Developing Strategic Partnerships

The Developing Strategic Partnership program was created to help sales executives and sales teams improve their probability of winning large, complex sales and key accounts. These are the type of accounts that are usually large and strategic, where the objective is to create a long term, consistent revenue partnership. Selling to these complex accounts can have big rewards when successful but be devastating when you’re not!

It can make a year or drain you using up your time and critical resources. It’s a key reason the program was initially developed. As the VP of Sales with 25 field offices I was responsible for our resources and revenue. I realized we needed a better hiring program and a better training program for our sales organization. I teamed up with my sales leaders to analyze our performance as a company. We identified our areas of need. We interviewed training companies with the goal and intention to build a system for selling complex accounts that was superior to any other.

As successful sales executives we were all trained in Strategic, Behavioral and Tactical Selling. Our members sold mainframes, minicomputers, software, communications products and networks. Each sale was complex, we included our top SE’s, our Director of Training with 20 years of practical experience in field sales plus a Masters in Education. The task was to build a world class training system.

The result was a modular training program that covers all elements of the sales process. What we did was create a sales training program that can reinforce MEDDPIC Metrics for Deal, Account and Funnel Management.

The DSP Program was developed by successful sales executives to provides you with the methodology, skills and tools. We played the game as sales professionals and sales managers. We understand the stakes and the level of commitment and discipline required to execute a successful Deal/Account Acquisition process.

The DSP program can be tailored to your specific situation: The modular design makes it easy to customize every engagement. You can start with a Sales Optimization Assessment to learn about a companies vision, culture, challenges, priorities, systems and methodologies. The DSP program can implemented onsite or as a virtual workshop