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 and be devastating when your not!

It can make a year or use up your time and critical resources. It’s a key reason the program was initially developed.

As successful sales executives and early adopters of Strategic Selling, the developers understood the complexities and resources needed to successfully sell to large complex companies and entities. They understood the game as players and coaches, the level of commitment required and the methodology needed to execute a successful Deal/Account Acquisition process.

The DSP Program was developed by successful sales executives to provides you with the methodology, skills and tools to improve your probability of success and profitability.

The DSP program can be tailored to your specific situation: Every engagement starts with a Sales Optimization Assessment to learn about your company, vision, culture, people, current systems and methodologies. Once our consulting is completed, we review for clarity & alignment, before we fine tune the program for implementation.

Program Modules and Options include:

  • Target Market Development/Account Planning

  • Ideal Client Profile and Unique Value Statements

  • Identification of the Decision Nucleus and Buyer Roles

  • Buyer Psychology

    • Buyer Motivation (personal and professional)

    • Attitudes toward change (who are the movers and shakers)

    • Buyer Communications and Preferences

  • Commitments/Testing Receptivity

  • Presentation Magic - How to present to the team decision nucleus

  • Account Strategy Reviews are organized and Account Plans are consistently updated and improved. The team is integrated with a logical and standardized process with tools and training to improve execution, communications and results. Other key benefits include: Minimize Surprises, Improve Forecast Accuracy.

    • Reviews can be associated with the different stages of the opportunity. Each stage includes milestones to be completed or adjust the pipeline probability.

    • Account Reviews follow a strategic and tactical approach for improve retention and clarity and are better organized and are no longer a fire drill.

    • WIN ratios improve with better strategy, communications, team execution and accountability.

    • Program participants select their Accounts to Roadmap. When they finish the program they walk away with a new or updated Account Plan.

Additional uses of the Account Review Roadmap include:

  • One-on-one or Prior to attending a sales call

  • In a Business Builder or Monthly Funnel Review

  • Process Prior to negotiations

  • Large Opportunity - Big $

  • Major Account - Strategic Importance

  • When an Account represents a new market or industry

  • If you have been unable to meet the Director Buyer (Key Decision Maker)

  • When Forecasts are being missed

  • You need to assess the allocation of resources