CREATING WINNING SALES PLANS WITH THE VALUE SELLING SYSTEM®
FAILING TO PLAN = PLANNING TO FAIL
According to Neil Rackham - best-selling author of SPIN-Selling - consistently successful sales people are above everything else effective planners. His research found that “good selling depends on good planning more than any other single factor.”
We believe that failing to plan means planning to fail and that's why our Value Selling System® includes simple, easy-to-follow templates for the four key levels of planning that every sales person needs to master:
WINNING SALES PLANS IN THE VALUE SELLING SYSTEM®
If you don't already have something suitable, we'll work with you to implement an effective territory planning template that enables sales people to capture the essential information that will allow them to maximise the revenue potential of their territory, including historical performance, current revenue targets, market trends, competition, critical problem focus, ideal customer characteristics, installed base priorities, targeted new business accounts, and key pipeline building activities.
If you don't already have something suitable, we'll work with you to implement an effective account planning template that enables sales people to capture the essential information that will allow them to maximise the revenue potential of their key accounts, including historic activity, customer priorities, existing solution footprint, white space opportunities, competitive landscape, level of relationship, stakeholder engagement, and upgrade, up-sell and cross-sell opportunities.
As part of our sales process designe work, we'll work with you to implement an effective opportunity planning template that equips and enables sales people to accurately qualify the opportunity, confirm there is a clearly defined need and an obvious reason to act, understand and where possible influence the customer's decision criteria, decision process and decision team, evaluate the competitive landscape and come up with a winning opportunity strategy.
Many sales people go into customer meetings without sufficient thought or preparation - with predictably unsatisfactory results. We'll work with you to implement a meeting plan template that ensures that every customer interaction creates and captures mutually meaningful value - focusing attention on what the customer wants to get out of the meeting, how we can teach them something new, how you can make them want to learn more, what you need to know and do, and what advance the sales person intends to achieve and how they plan to achieve it.
THE INFLEXION-POINT ADVANTAGE
We'll help you ensure that every member of your sales team - from your most experienced veteran to your most recent new recruit - is equipped to create and capture mutually meaningful value in every customer interaction...
TO FIND OUT HOW, CONTACT US TODAY
LATEST BLOG POSTS
Even if you’ve managed to focus on the critical issues that matter most to your prospects, profiled and targeted your ideal customers and identified and engaged your most...Read more
The idea that complex B2B buying decisions inevitably involve multiple stakeholders is widely acknowledged, even if the number of actively engaged decision makers can...Read more