![Page 1: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/1.jpg)
Win and Win BIG!Presented by Greg Armstrong
VP Sales Development - Proforma
![Page 2: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/2.jpg)
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
![Page 3: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/3.jpg)
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
![Page 4: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/4.jpg)
Adopt the Major Account Mindset
![Page 5: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/5.jpg)
Adopt the Major Account Mindset
Transactional Sales
Program Development
![Page 6: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/6.jpg)
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
![Page 7: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/7.jpg)
Conduct Discovery
![Page 8: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/8.jpg)
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
![Page 9: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/9.jpg)
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?
![Page 10: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/10.jpg)
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
![Page 11: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/11.jpg)
Establish Credibility
![Page 12: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/12.jpg)
Establish Credibility
• Company Snapshot
History
Purchasing power
Supplier partnerships
Services that you provide
Testimonials
![Page 13: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/13.jpg)
Establish Credibility
• Company Footprint
Support structure
National/International representation
![Page 14: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/14.jpg)
Establish Credibility
• Company Portfolio
![Page 15: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/15.jpg)
Develop the Strategy
![Page 16: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/16.jpg)
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?
![Page 17: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/17.jpg)
Develop the Strategy
• Your next move
RFP
In-Person Meeting
Short, Mid & Long term plan
![Page 18: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/18.jpg)
Close the Deal
![Page 19: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/19.jpg)
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
![Page 20: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/20.jpg)
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
![Page 21: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/21.jpg)
Own the Implementation
![Page 22: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/22.jpg)
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
![Page 23: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/23.jpg)
Be a Partner. Not a Vendor.
![Page 24: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/24.jpg)
• 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.
![Page 25: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/25.jpg)
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
![Page 26: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/26.jpg)
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
![Page 27: Win and Win BIG! 130pm Win... · 2018. 1. 22. · •Review best practices for growing large programs year-over-year. Agenda •Adopt the Major Account Mindset •Conduct Discovery](https://reader036.vdocument.in/reader036/viewer/2022063009/5fbf9e17d4fed717a614bef3/html5/thumbnails/27.jpg)
Thank You