win and win big! 130pm win... · 2018. 1. 22. · •review best practices for growing large...

Win and Win BIG!Presented by Greg Armstrong

VP Sales Development - Proforma

Objectives

• Learn key indicators of a good opportunity vs. a bad opportunity

• Discuss successful strategies for selling and implementing major

programs

• Review best practices for growing large programs year-over-year

Agenda

• Adopt the Major Account Mindset

• Conduct Discovery

• Establish Credibility

• Develop the Strategy

• Close the Deal

• Own the Implementation

• Be a Partner, Not a Vendor

Adopt the Major Account Mindset

Adopt the Major Account Mindset

Transactional Sales

Program Development

Adopt the Major Account Mindset

• Be Selective Not every client has major account potential Conduct honest assessments before pursuing programs

• Develop C-Level Relationships Need high level buy-in for major account to work Find and nurture internal champions/advocates

• Executive/Operational Presence Business acumen, strong planning, ability to “connect

the dots” Regular review schedules – focus on the LONG term

Conduct Discovery

Conduct Discovery

• Do your due diligence! Win fast, lose fast.

Company news releases

Annual reports

Business journals and trusted news sources

LinkedIn research on key contacts

Conduct Discovery

• Ask key questions:

Are your current marketing solutions meeting your needs? Who are your incumbent vendors?

• How old are those relationships? What is working well?

• …..not working well? How do you track spend and brand control across suppliers? What is your annual budget/spend on marketing initiatives? Do you have existing inventory?

• Who owns it and how is it managed? Will we be expected to sign an NDA?

Conduct DiscoveryStop and Go Analysis

• Strong incumbent

relationships

• No corporate support

• Inventory ownership

• Long payment terms

• History of failed

programs

• Price-driven process

• Desire for change• Priority for the

organization

• Access to information

• Open to creative

solutions • Reasonable payment

terms

• Not looking for low cost

supplier

Establish Credibility

Establish Credibility

• Company Snapshot

History

Purchasing power

Supplier partnerships

Services that you provide

Testimonials

Establish Credibility

• Company Footprint

Support structure

National/International representation

Establish Credibility

• Company Portfolio

Develop the Strategy

Develop the Strategy

• The 4 ‘What’ questions

What is the scope of the opportunity?

What pain points are you resolving?

What is the timeline?

What assets do you need to help close the deal?

Develop the Strategy

• Your next move

RFP

In-Person Meeting

Short, Mid & Long term plan

Close the Deal

Close the Deal

• Sell the solution

• Follow up on any open questions, pricing or

quote requests

• Stay top of mind to increase your odds

• Ask for a project

• Continue to leverage your resources

• Close strong – leave with action items

Close the Deal

• Multi-year deal rationale

3 year w/automatic renewals

Out clause for either party

Technology component

Warehousing and fulfillment

• Have a prepared agreement

• Always consult an attorney

Own the Implementation

Own the Implementation

• Multi-year deal rationale

3 year w/automatic renewals

Out clause for either party

Technology component

Warehousing and fulfillment

• Have a prepared agreement

• Always consult an attorney

Be a Partner. Not a Vendor.

• Pursue active engagement

Regular Program Reviews

Measure and report results vs. goals

• Align with Client’s Strategies & Objectives

Inquire about upcoming projects/initiatives

Discover more about their wants and needs

Discover upsell and cross-sell opportunities

Be a Partner. Not a Vendor.

Be a Partner. Not a Vendor.

• Outcomes:

Reinforce relationships

New potential contacts

First lens on new projects and product lines

Opportunities to consult – be a member of their team

Summary

• There are key indicators of a ‘good opportunity’ vs. a ‘bad deal’

• Allocate the necessary resources and apply the best practices to help you

sell and implement major programs

• Regular reviews are essential for growing large programs year-over-year

Thank You