6 Principles of High Performance Sales Models that Generate Value and Growth
Skilled People
- Skills Assessment & Evaluation
- New Account Acquisition
- Territory Management
- Time Management
- Key Account Management
- Sales Contact Preparation & Planning
- Opportunity Planning & Management
- Reliable Forecasting
- Thorough End-To-End Qualifying Process
- Developing High Impact Solutions
- Presenting Business Value (Monetized)
- Managing Resistance
- Negotiating
- Gaining Commitment
- Follow Up & Tracking
Pragmatic Processes
- Sales Process Aligned With The Customer Buying Process
- Solution Development Framework
- Account Planning & Management
- Opportunity Planning & Management
- Forecasting Models & Methodology
- Sales, Marketing And Product Management Alignment
- Channel & Partner Management
- Order Fulfillment
- Voice Of The Customer (VOC)
- Compensation Models
- Win/Loss Feedback Systems
Effective Tools
- CRM Alignment & Optimization
- Call/Contact Plans
- Opportunity Plans
- Qualifying Framework
- Account Planning Framework
- Stakeholder/Buyer Profiles
- Ideal Prospect Profiles (IPP)
- Value Proposition Development
- Unique Selling Proposition Evaluation
- Solution Development Framework
Engaged Management
- Coaching & Development
- Time Management
- Opportunity Plan Reviews
- Pipeline Analysis & Review
- Management Routines & Cadences
- Forecasting
- Win/Loss Reviews
- Resource Management & Assignment
- Skills Analysis & Talent Acquisition
Customer Insight
- Trends and trigger events
- Ideal Prospect Profiles (IPP)
- Win/loss reviews
- Competing Alternatives & SWOT Analysis
- Voice of the Customer (VOC)
- Buying Processes
- Stakeholder/Buyer Roles & Profile
Aligned Products & Services
- Creating Differentiation via Product Integration
- Product Life Cycle and Portfolio Management
- Value Creation and Pricing
- Product Development & Launch
- Competitive Analysis and Differentiation
- Value Add Channel Partners
- Identification of Urgent Market Needs
- Sales, Marketing and Product Management Coordination
