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Schlumberger-Private
Schlumberger-Private
What Are We Looking to Achieve!
Drive Business Line Sales Growth
Customer Focused Selling 
• New Business Models
• Combined Selling 
  (cross selling and up selling)
• Identify MVC & Key Projects
Profitable Growth
• Increase Win Rate, Win Volume
• Encroachment
• Multi-division Collaboration
Market Share Growth
• Identify New Leads & Opportunities 
• Engagement Skills (OEA)
• Develop Winning Account Sales 
Strategy
Sales Competencies+
Generate Mutual Value 
Delivering Outstanding 
Customer Experience 
This is Slide 5. Let’s 
call this the 
“Ali_Objective2_Slid
e 5” video
Ali MS Teams
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Schlumberger-Private
Schlumberger-Private
How Can We Achieve It!
Drive Business Line Sales Growth
Growing Marketshare
Align with Basin-Division 
Strategy & Objectives 
1.
Enforce Early Engagement
2.
Execute Go-to-Market 
Sales Strategy & Plans
3.
Track and Measure 
Sales Performance   
4.
Profitable Growth
Sales Competences 
Sales Effectiveness  
Customer Focused Selling 
This is Slide 7. Let’s 
call this the 
“Ali_Objective2_Slid
e 7” video
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Schlumberger-Private
Schlumberger-Private
Account Sales Plans
Account plans
GADs
GeoUnit
BL
Account sales plan
GeoUnit
OFS
Align with Basin-Division Drivers
Drive Business Line Sales Growth
Strategic Planning
Long-term (2-3 yrs) 
Outlook market activity
GeoUnit
OFS
Business Line forecast 
Align with Division strategy 
GeoUnit
BL
Global Sales Strategy (1-2 yrs) 
Commercial strategies, 
technology & positioning
Division
HQ
Basin Strategy (3-5 yrs) 
Growth, market strategy & new 
business opportunities
Basin
Technology Innovation 
Business Models 
Outperformance Plan
 
 
 
Market Activity
Technology 
Portfolio
Market Share
GeoUnit
Basin
Division
1.Map Customer stakeholders
2.Identify Customer drivers
3.Review technology for solution fit 
4.Review account performance
5.Develop commercial strategy
6.Define & communicate action plan 
Business Line 
Account sales plan
This is Slide 9. Let’s 
call this the 
“Ali_Objective2_Slid
e 9” video
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Schlumberger-Private
Schlumberger-Private
Enforce Early 
Engagement
Drive Business Line Sales Growth
Assess Viability of Each Opportunity
Helps determine early where to spend your 
time and focus efforts on the right opportunities 
Prepare Appropriate Responses to Challenges 
Helps you address challenges during early stages, 
by leveraging internal support and expertise
Drive Effective Customer Engagement Strategy 
Provides you with consistent and structured technique 
to develop the right selling approach early in the 
Customer buying journey 
Early Engagement 
This is Slide 11. Let’s 
call this the 
“Ali_Objective2_Slid
e 11” video
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Schlumberger-Private
Schlumberger-Private
What Are We Looking to Achieve and How! 
Leverage Business Line Market Intelligence 
How Well Do You Know Your Customers?...
Your Competition? What You Do About it!
Vs.
This is Slide 19. Let’s 
call this the 
“Ali_Objective2_Slid
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Schlumberger-Private
Utilize Sales Tools to Generate Data-Driven 
Insights!
Leverage Business Line Market Intelligence 
•
Identify target market size – 
Serviceable and Addressable 
Market (SAM)
•
Identify Customer plans, activity 
and drivers
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Analyze competition activity, 
Revenue Market Share and 
Equipment Share (SAM) 
1. Collect 
• Capture Leads & Opportunities in C4C 
• Describe Customer activities & projects
• Classify Business Line activities, Revenue 
Market Share and Equipment Share (SAM) 
• Capture operator JV and competitor’s 
activity and revenue where SLB does not 
have a footprint
2. Capture 
•
Provide direct input to strategy and sales planning
•
Create mutual value for SLB and Customer 
•
Engage at early stage of Customer buying journey
•
Grow market share & drive profitable growth
4. Act
•
Understand Customer and Competition 
behavior across market segmentations
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Assess key opportunities using OEA
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Anticipate their next move
3. Assess/ Predict 
This is Slide 22. Let’s 
call this the 
“Ali_Objective2_Slid
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Ali_BL SC Mgr - 2 Objectives_Videos_Tongo_14072021_MT_v1.0.pptx

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