A very simple and fresh approach to a 30-60-90 day plan for sales reps in technology and software. Easy on the eyes, standard content.

1. 90 Day Business Plan For –
Pittney Bowes Inc
May 7 2013
Tim Heyer
(704) 340-4031
trheyer@gmail.com

2. Business Plan Outline
 90 Day Territory Objectives
 Orientation / Training
 Lead Generation
 Prospect Visits
 Pipeline Generation
 Closing Business
 Summary

3. 90 Day Territory Objectives
 Orientation - Week one at PB– key
personnel and support staff
 Learn target market and prospects as
currently positioned by PB Company
 Immediately begin to generate Quality
Leads and target 10 major accounts
 Get in front of prospects
 Generate pipeline - 4x quota
 Build relationships and Close Business

4. Personal Training
 Learn PB Company portfolio
 Understand Value-Added Services
positioning
 Understand Competition
 Utilization of all Marketing Materials
 Social Media Usage
 I work well in heavily matrixed
organizations

5. Lead Generation
 Identify target accounts in territory
 Utilize existing rolodex contacts, PB
Company inside personnel and use PB
Company Systems (CRM, etc)
 Business Journals, Hoovers, LinkedIn, etc
 Work with internal sales resources
 Use ABC model for pipeline, “Killer B’s”
 Employ “Playbook” for 10 deals

6. Prospect Visits
 Get in front of prospects ASAP – learn about
current SLAs, who currently provides service
 Target Face-to-Face (FTF) meetings, 2 per week
 Understand a prospect’s business, who makes the
decisions and what are the current “pain points”
 Expand on relationships/contacts at C- and Director
Levels
 Educate prospect – make it simple, make it theirs
 Use of any available Reference Accounts
 Focus on XYZ Company solutions - Value-Add and
Customer Satisfaction

7. Pipeline Generation
 Qualify each prospect early on
 Align with the decision maker
 Conduct opportunity assessments
 Move prospect to next stage with each
meeting
 Stay on top of all opportunities
 Use “Playbook” with 10 plays
 Farm and hunt, must eat every day

8. Closing Business
 Properly/quickly counter any objections
 Shorten the Sales Cycle by being Creative
and Thinking “Outside the Box”
 Sell Value and emphasize improved profits
and accelerated ROI
 Ask for the business early
 Be confident, aggressive and persistent
 Most importantly - CLOSE the BUSINESS!

9. In Summary
 Hunt and farm to eat (Killer B’s”)
 Do my homework
 Align with everyone at PB on a strategy
 Follow sales (CRM) process
 Develop strong business case
 Get rid of competition early
 Price it to win the first time
 Lather, rinse and repeat