The Economic Justification Workshop

 

The Economic Justification workshop is a program for entrepreneurs and organisations that Economic Justificationrecognize the need to present detailed business cases that include key economic measures & justifications when proposing solutions to prospective clients.

 

Download: The Economics of Selling Complex Solutions presentation

 

By the end of the workshop, sellers will be able to:

 

  • – Identify the prospective customer’s business goals, initiatives and obstacles to
  •   success
  • – Highlight and quantify the solutions benefits
  • – Develop appropriate cost estimates
  • – Assess the risks and estimate their level of exposure
  • – Select the appropriate metrics
  • – Build cash flow projections
  • – Calculate the payback for the customer
  • – Present the business case

 

Simply fill out this short form to access the Economic JUSTIFICATION workshop program brochure.

 

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Deal Evolution

By the end of the program, your organization will be structured to “Sell like the best of them”!

 

Velocity Jet

Your Account Teams will be aligned to execute in accordance with your overall business strategy, Account and Territory driven metrics and behaviours will be in place  to increase pipeline and close more deals, a sales focused reporting rhythm will drive collaboration in the business and your sales tools will be set up to the  support performance transformation you are about to go through.

 

The major elements of Account & Territory Planning that your Teams will become familiar with include: planning for success, segmenting for focus, “white space” analysis for prioritization, aligning with client strategy and political & competitive landscape management.

 

Simply fill out this short form to access the product brochure.

 

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Sales Evolution for SMB

The Sales EVO for Small & Medium Business (SMB) is a program for organisations that recognize the need to bringSales Evo for SMB more revenue and greater predictability to the sales side of their business.

 

Typical challenges these businesses may face include:

 

  • – Unsuccessful revenue & growth strategy execution
  • – Declining revenues
  • – Poor forecast accuracy
  • – Sales people not making quota
  • – Insufficient pipeline
  • – Losing business to competitors
  • – Poor alignment of resources across the business to drive sales

And, by the end of the program, your organization will be structured to “Sell like the best of them”!

 

Your Sales & Marketing assets will be aligned to the overall business strategy, sales driven metrics and behaviours will be in place  to increase pipeline and close more deals, a sales focused reporting rhythm will drive collaboration in the business and your sales tools will be set up to the  support performance transformation you are about to go through.

 

Simply fill out this short form to access the product brochure.

 

First Name.(required)
Last Name..(required)
Email……….(required)
Phone ………(required)
  

 

Relationship Map

Create a Map in SalesforceCreate a Map Directly from Salesforce

The power of visualization delivers immediate insights to the sales team. You can see with whom you should be spending time, who is for you and who is against you. You begin by creating a map with data that is already in Salesforce Contact records; however, by representing it graphically, it becomes more powerful and revealing.

Visualize the Map of the Buyer’s OrganizationVizualise Your Political Map

At a glance, you see some who is on your side (green on the map), who is not (red), and who is neutral (grey). You can also identify who are the decision makers, who are visionaries, who you have met with, and more. You can move individuals on the map with a simple drag and drop. When you do this, the “Reports To” setting in Salesforce is automatically updated because TAS Software is built ‘Inside Salesforce’, native on the Salesforce Platform.

Identify Buying RoleIdentify the Buying Role of Each Person

By identifying the buying role of each person on your Political Map, you can strategize to maximize your influence with the key people. A simple hierarchy org chart cannot provide this information because reporting structure may not align with buying roles. By using a visual map, your targets become clearer and you can focus better.

Relationship StatusIt’s Important to Know Who Your Friends Are

You need to identify your friends and also your enemies. Your goal should be to strengthen relationships with your friends, neutralize your enemies, and convert those who are neutral to become friends. You can track this all in your Political Map.

Import Contact from SalesforceImport Contacts from Salesforce to Build a Complete Map Easily

As you learn new information, you will want to update the Key Players on your Political Map. You may also want to add new Contacts to your map directly from Salesforce. Altify Relationship Map makes it easy, and because Salesforce “knows” the reporting structure, Relationship Map automatically places that person in the right place on map. You can also add a TBD (To Be Determined) placeholder on the map when you know that a person is involved in the buying process, but you don’t yet know where that person fits in the organization.

Add New ContactsAdd New Contacts to Your Map and Save to Salesforce Contact Records

You might want to add someone new to your Political Map, but that person is not yet in Salesforce. No problem. Simply create the new Contact directly on the Political Map, and it gets added automatically to Salesforce Contact Records.

