Add Content Department Viewer Publisher
SALES WAY
SELECT SECTION
PROSPECT SALES OBJECTIVE
Research customer history; understand industry/business trends; demonstrate vertical expertise.
MEASURMENT OF YOUR PROGRESS
- You understand customer's key initiatives
- You communicate vertical expertise that aligns with customer initiatives
- Key players validate opportunities
- Opportunities leverage current capabilities
- Opportunity Scorecard
SUGGESTED ACTIVITIES
- Attend Industry/Customer Events
- Identify historical sales of customer
- Inventory current products/services used by the customer, if any
- Talk to account Managers who has had success in "like" customer (map: what sold, who bought, who is MSI helped? Partners?)
- Assess nature of customer's strategic initiatives
- Identify and understand key business issues relevant to the customer
- Determine total customer potential based on research/historical data
- Assess competitor activity and position within customer
- Determine time and effort required to secure or grow the customer
- Review qualification, assignment, and prioritization with Sales Manager or Partner
- Identify Subject Matter Experts
- Select contact(s) to initiate contact(email, mail, ad-hoc)
- Benchmark against world-class customers
- Inventory relevant and reference-able "like" solutions
- Evaluate competitive solutions
- Prepare/customize industry briefing relevant to Buying Influences' Concepts
MEASURMENT OF YOUR PROGRESS
- Visit the Verticals section to understand more about your customers business and find related materials
PROSPECT SALES OBJECTIVE
Research customer history; understand industry/business trends; demonstrate vertical expertise.
MEASURMENT OF YOUR PROGRESS
- You understand customer's key initiatives
- You communicate vertical expertise that aligns with customer initiatives
- Key players validate opportunities
- Opportunities leverage current capabilities
- Opportunity Scorecard
MEASURMENT OF YOUR PROGRESS
- Visit the Verticals section to understand more about your customers business and find related materials
PROSPECT SALES OBJECTIVE
Research customer history; understand industry/business trends; demonstrate vertical expertise.
MEASURMENT OF YOUR PROGRESS
- You understand customer's key initiatives
- You communicate vertical expertise that aligns with customer initiatives
- Key players validate opportunities
- Opportunities leverage current capabilities
- Opportunity Scorecard
SUGGESTED ACTIVITIES
- Attend Industry/Customer Events
- Identify historical sales of customer
- Inventory current products/services used by the customer, if any
- Talk to account Managers who has had success in "like" customer (map: what sold, who bought, who is MSI helped? Partners?)
- Assess nature of customer's strategic initiatives
- Identify and understand key business issues relevant to the customer
- Determine total customer potential based on research/historical data
- Assess competitor activity and position within customer
- Determine time and effort required to secure or grow the customer
- Review qualification, assignment, and prioritization with Sales Manager or Partner
- Identify Subject Matter Experts
- Select contact(s) to initiate contact(email, mail, ad-hoc)
- Benchmark against world-class customers
- Inventory relevant and reference-able "like" solutions
- Evaluate competitive solutions
- Prepare/customize industry briefing relevant to Buying Influences' Concepts
MEASURMENT OF YOUR PROGRESS
- Visit the Verticals section to understand more about your customers business and find related materials
PROSPECT SALES OBJECTIVE
Research customer history; understand industry/business trends; demonstrate vertical expertise.
MEASURMENT OF YOUR PROGRESS
- You understand customer's key initiatives
- You communicate vertical expertise that aligns with customer initiatives
- Key players validate opportunities
- Opportunities leverage current capabilities
- Opportunity Scorecard
MEASURMENT OF YOUR PROGRESS
- Visit the Verticals section to understand more about your customers business and find related materials
PROSPECT SALES OBJECTIVE
Research customer history; understand industry/business trends; demonstrate vertical expertise.
MEASURMENT OF YOUR PROGRESS
- You understand customer's key initiatives
- You communicate vertical expertise that aligns with customer initiatives
- Key players validate opportunities
- Opportunities leverage current capabilities
- Opportunity Scorecard
SUGGESTED ACTIVITIES
- Attend Industry/Customer Events
- Identify historical sales of customer
- Inventory current products/services used by the customer, if any
- Talk to account Managers who has had success in "like" customer (map: what sold, who bought, who is MSI helped? Partners?)
- Assess nature of customer's strategic initiatives
- Identify and understand key business issues relevant to the customer
- Determine total customer potential based on research/historical data
- Assess competitor activity and position within customer
- Determine time and effort required to secure or grow the customer
- Review qualification, assignment, and prioritization with Sales Manager or Partner
- Identify Subject Matter Experts
- Select contact(s) to initiate contact(email, mail, ad-hoc)
- Benchmark against world-class customers
- Inventory relevant and reference-able "like" solutions
- Evaluate competitive solutions
- Prepare/customize industry briefing relevant to Buying Influences' Concepts
MEASURMENT OF YOUR PROGRESS
- Visit the Verticals section to understand more about your customers business and find related materials