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TeamBuilders International, Inc.

Excellenc in Strategic Execution

Strategic Selling Overview

In complex selling environments, where multiple people will influence the outcome of a sale, identifying and accessing these decision makers is an essential part of a winning strategy. World-Class Sales Organizations are significantly more likely to recognize the importance of these individuals in securing a sale.

Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. The program delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.

Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Salespeople and organizations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organization, and differentiate their company by leveraging its unique strengths.

Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. The key to success is learning how to focus time and energy on those opportunities most likely to become profitable, long-term customers.

Change

§ Understand that the most important thing to consider in determining your positioning is your customer’s pre-disposition to change.

Single Sales Objective

§ Clarify if a sale truly exists, is there budget, have funds been allocated and what the value of the sales is.

§ Focus on revenue attainment.

Define the Players: The Four Buying Influences

§ Determine who all of the key players are in influencing the decision being made and the role that they play for the sale.

§ Identify if there are patterns in positioning.

Degree of Influence

§ Differentiate the varying Degrees of Influence for each Buying Influence

§ Recognize that Degrees of Influence may or may not be determined by title.

Modes

§ Identifies individuals pre-disposition to change.

§ For individuals who see no need to take action, determine types of approaches that work to get them engaged.

Getting to the Economic Buyer

§ Uncover the three challenges in getting to the Economic Buyer. Dealing with the “float factor,” the internal blocker, and intimidation

§ Establish your credibility by providing the one thing the Economic Buyer always wants

Competition

§ Learn the types of competition

§ Understand how focusing on the competition can be just as dangerous as ignoring it.

§ Leverage a new strategy to use against competition

Ideal Customer

§ Measure the fit of your opportunity using the Ideal Customer Profile: a reliable tool for concentrating on win-win business

§ Sort and prioritize prospects according to this profile

The Sales Funnel

§ Maximize your most precious resource: selling time

§ Leverage the Sales Funnel for account tracking and territory management

§ Avoid the “boom and bust” income cycle

§ Discover an effective balance between the four types of selling work

Strategic Analysis: The Blue Sheet

§ Pull it all together into an action-based strategy for a structured, proven, 60-minute sales analysis

§ Leverage a complete, detailed picture of your Single Sales Objective

§ Illustrate who should do what and when to move your sale toward a close

To find out more about Strategic Selling, please contact us