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  • Balance the sales process with a scorecard

    November 25, 2014

    Keep the sales process balanced and on track with a scorecard

    Sales professionals walk a fine line. We want to accommodate a prospect’s wants and needs as much as possible, but we ultimately want them to sign on the dotted line, too. Keeping a scorecard is one strategy that I find useful to ensure the sales process remains balanced and moves forward.

    Here’s how a sales process scorecard works…

    First, create a list of all the possible things a prospect could ask for from you. Then, create a second list of all the things you could ask for from your prospect. These are called “gives” and “gets.”

    These lists usually have about 15 items each. Prioritize each list from 1 to 15. With each item on your lists prioritized, you can use them as a scorecard during the sales cycle.

    Keep your scorecard on your desk. Each time your prospect asks you for something, such as discounted pricing, ask them for something in return, such as a meeting with all decision makers. Update your scorecard with each give or get and tally up the points for both columns.

    You may not win every deal, but keeping a scorecard provides a visual reminder of what you’ve given and what to ask for in return. It helps give you visibility into whether a deal is real, based on the score and types of gives and gets.

    Don’t wait! Create a scorecard today and become a more efficient sales professional.


    Dan Goldstein
    Dan Goldstein is an Account Executive on the Sales team at Sonian. Have questions? Want more info? Need help? Call Dan at 857-255-3218 or email him at dan.goldstein@sonian.net.


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Email Archiving and Office 365

    [Infographic] Email Archiving and Office 365

    Get added data protection for your email messages and file attachments.

    See for yourself.

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  • Are your Office 365 customers protected?

    November 20, 2014

    Infographic: Are your Office 365 customers protected?

    Here we go, again. If you sell Microsoft products, you know about the recent Office 365 package and pricing changes.

    Has the latest shuffle put your business customers at risk? Take a look at this new infographic about Email Archiving and Office 365.

    While Office 365 is a robust offering with a wide range of capabilities, archiving is among the well-documented limitations of the platform’s native functionality. (With the new packages, archiving is included only in the most expensive Enterprise E3 package; 5 of the 6 packages don’t include archiving at all.)

    See for yourself: Adding a third-party archiving solution is a best practice that helps overcome the limitations of Office 365.

    • Take advantage of unlimited storage and retention
    • Search the text of 500 types of file attachments
    • Get more data protection for less cost

    Don’t miss out! See the full infographic right now.


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Email Management Opinion Survey Results

    [Infographic] Email Management Opinion Survey Results

    Don’t miss what IT professionals and MSPs are saying about email management, cloud initiatives and more!

    See the infographic for yourself!


  • Why do you need cloud archiving?

    November 17, 2014

    Why do you need cloud archiving?

    When prospects ask why they need cloud archiving, I always give the same answer: “Because data preservation is a fundamental best practice for all modern businesses.”

    Let me elaborate…

    With email and instant message archiving, you capture all sent and received messages securely in the cloud. At a time when almost all communication is sent electronically, it’s important to preserve and protect those conversations.

    With cloud archiving, you save and search all conversations and 500 file types. Fast and accurate search illuminates dark data, making it actionable and allowing you to make better business decisions. Instead of spending hours or even days searching for what you need, you retrieve your information in seconds.

    Lastly, cloud archiving helps you respond quickly to compliance audits and discovery requests. Business data and the laws regulating it are constantly evolving; while regulations vary by industry, nearly all companies are required to maintain a complete record of electronic communications to comply with government mandates and corporate policies. With cloud archiving, you reduce the risk of potential fines associated with lost and deleted messages.

    Preserving data, searching quickly and maintaining compliance are all great reasons for cloud archiving. That’s what I tell my prospects!


    Jason PaulJason Paul, senior sales engineer at Sonian, is a cloud archiving expert. Have questions? Want more info? Need help? Call Jason at 781-471-5034 or email him at jason.paul@sonian.net.


    About Sonian

    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Litigation Mitigation for Retailers

    [Infographic] Litigation Mitigation for Retailers

    Quickly produce discovery documents to reduce risk, litigations and costs.

    Don’t miss this infographic!


  • Why you do need archiving with Office 365…

    November 12, 2014

    Why you do need archiving with Office 365...

    A lot of prospects tell me they don’t need cloud archiving because they’re using Office 365.

    In light of the latest Office 365 package and pricing changes, I always ask: “Are you absolutely sure your data is adequately protected?”

