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