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®
We'll work with you to implement effective territory plans that enable 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.
We'll work with you to implement effective account plans that enable 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.
We'll work with you to implement effective opportunity plans that equip and enable sales people to accurately qualify every 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 meeting plans that ensure that every customer interaction creates and captures mutually meaningful value - focusing attention on what the customer wants to get out of the meeting, how your sales people can teach them something new, how they can make them want to learn more, what they need to know and do, and what advance they intend to achieve and how they plan to achieve it.