    Then I explain, due to the recent shuffle, that archiving is included only with the most expensive Enterprise E3 package; five of the six packages don’t include archiving at all. Plus, while Microsoft has produced a robust offering with a wide range of capabilities, archiving is among the well-documented limitations of Office 365’s native functionality.

    Cloud archiving provides data-preservation protection that you don’t get with Office 365!

    O365 fall shorts when it comes to storage and retention limitations.
    With 0365, you don’t get unlimited storage or unlimited retention. Plus, there are limits on how many mailboxes you can have and other limitations. With cloud archiving, you get unlimited storage and unlimited retention for an affordable and predictable cost. The archive scales as your data grows and there’s never any additional charges.

    O365 falls short when it comes to file attachments.
    With 0365, only 50 types of file attachments are supported. With compliance audits and discovery requests, this could be a huge problem because all relevant information has to be turned over in a timely manner or you could be slapped with fines and other penalties. With cloud archiving, you get support for 500 types of file attachments. Finding the data you need, when you need it the most, can make a critical difference.

    O365 falls short when it comes to data-deletion policies.
    With 0365, deleted emails and file attachments are only kept in the archive for 30 days. After that, they’re gone forever. With cloud archiving, user deleted emails and file attachments are preserved in the archive forever.

    Adding a third-party cloud archive to O365 makes sense because it provides you with added data protection related to storage and retention, file attachments and deletion policies.


    Osten-blogMatt Osten is a Business Development Representative on the Sales team at Sonian. Have questions? Want more info? Need help? Call Matt at 781-352-3052 or email him at mosten@sonian.net.


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in an archive that is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Email Archiving and Office 365

    [Infographic] Email Archiving and Office 365

    Get added data protection for your electronic communications.

    Don’t miss this infographic!


  • Take the Data Insights Survey right now!

    November 10, 2014

    Take the Data Insights Survey right now!

    Does any of this sound familiar?

    You have a lot of data but struggle to make sense of it all…

    Your data contains a wealth of information you don’t even know about…

    If you had insight into your data, you’d make better informed business decisions…

    Make your opinions heard! Take the data insights survey right now.

    Tell us what you think:

    • Would getting alerts about potential risks, including issues with intellectual property, customer information and rogue employees, be valuable to you?
    • Is having access to visually-appealing charts an easier way to analyze business data than using a spreadsheet?
    • What types of data would you like to make actionable?

    Take the survey and you could win a $100 Amazon.com gift card! You’ll also be one of the first to get the eBook with the complete survey results and highlights of trends from the findings.

    Don’t miss out! Take the survey now!


    About Sonian

    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?

    Let’s talk!


    What do you think?

    Take the Data Insights Survey right now!

    Share your data struggles and you could win a $100 Amazon Gift Card.

    Take the Data Insights Survey right now!


  • MSP Alert: Protect your customers from Office 365 changes

    November 6, 2014

    If you sell Microsoft products, you know all about the recent Office 365 package and pricing changes.MSP Alert: Protect your business customers from office 365 changes

    Have you considered whether the shuffle puts your business customers at risk?

    Archiving is included only with the most expensive Enterprise E3 package. While Microsoft has produced a robust offering with a wide range of capabilities, archiving is among the well-documented limitations of the platform’s native functionality. (Five of the 6 packages don’t include archiving at all.)

    Get more details in this white paper from Osterman Research. The key takeaway is that many O365 customers will need third-party products and services to supplement the native capabilities of the platform.

    Plus, don’t miss this infographic about overcoming the limitations of Office 365.

    Protect your customers, their data and their businesses with cloud archiving!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    2014 Email Management Opinion Survey Results

    2014 Email Management Opinion Survey Results

    Get an in-depth look at survey data about email archiving, cloud initiatives and much more!

    Get your FREE eBook!


  • What closing style should you use?

    November 4, 2014

    What closing style should you use?

    Not all sales cycles are the same. I found out early in my sales career, to be successful, you need to approach each situation differently. Sometimes it’s better to use a hard closing approach. Sometimes it’s better to use a soft one. Here are my recommendations.

    Soft closes are good for building rapport and gaining information from your prospects.

    An example could be, “Why don’t you think we’ll finalize this today?” This approach feels very natural, but it runs the risk of keeping borderline opportunities alive and makes forecasting difficult.

    In contrast, hard closes are direct and to the point!

    A hard close demands an immediate response. An example is “Will you sign this purchase order today?” This will give you a direct answer and a clear picture of where the deal stands.

    Be sure to build good rapport before using a hard closing approach. Otherwise, you run the risk of appearing to be too demanding.

