. Power Pivot: It extends the capabilities of the PivotTable data summarization and cross-tabulation feature with new features such as expanded data capacity, advanced calculations, ability to import data from multiple sources, and the ability to publish the workbooks as interactive web applications.
  44. Performance Point Server – business intelligence software: PerformancePoint Server also provided a planning and budgeting component directly integrated with Excel.
  45. Audience Targeting
  46. Governance Tools
  47. Enterprise Wikis
  48. Organization Hierarchy Browser
  49. Managed Metadata
  50. OS Search integration
  51. Extranet Portal
  52. Used to provide password-protected, web-facing access to people outside an organization
  53. Information from any part of the organization can be surfaced inside useful contexts, providing information that can improve effectiveness.
  54. App Catalog
  55. PowerView
  56. A new visualization experience, easy to use dash boarding tool that allows self-service business intelligence.
  57. Business Continuity Services
  58. Access Services
  59. Helps you to create deskstop databases. Has easy to use tools for quickly creating the browser based database application that help you to run your business.
  60. Visio Services
  61. Enables you to load, display, and interact programmatically with Visio .vsdx, .vsdm files and Visio Web Drawings (.vdw)
  62. eDiscovery
  63. Topic Pages
  64. Cross Site Publishing
  65. Language Translation
  66. Custom design for internet
  67. Custom Development
  68. Multiple Domains
  69. Discovery & Risk Assessment
  70. Audit and contol management ( ACM) automates discovery and risk assessment for business critical excel and Access database
  71. Distributed Cache Services
  72. Shredded Storage
  73. Translation services
  74. Minimal download
  75. New Navigation Framework
  76. Information Management policies
  77. Granular Control
  78. Secure Delegation
  79. Request Management
  80. Systems Status Notifications
  81. Cross device experience
  82. Integrated cross platform Data portability made easy
  83. Site Mail boxes
  84. Drill Down
  85. Browser Editing
  86. Socialized Insight
  87. Structured view of request details
  88. Cross servers & applications
  89. PowerShell & central administration
  90. Simplified & remote
  91. Cross Premise synchronization
  92. Windows server 2012 Active Directory
  93. Data Safety Services
  94. Secure Updates
  95. Developer App Model fully compatible with Office 365
  96. No licenses required for external users
  97. Free External users for online SKUs
  98. One Drive for Business Folder Sync: A desktop program that you can use to sync an offline version of a team site or OneDrive for Business library to a folder on your computer.
  99. SharePoint Work Space: A desktop program that you can use to take SharePoint site content offline and collaborate on the content with others while you are disconnected from the network.