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Re-‐Think Your Sales Focus. In 2012 Authored by: h?p://twi?er.com/kalleheinonen h?p://www.linkedin.com/in/kalleheinonen
About This Document About This Document This document gives a framework for planning how you choose your Sales Target Accounts. You are free to re-‐use this plan as is or modify it to be?er ﬁt your purpose. Who Should Read This? This document is planned for anyone interested in making sense of Strategic Sales, Complex Sales, SoluKon Selling and Value Selling. Main Target: Directors, Sales Team Leaders, Business Owners, Sales ExecuKves, Others Interested About SocialADM SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales ExecuKves to help other Sales ExecuKves in their daily Sales Processes from Lead-‐to-‐Order. SocialADM is especially designed for Strategic, Complex, Value and SoluKon Selling Process.
Making the Decision to Target When choosing an Enterprise sales approach, it could be smart to plan your sales by Target Account Model. Why? – It helps you focus.
Target Account– in a nutshell What makes the account Target? • Account Size? (exisKng revenue or potenKal?) • Account Annual Turnover, Qn of People, Industry? • Strategic type, other partnership reasons? • Future Opportunity? • A meeKng you had or a person you met?
Target Account – Sample deﬁniKon Target Account: Deﬁned by Revenue & 10-‐by-‐10 Rule Exis%ng Account New Account ExisKng Revenue Beyond 100K PotenKal Revenue Beyond 100K* Future Revenue beyond 100K Repeatable Value ProposiKon** Maximum 10 per Sales Professional Maximum 10 per Sales Professional
Target Account – Choosing the Strategy The Go-‐To Target Strategy: Focus Account Type Exis%ng Account New Account Strategic, Enterprise, Key Focus Strategy Focus Strategy Mid-‐Market SoluKon Strategy SoluKon Strategy Low-‐Market AcKvity Strategy AcKvity Strategy See: FAST –Strategy Whitepaper for reference on Focus Strategy.
Target Account – Focus Strategy Sample of Focus Strategy Focus Ac%vity Solu%ons Pipeline Est. Target ACV My 12 Cross-‐sell and Up-‐sell Personalized ADM Less opportuniKes $1,400,000 Exis%ng High value Strategic Personalized Targets: ADM co-‐op to gain Customized Stages opportuniKes messaging Apple, Nokia, access to Decision Shorter lead thru’ Excellent Samsung, Maker IntegraKon to ERP Quality Google, Microso` Close AM RelaKonship Custom Training Partners: SoluKon/Strategic sales Custom Consultancy KwanKc, Wunderman, Cubic Sales (6 ways DD) Zaaz, Accenture, Targeted Small Events Tieto Quarterly Dinners 12 Largest New Targets: ExecuKve MeeKngs Rovio, GM, Disney, etc… See: FAST –Strategy Whitepaper for reference on Focus Strategy.
Re-‐Think Your B2B Sales. Our Website: h?p://www.socialadm.com Our Blog: h?p://salesgonesocial.wordpress.com In 2012 Authored by: h?p://twi?er.com/kalleheinonen h?p://www.linkedin.com/in/kalleheinonen