Step 1: Sales Planning
The planning step helps you develop sales and data plans that will allow the organization to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success.
Phase 1: Markets
Understand the playing field completely.
The Problem
Growing revenues faster than the industry and competitors is hard. Market intuition is not enough. Science needs to be applied to find hidden revenue growth opportunities. Deciding whether to add headcount or get more out of the existing sales team requires a deep understanding as to where the growth is going to come from.
The Solution
- Market segment definitions
- Market attractiveness criteria
- Market adjacency identification
- Market share
- Total available market
- Market problem analysis (frequency, pain, willingness to fix)
- Product win strategy
Phase 2: Accounts
Go after accounts that are going to…
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