Show Influence RelationshipsLines of Influence Show More Than Just Org Hierarchy

Sometimes things aren’t always as they appear, and the organizational hierarchy only tells part of the story. It will be very important to your sales teams efforts to see who influences whom, and your Political Map shows this clearly. It helps you get a clearer understanding of the overall picture of the buyer’s organization.

Smart CoachingGet Smart Coaching on Each Contact

You can click on any person in the Political map to see a lot more information. TS Software provides coaching advice that delivers vital information, such as whether the person is a high risk, whether they prefer you or a competitor, and what you should do next to win this deal. Effective coaching can help you win, and TAS Software provides real-time, deal-specific, contact-specific coaching advice.

Easy Access to LinkedIn or Twitter for Each ContactEasy Access to LinkedIn and Twitter for Each Contact

A good sales rep knows that you must do your research on a prospect. You can learn a lot about an individual by staying up to date with their social media profiles. TAS Software provides links directly from the Political Map to each contact’s LinkedIn and Twitter accounts. When it’s time to meet with your Contacts, you should learn what they have recently posted and any profile updates that might impact your relationships with them.

Get Smart CoachingUncover Vulnerabilities

TAS Software provides overall advice based on the Political Map, so you can better understand your position and see how well you are doing. And it provides advice on how to turn your challenges into opportunities to win.

Conversation Manager

Misalignment is costing you and your customerAlignIpad

Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Why is that?

 

Sellers often find that marketing materials don’t align to the customer’s business problem. Research says that Sales Enablement delivers product knowledge but not an understanding of the customer’s business problems. Sellers sell what they know.

 

Align_CSMBuyers reward sellers who:

  • Make the effort to understand their business, expand their understanding of their business problem, provide valuable insights into the business and the market, connect the buyer’s priorities to specific solutions.

Sales & Marketing must align with customer’s problems

Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.1_AlignWithCustomer

 

Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Gaining alignment with the buyer is the first step. Only then can the salesperson add value to the conversation.

 

In the Customer Map, understand typical business Goals, Pressures, Initiatives and Obstacles. Use smart industry template maps created by your product marketing team to get an understanding of the world of your buyer.

 

Make the effort to understand their business, and use the smart sales kit to provide valuable insights to them, and help expand their understanding of their business problem.
4_FindTheRightSolution

 

With their context in your mind, you can now connect the buyer’s priorities to specific solutions. Use the smart sales kit to add value 2_UnderstandTheirStoryto the business conversation. Know what to say, which personas to address and how to present your solutions.

Opportunity Manager

Increase win rates and grow deal size. Uncover the compelling event, navigate the political power structure, and focus on qualified deals with intelligent deal coaching.

 

Assess Your Strengths

Deal AssessmentTAS 1-20 is the roadmap for deal qualification, helping you understand the real opportunity, remove risk and chart a course to win. Analyze the opportunity based around four key questions:

 

  1. Is there an opportunity?
  2. Can we compete?
  3. Can we win?
  4. Is it worth winning?

Select the Best Competitive StrategyCompetitive Strategy

Altify Opportunity Manager recommends different Competitive Strategies for offensive and defensive situations based on your responses from a series of questions.

Political MapNavigate the Buyer’s Organization

Identify the decision makers and their influencers, and determining who’s on your side and who might be an adversary. Focus your attention on winning the minds of the right people and ultimately shorten your sales cycle.

 

Align with the Buyer’s Decision CriteriaDecision Criteria

Detail key issues in the opportunity and then rank them based on importance to each key player. Opportunity Manager calculates the overall rank of each key issue across all key players, helping to support your overall strategy and providing focus to move forward.

Prime ActionsExecute Tactical Actions

Shorten your sales cycle and increase success by planning and executing the right tactical actions to win. Integrate these actions with your CRM system, managing your calendar and workflow of these actions.

 

Visualize Solutions with the BuyerInsight Map

Create customer-focused solutions and deepen the value that you provide to your customers by helping them to visualize and connect their business challenges to the solutions. Help them address and achieve their business goals.

Coach MeGet Real-Time Coaching

Get real-time, deal-specific coaching. Coach Me knows everything about the deal you are working on and coaches you on what you have to do to win the deal.