文档介绍：e to Target Account Selling®
2018/9/27
Program Objectives
Developing and testing prehensive plan for your sales opportunity
Enabling you municate more effectively with your team
Shifting your sales focus from tactical to strategic
Help you win by...
Focusing on the right issues with the right people at the right time
Systems, Inc. All rights reserved. *
Program Map
Opportunity Assessment
Strategy
Politics
Alignment
Planning
Testing
Implementation
Program Modules
Assess the Opportunity
Set petitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn Ideas Into Actions
Test and Improve the Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Systems, Inc. All rights reserved. *
Sales Return on Investment
Level 1
Level 2
Level 3
Productivity
Time
Entry
Tactical
Strategic
Competitive
Time and $
Systems, Inc. All rights reserved. *
Versatility
Level 1
Level 2
Level 3
Focus
Orientation
Repertoire
Finance
Relationships
Event
Product/Service
Technology
Price
Operations
Process
Business
Services
Cost
Management
e
Political
Solution
Value
Executive
Systems, Inc. All rights reserved. *
Development
Status
Mode
Politics
Resources
Performance
Considered
Reactive
Aware
Premature or
Excessive
Inconsistent
Level 1
Level 2
Level 3
Preferred
Responsive
Agile
Timely & Judicious
Consistently Achieves
Dominant
Proactive
Astute
High ROI
Reliably Exceeds
Systems, Inc. All rights reserved. *
Introduction
+
A
B
C
–
Page
Current: good win rate
Potential
Z = 1
Z = 0
A – promised
X & Y Lost
Z = -1
X
Y
Z
Systems, Inc. All rights reserved. *
Four Key Questions - The 4 Principles of Sell