The Impact by Adobe Channel Sales

S2. Episode 4 – Selling smart, be a social seller

Guest speaker: Aisling Jiang, Head of Business Development, Adobe EMEA. What we discuss: * How to drive smarter sales through social selling and create healthy habits. * The benefits of using LinkedIn and Sales Navigator. * Investing in your personal brand. * How to significantly scale success in your business development. Drive earlier engagement in customer buying cycles to influence and close more opportunities.   Key actions: * Update your LinkedIn profile. * Connect with new Adobe contacts and pages relevant to your product/customer/industry focus. Do this on a weekly basis. * Identify 2-3 sources where you can get information to repost and add your thoughts. Make your content relevant to your audience. How can you build trust and confidence?

S2. Episode 3 – Are you emotionally connecting with your prospects?

Guest speakers: Bart Van de Wiele, Head of Solutions Consulting and Tech Evangelism, Adobe and Joakim Back, Adobe Specialist, TD Synnex UK. What we discuss: * How storytelling can drive great human connection in B2B sales.  * Hear how Adobe Sellers and Partner Specialists are already successfully storytelling in a B2B sales environment, the impact it has on prospect engagement and what it could mean for optimising your sales success. * How to engage in successful selling techniques to emotionally connect with prospects, accelerating sales cycles and converting more opportunities.   Key action: * Write a short example script that can be used to emotionally connect with prospects during a presentation or webinar.

S2. Episode 2 – Sustainability and Accessibility – The conversations we ALL need to have!”

Guest speaker: Jay Epton, Enterprise Partner Strategy Lead, Adobe What we discuss: * New regulations and pressures on organisations to act on sustainability and accessibility goals. * How the Adobe and Microsoft partnership can deliver on organizational needs and take away a growing challenge for businesses not only to keep up with regulations but also showcase proactively the type of employers, suppliers, and partners they want to be in the market.   * How to start sustainability and accessibility conversations and the role Adobe can play directly with customers and within your own organisation.   Key actions: 1. Give three examples of how the product you work on can be used by customers to meet sustainability and accessibility goals. 2. Identify the sustainability + accessibility goals of your selected top 3 Q4 accounts and link to part 1. 3. Read up on Adobe’s latest initiatives and think about how you can use this in sales conversations - Sustainability | Adobe Blog [https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fblog.adobe.com%2Fen%2Ftopics%2Fsustainability&data=05%7C01%7Cthe43484%40adobe.com%7C3526363568854c46aeef08dbaec03eb0%7Cfa7b1b5a7b34438794aed2c178decee1%7C0%7C0%7C638295912946278145%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000%7C%7C%7C&sdata=L3zDGOosWSWGuXnD9BnqXmMPKL3SHsmIt5PH1if7U9Y%3D&reserved=0] / The Complete Checklist to PDF Accessibility | Adobe Blog [https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fblog.adobe.com%2Fen%2Fpublish%2F2022%2F11%2F29%2Fthe-complete-checklist-to-pdf-accessibility&data=05%7C01%7Cthe43484%40adobe.com%7C3526363568854c46aeef08dbaec03eb0%7Cfa7b1b5a7b34438794aed2c178decee1%7C0%7C0%7C638295912946278145%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000%7C%7C%7C&sdata=gsMTP%2B2A8C7t3Vksbt3bqH3YsUfw401dLmIb%2BoV5kz4%3D&reserved=0] Links: * Stay up to date on Adobe’s latest initiatives through the blog - Sustainability | Adobe Blog [https://blog.adobe.com/en/topics/sustainability] / The Complete Checklist to PDF Accessibility | Adobe Blog [https://blog.adobe.com/en/publish/2022/11/29/the-complete-checklist-to-pdf-accessibility] * Take a look at the latest CSR Report: Sustainability | Adobe Blog [https://blog.adobe.com/en/topics/sustainability] /Adobe’s 2022 CSR Report — Leading with Purpose | Adobe Blog [https://blog.adobe.com/en/publish/2023/04/19/adobes-2022-csr-report-leading-with-purpose] * Two calculators for Specialists to use in customer conversations: Carbon Footprint Calculator / Resource Saver Calculator - Resource Saver Calculator | Adobe Document Cloud (acrobatusers.com) [https://acrobatusers.com/resource-saver-calculator/] * Adobe’s You Tube channel has some brilliant explainer videos that can support your customer conversations around sustainability and going paperless - Adobe Document Cloud - YouTube [https://www.youtube.com/@AdobeAcrobat/videos] * Watch the speaker session from the Adobe FWD event: Adobe X Microsoft on Accessibility. [https://www.adobe.com/uk/documentcloud/webinars/adobefwd-accessability.html]

S2. Episode 1 – Collaboration is multiplication

Guest speakers: Alice Woods, Product Sales Specialist, Adobe, Elliot Chilton Business Development Manager and George Robinson Partner Specialist, TD Synnex UK. What we discuss: * How to increase collaboration with Adobe teams to accelerate and scale success.  * Driving closer collaboration between Partner Specialists and Adobe teams to accelerate and scale high value opportunities. * Creating ongoing habits of identifying core number of opportunities (aligned to the right profile) for proactive Product Sales Specialist team engagement. Key actions: * Ensure you know who the aligned Product Sales Specialist (PSS)is to your market/industry. * Identify the top 3 accounts in Q4 where you believe there is a new Adobe/ upsell/ cross-sell opportunity for collaboration between Specialists and PSS. * Collaborate with your aligned PSS to complete the business plan template (Distributor and Reseller versions available, please speak with your Channel Sales Account Manager)

S1. Episode 5 - The Art of Great Customer Lifecycle Engagement

Guest Speaker: Lydia Webber (Adobe Partner Specialist -Dax Data)   What we discuss: * The importance of driving and measuring customer lifetime value. * Effective customer lifecycle engagement. * Shared experiences and examples from our guest, Lydia Webber on how to drive customer lifetime value. * How to expand customer opportunities into new departments and personas. This is the last episode in season one - Unleash your potential.