|
| |
|
|
|
|
|
|
|
|
|
|
| |
|
|
|
|
|
|
|
| |
|
|
|
|
|
|
|
|
|
|
| |
|
|
|
| |
|
|
|
|
|
|
|
|
|
|
| |
|
|
Selling solutions, applications and infrastructure is a specialised activity
one that requires both deep industry
and process understanding, specific
customer knowledge and know how. |
|
 |
|
|
| |
|
|
|
|
|
|
|
|
|
|
|
|
Customer Behaviour
The right opportunity, and
deselect opportunities which
have a lower probability of success.
Determinants of Value
(tangible and intangible)
Value Adding Opportunities Risks.
Unique Value Proposition for
this customer.
Stakeholder Analysis, to determine
Influencers and decision makers.
Obstacles to winning, and how to
overcome these obstacles.
Strong relationships, targets and
approaches, plans.
Create more win win deals. |
|
|
|
ASSESS:
INDENTIFY:
DEVELOP:
PERFORM:
DEFINE:
BUILD:
WIN: |
|
|
|
|
|
|
|
|
|
|
|
|
|
Our approach and personal
coaching, builds capability
within your sales force, to
build more business for you,
on an ongoing basis. |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
