6 Principles of High Performance Sales Models that Generate Value and Growth

6_Principals

 

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

 



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