AWS authorized its sales training partner, Baker Communications, to deliver the same Outcome-Based Account Management (OBAM) selling program that AWS rolled out internally — now available to APN partners.
Featuring Tony Robbins, the nation's #1 life and business strategist; Mike Clayville, VP Worldwide Commercial Sales & Business Development, Amazon Web Services; and Walter Rogers, President and Chairman of Baker Communications.
“OBAM has made a huge difference in improving the effectiveness of our salesforce. We are now authorizing Baker Communications to offer that same training to our partners. We hope you'll take advantage of it.”
AWS isn't trying to sell parts, pieces, or technology — the goal of the OBAM approach is to help customers achieve their business outcomes. As Mike Clayville puts it, the work centers on four E's: explore, engage, empathize, and enable — behaviors ingrained in AWS teams to identify business outcomes, create a path to achieve them, and help the customer get there.
The Customer Obsession, Learn & Be Curious stage
The Earn Trust, Think Big stage
The Dive Deep, Have Backbone; Disagree & Commit stage
The Deliver Results, Invent & Simplify stage
“The team's feedback was outstanding, but most importantly they put these new skills to use immediately and, I have no doubt, led to sales that otherwise may have gone the other way. We continue to work with the Baker Communications team and I'm happy to give them a strong recommendation for any organization looking to improve their sales team's ability to understand client drivers and win more deals.”
Paul Jacoby
SVP of Sales & Client Services, Logicworks
“Engaging, personalized, and 100% on are three ways I'd describe this training. The preparation put into these engagements is evident and leads to the success of the team and the training. One notices the facilitator spent hours understanding the audience, what motivates them, and who they are as people. The time spent upfront creates a personalized touch to each training venue.”
Jeff Aden
EVP Marketing & Strategic Business Development & Co-Founder, 2nd Watch
The upper-right “magic” quadrant is where world-class performers are identified — ranked on completeness of vision and ability to execute on that vision. Both Logicworks and 2nd Watch achieved that position in Gartner's research on Public Cloud Infrastructure Managed Service Providers, Worldwide.
“Rep productivity increased 25% in quarterly sales bookings and pipeline increased 30% — translating to $1.5M in annualized revenue and $6M in pipeline.”
Ask us about our free proof of concept and SalesDiagnostic™ — and see how data science can integrate into your organization to build a world-class sales force.
Request a free two-page program outline and see how OBAM can lift your APN sales team.
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