    Closing is difficult, regardless of how much sales experience you have. The key to success is practicing both closing styles and knowing when to use the right one.

    Whether you use a soft or hard closing approach, never forget to ask for the order!


    Dan Goldstein
    Dan Goldstein is an Account Executive on the Sales team at Sonian. Have questions? Want more info? Need help? Call Dan at 857-255-3218 or email him at dan.goldstein@sonian.net.


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Does Your Business Need Cloud Archiving?

    [Infographic] Does Your Business Need Cloud Archiving?

    Evaluate your current situation, protect valuable information and eliminate risk.

    See for yourself.


  • Know your sales targets — and their pain points

    October 30, 2014

    Know your sales targets -- and their pain points

    You’ve identified the companies you want to target. Now what?

    If you’re like many sales professionals, you call different personas every day. For example, when selling email archiving, I talk to a bunch of people with different job titles from various departments. Depending on the size of the company, I target executives, IT professionals and the legal department, among others.

    Before picking up the phone, I make sure I have a specific message for each targeted persona. The message I deliver to a CEO is much different than what I say to an IT manager. Identify the different challenges each persona faces and how you can solve their individual pain. Know what motivates them to move forward toward a purchasing decision.

    It’s helpful to keep a sheet listing each persona’s challenges and the solutions to them. This way, regardless of who takes your call, you’ll always be prepared to make a targeted pitch.

    Here’s to sales success with thoughtful targeting!


    Morgan Hiller

    Morgan Hiller is an Business Development Representative on the Sales team at Sonian. Have questions? Want more info? Need help? Call Morgan at 857-255-3240 or email him at mhiller@sonian.net.


     

    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 17,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] 5 Email Archiving Myths Debunked

    5 Email Archiving Myths Debunked

    Separate fact from fiction with this infographic that dispels common email archiving myths.

    Don’t miss out!

     


  • Is your business protected against an email scandal?

    October 27, 2014

    [Infographic] Email Scandals TimelineIf you keep up with the news, you’ve probably heard about some of these email scandals.

    An engineer convicted of obstruction of justice for deleting messages…

    A bank fined $10 million for failing to retain electronic communications…

    A Congressional investigation about missing IRS emails…

    Lately, every time you see the headlines, it seems like there’s a story about a business or a government agency with email woes!

    This new Email Scandals Timeline infographic:

    • explains why nearly every business is required to maintain a complete and easy-to-access archive of electronically-stored information

    • highlights some of the legal sanctions and public scandals that have resulted from lost or compromised data

    • underscores the importance of mitigating risk by preserving emails, instant messages and file attachments with a cloud archiving solution

    Don’t miss this valuable information to help protect your business.

    See the Email Scandals Timeline infographic for yourself right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    [Infographic] Overcoming the Limitations of Office 365

    [Infographic] Overcoming the Limitations of Office 365

    Using or selling Office 365? Don’t miss this valuable data-protection information from the experts at Osterman Research.

    See the infographic right now!


  • Does your business need cloud archiving?

    October 23, 2014

    Does your business need cloud archiving?

    You know it’s true: If your critical business information isn’t properly preserved and easily accessible, you could be headed for disaster.

    Can your business benefit from the added protection and economic advantages of cloud archiving?

    This new online cloud archiving evaluator for businesses makes it quick and easy to analyze your current situation, protect valuable information and eliminate risk.

    Do your employees use email?

    Is your company ever involved in litigation – or the threat of it?

    Would you like to cut the time and costs of backups?

    By adopting data governance best practices, including cloud archiving, businesses are improving the protection of intellectual property, mitigating risk and slashing storage and retention costs.

    Don’t miss out. See the online cloud archiving evaluator and decide for yourself right now!


    About Sonian
    An early innovator in cloud-based archiving, Sonian preserves, protects and presents the world’s information. More than 15,000 customers in 40 countries trust Sonian’s secure proprietary SaaS platform and cloud search engine to retain and retrieve valuable data and protect intellectual property. Sonian manages more than 20 billion objects in the cloud; every day, 17 million new documents are uploaded to Sonian’s email archive, which is integrated with the world’s 5 largest public clouds.

    Have questions? Want more info? Need help?
    Let’s talk!


    Archiving and the Cloud: Perfect Together

    Archiving and the Cloud: Perfect Together

    See how cloud-based email archiving provides cost-effective storage that helps satisfy regulatory requirements and reduces the burden on IT.

    Get the white paper right now!


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