The candidate will assist in business development by identifying potential leads for IBM MaaS360 solutions. They will focus on contacting IT departments within target companies, introducing MaaS360 services, explaining the benefits, qualifying leads, and recording all progress into the CRM.

Week 1: Training (5 hours)

4 hours of IBM Maas 360 Security and Technical Training:

Introduction to IBM MaaS360: Overview of the platform and its components.

MaaS360 Sales Foundations: Basic sales techniques and understanding of how to position MaaS360.

MaaS360 Technical Understanding: Deep dive into MaaS360 features, benefits, and security solutions. Cover use cases, competitive advantages, and technical details.

Effective Communication of Value: Techniques for explaining complex technical features in a customer-friendly way. Emphasis on how to convey the security benefits clearly.

1 hour of CRM and Sales Techniques Training:

CRM Usage: Detailed instructions on CRM functionalities.

Cold Calling Techniques: Advanced strategies for effective outreach.

Objection Handling: Techniques for addressing technical objections and concerns.

Role-Playing: Practice explaining MaaS360’s technical features in role-play scenarios.

Week 2: Targeted Lead Generation and Qualification (20 hours)

Call and Qualify Leads (17 hours):

Continue Outreach: Focus on calling IT departments and decision-makers.

Presenting Technical Value: Emphasize MaaS360’s technical benefits and security features in your conversations.

Qualification Questions: Ask specific technical and budget-related questions to gauge the lead’s interest and needs.

Follow-Up Scheduling: Set up calls for detailed technical discussions or demos with senior team members.

CRM Data Entry and Analysis (3 hours):

Update CRM: Enter detailed technical discussions and feedback.

Pattern Analysis: Identify technical objections or questions frequently raised.

Team Discussions: Share insights and refine messaging based on technical feedback.

Week 3: Targeted Lead Generation and Qualification (20 hours)

Call and Qualify Leads (17 hours):

Continue Outreach: Focus on calling IT departments and decision-makers.

Presenting Technical Value: Emphasize MaaS360’s technical benefits and security features in your conversations.

Qualification Questions: Ask specific technical and budget-related questions to gauge the lead’s interest and needs.

Follow-Up Scheduling: Set up calls for detailed technical discussions or demos with senior team members.

CRM Data Entry and Analysis (3 hours):

Update CRM: Enter detailed technical discussions and feedback.

Pattern Analysis: Identify technical objections or questions frequently raised.

Team Discussions: Share insights and refine messaging based on technical feedback.

Week 4: Nurturing and Closing Leads (15 hours)

Continue Lead Qualification and Nurturing (12 hours):

In-Depth Discussions: Engage in more technical conversations with qualified leads.

Product Demos: Coordinate with senior team members for detailed product demonstrations.

Handovers: Transition leads to senior reps for closing if needed.

CRM and Final Report (3 hours):

Final CRM Update: Ensure all technical interactions are documented.

Summary Report: Highlight technical discussions, lead status, and feedback.

Feedback and Improvement: Provide insights on the technical aspects of the sales process and suggest improvements.

Revised KPIs:

Number of Technical Calls Made per Day:

Target: 15-20 calls per day with a focus on technical discussions.

Technical Lead Conversion Rate:

Percentage of calls leading to qualified technical leads (target: 20-30%).

Follow-Up Meetings or Technical Demos Set:

Number of meetings or demos scheduled with senior technical staff.

CRM Accuracy:

100% accurate entries with detailed technical information for each call and lead.

Client Feedback on Technical Competence:

Feedback from potential clients on the interns' technical knowledge and problem-solving abilities.

Best Strategy Adjustments:

Enhanced Technical Training: Ensure interns have a solid grasp of MaaS360’s technical aspects before interacting with leads.

Technical Role-Playing: Conduct role-playing exercises focused on technical explanations and objection handling.

Technical Sales Messaging: Develop and refine messaging templates that emphasize MaaS360’s security features and technical benefits.

Daily Technical Debrief: Incorporate a daily review focused on technical discussions and challenges.

Ongoing Technical Learning: Encourage interns to continuously update their technical knowledge and stay informed about MaaS360’s latest features and updates.

CRM Integration:

Detailed Technical Logging: Include comprehensive details about technical needs, questions, and objections in the CRM.

Follow-Up Reminders: Set reminders for follow-up on technical discussions and potential solutions.

1. Staff Time and Expertise

• Dedicated Mentors:
• Assign experienced team members as mentors for each intern. Mentors will provide guidance, answer questions, and offer support throughout the project.
• Schedule regular one-on-one meetings (weekly or bi-weekly) between interns and their mentors to discuss progress, challenges, and feedback.
• Team Meetings:
• Organize weekly group meetings where interns can share experiences, discuss issues, and receive collective advice from the team.
• Include sessions where mentors present on specific topics, such as advanced sales techniques or technical features of MaaS360.