No "I" in TEAM
Your support team that helps you sell, plan, and solve customer needs
What is your POD?
This is where employees perform most of their everyday work, like writing emails and creating documents
What is a client/personal computer/end point?
This route to market is most common with Dell and for us as ISAEs
What is direct?
Presence, listening to understand, curiosity and thoughtful responses are examples of this
What is Active Listening?
dell.com tailored to specific organizations with values like baked-in discounts, standard configurations, reporting, and more
What are Premier Pages?
This person helps with strategy, pipeline, and day-to-day guidance
Who is your Sales Coach?
This device creates a network by connecting computers, printers, servers, and other devices within a business
What is a Switch?
This program supports and rewards IT consultants and MSPs who help small business clients
What is the Dell Expert Network?
This isn't a "no", it's just a question, concern, or hesitation
What is an objection?
Giveback program for small business customers providing free expedited delivery and 3% points back for all purchases
What are Dell Advantage Rewards?
True or False: Channel is a part of your POD
What is true?
This is a very powerful device purpose-built to handle a specific task/application for a business
What is a Server?
3 unique reasons why customers would choose a partner
What are installation, local, proof of concept, managed services, pre & post sale support, training, cloud management, health checks, firmware updates, wiring, risk management, industry compliance, consulting, existing relationship, services, software installation, financing
Potentially a future champion, this is someone we're likely to talk to who is protecting time, focus, and access of decision makers
Who is a gatekeeper?
This order code prefix indicates a laptop/desktop that is pre-configured based off popular specs
What is bts?
This is someone we can engage when we see things like "Customer Not Found" or "Customer Declined" on a DSA page
Who is DFS?
Web browsers, email programs, word processors, and accounting tools are examples of these
What are applications?
This is not allowed for a DEN account
What is a tax-exempt certificate?
This initial conversation stage is where we're engaging a customer to uncover possible needs, relevance, or interest
What is prospecting?
Email subject lines should consist of:
What is company name, customer number, and brief 6 word "why"?
This is your TSR's TSR - your TSR will engage them on more intensive projects
What is a CSS?
This EI device is there in the event of a power outage or natural disaster, to allow companies/users time to safely save or back up data
What is a UPS?
This is ROE when a customer requests a quote while a partner is involved
What is quantity 1, recommended price?
This process of asking thoughtful questions helps us understand customer needs, priorities, and why action may be needed
What is discovery?
These are the 2 Saleschat agents our class are piloting and giving feedback for
What are SalesBuddy and AccountIQ?