Martin Driver

From MySalesDirector

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If People Know What They Want, Understand How To Achieve It, And Have The Ability To Action This

The Odds Of Success Increase Dramatically

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Creating A Sales Strategy

What Is Strategy
The Oxford English Dictionary, Quote. A Plan To Achieve A Long-Term Aim

Planning and Directing A Military Activity in A War Or Battle

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What We Will Cover Today

Creating A Sales Strategy
Big Picture, Route To Market

Account Strategy
Specific Deal Game Plans
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What Do You Want

Goals
The Big Picture Thinking, Blue Sky

Objectives
The Practical Steps Needed To Achieve The Goals
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What Do You Want

Goals
Short Term Mid Term Long Term (0 To 12 Months) (12 To 24 Months) (24 To 60 Months)

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What Do You Want Goals

Relevant Precise Accurate Time Bound
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What Do You Want

Objectives
The Steps Needed To Achieve Goals

Specific Measurable Achievable Results Time

What Do You Want

What Is Success Is It Realistic

Will It Achieve Bus Results

When Will It Be Done
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Route To Market What Is Your Market Place

Who Do I Sell To What Is The Market Size / Potential How Mature Is The Market What Are My Key Differentiators

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Route To Market

Who Else Operates In This Space

Who Are Your Competitors How do They Operate What Are There Strengths & Weaknesses What Are The Alternatives
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Route To Market

A
Key Areas To Consider

awareness
Prospecting

C C H

coverage consideration
Sales

hit rate
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Process, Style and Structure How Will You Have To Work (Process)
Beginning, Middle and End Of The Sale

What Type Of Sale Is Needed (Style)

Transactional, Solution, Consultative

What Is Your Org Design (Structure)

Field Sales, Telesales, Agents, Media
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Sales Management
How Will You Drive Success Setting Sales Targets Measures Sales Reviews Coaching And Motivation
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Account Strategy
Specific Account Game Plans

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Account Strategy
From The Moment You Pursue A Sale Someone Is trying To Beat You To It From The Moment You Win It Someone Is Trying To Take It From You
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Account Strategy Four Effective Account Strategies

Attack Defend New Game Additional Supplier

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Account Strategy

Attack
(What You Need) Clear Advantage - In Value, Performance etc. Customer Agrees Advantages Customer Support, Sponsor Ability To Act Quickly
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Account Strategy

Defend
(What You Need) Credibility With Your Customer Good Customer Relationships Customer Understands Your Value Account Intelligence
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Account Strategy

New Game
(What You Need) Credible Business Case Customer Support, Sponsor Good Timing New Game Plays To Your Strengths
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Account Strategy

Additional Supplier
(What You Need) Good Account Intelligence Customer Support, Sponsor Good Relationships Ability To Respond Well and Quickly
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Sales Strategy
Summary
Know What You Want Understand How To Get It Decide How Best To Operate Make It Happen !
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The Final Word

Know yourself, know your enemy, and you need not fear one hundred battles. Know only yourself and not your enemy, and for every victory gained you shall sustain defeat. Know neither yourself nor your enemy, and you shall succumb in every battle. Your strength will eventually become your weakness. The key to victory is not in defeating the enemy, but in defeating the enemy's strategy; therein lies their vulnerability (The Art Of War-Sun Tzu)
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