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WelcometoTargetAccountSelling®ProgramObjectivesProgramMapSalesReturnonInvestmentVersatilityDevelopmentNotinControlPurposeProvideyouwithastructured,repeatablemethodologyforanalyzingasalesopportunityBenefitsQualifyopportunitiesfasterandmoreeffectivelybyanalyzingthemfromthemostcriticalcustomer,businessandcompetitiveperspectivesInvesttime,energyandresourcesontheopportunitiesyouaremostlikelytowinCommunicatethekeyissuesmoreeffectivelyusingacommonlanguageOutputComprehensiveassessmentofyourcurrentsalesopportunityIntroductionFourKeyQuestions-The4PrinciplesofSellingIsThereAnOpportunity?#5–CompellingEventCanWeCompete?#10–UniqueBusinessValueAnswerthequestions...What’stheissue?Howisitaffectingthecustomer?Whataretheconsequencesorpayback?Howcanyouhelp?ValuePropositionTemplatesSampleValuePropositionsCanWeWin?IsItWorthWinning?OpportunityAssessmentIndividualExercise:CurrentOpportunityOpportunityAssessmentBusinessPartnersThePartner’sRoleinYourValueChainPartnerAssessmentWorksheetTeamActivity:AnalyzeYourBusinessPartnersPurposeProvideyouwithaframeworkfordevelopingawinningstrategyBenefitsAlignyoursalesobjectiveswiththecustomer'sbusinessobjectivessoyoucancommunicateyouruniquebusinessvalueSelectacompetitivesalesstrategythatenablesyoutoclosethesalesopportunityOutputAnalysisofyourpositionforthisopportunityCompetitivestrategytowinyoursalesopportunityTASPlanningMethodologyGoalTheArtofWar–SunTzuFrontalStrategyFragmentStrategyDefendStrategyDevelopStrategyOnceyouhaveinitiatedyourstrategy,itshouldremainfixed,unlessthereisamajorshiftintheprofileinformation.SummaryPurposeProvideyouwithaframeworkforanalyzingthecustomer’sorganizationBenefitsShortenyoursalescyclebyspendingtimewiththerightpeoplediscussingtherightissuesUnderstandthecustomer’spoliticssothatyouavoidsurprisesinthesalescampaignBroadenyourviewofthecustomer’sorganizationsothatyoucanexpandyourpresenceOutputOrganizationmapofthecustomer’sformalandinformalorganizationPrinciplesMappingtheOrganizationFormalRolesintheBuyingPr
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