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Strategic Account Management Methodology  - a review by Tony Hackett
 

Strategic Account Management Methodology - a review by Tony Hackett

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This document contains an overview of a number of leading strategic account management methodologies.

This document contains an overview of a number of leading strategic account management methodologies.

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    Strategic Account Management Methodology  - a review by Tony Hackett Strategic Account Management Methodology - a review by Tony Hackett Document Transcript

    • Strategic Account Management Methodology – a modern reviewTony HackettLinkedIn: http://www.linkedin.com/in/mrtonyhackettBlog: www.mypublicbrand.comTwitter: @mypublicbrand
    • Contents1 Introduction.............................................................................................................................1-42 The Tas Group..........................................................................................................................2-4 2.1 Platform Leadership..........................................................................................................2-4 Dealmaker’s® TAS® Opportunity Management...........................................................................2-4 Dealmaker’s® TAS ®Account Management .................................................................................2-5 CHAMP ....................................................................................................................................2-5 Problems .................................................................................................................................2-6 2.2 Solutions Offered..............................................................................................................2-6 Sales Performance Automation .................................................................................................2-6 Sales Leader and Sales Operations Leader:.................................................................................2-7 Sales Training...........................................................................................................................2-7 Sales Coaching .........................................................................................................................2-7 Sales Coaching Office Infrastructure ..........................................................................................2-7 2.3 The Operations Process.....................................................................................................2-8 Solution Partners......................................................................................................................2-9 Systems Integrators..................................................................................................................2-9 Independent Consultants ..........................................................................................................2-9 Referral Partners .................................................................................................................... 2-10 Strategic Partners................................................................................................................... 2-10 Alumni/History....................................................................................................................... 2-10 2.4 Customers...................................................................................................................... 2-10 Revenue ................................................................................................................................ 2-103 Holden International .............................................................................................................. 3-11 3.1 Products/Services ........................................................................................................... 3-11 Holdens Power Base® ............................................................................................................ 3-11 EFOX SOFTWARE .................................................................................................................... 3-12 3.2 The Company ................................................................................................................. 3-13 Location................................................................................................................................. 3-13 Revenue ................................................................................................................................ 3-134 Huthwaite.............................................................................................................................. 4-151-2 Strategic Account Management www.mypublicbrand.com
    • Approach/Services ................................................................................................................. 4-15 4.1 Pricing............................................................................................................................ 4-16 4.2 Solutions ........................................................................................................................ 4-16 Huthwaite’s SPIN® Solution Suite ............................................................................................ 4-16 Locations: .............................................................................................................................. 4-205 Sales Performance International (SPI) ...................................................................................... 5-21 Solution Selling® Learning Library ............................................................................................ 5-22 Tools Offered ......................................................................................................................... 5-22 Service and Technology Offerings ............................................................................................ 5-23 CRM Enablement ................................................................................................................... 5-23 Marketing Alignment.............................................................................................................. 5-23 Training and Coaching Services ............................................................................................... 5-24 Company ............................................................................................................................... 5-24 Training Approach .................................................................................................................. 5-246 Performancemethods.com...................................................................................................... 6-26 Global Presence ..................................................................................................................... 6-277 Revenue Storm....................................................................................................................... 7-27 Measuring Success ................................................................................................................. 7-28 Interactive Tools..................................................................................................................... 7-291-3 Strategic Account Management www.mypublicbrand.com
    • 1 Introduction Strategic Account Management (SAM) is a management approach adopted by selling companies aimed at building a portfolio of loyal strategic customers. By offering them on a long term basis, a service/product offering tailored for their specific needs it is a progression towards a form of ‘partnership’ or alliance with major customers characterised by joint decision making and problem solving, integrated business processes and collaborative working across buyerseller boundaries, described as a process of “relational development”.2 The Tas Group The Tas group believes in delivering sustained customer value is passion. They help their customers achieve consistent and increased revenue, accurate sales forecasts, and greater sales effectiveness. They have combined their training tools with Dealmaker to achieve comprehensive training and reinforcement.2.1 Platform Leadership The unique value is the result of combining two disciplines; (1) intelligent software applications, and (2) deep sales methodologies. Innovation is at the core of the companies’ efforts and the Dealmaker® intelligent software application is the engine driving revenue growth for customers . According to the Aberdeen Group, customers of The TAS Group realise 21% greater quota attainment1. Dealmaker’s® TAS® Opportunity Management Dealmaker is in use by more than 850,000 sales people worldwide. The software is used by sales organisations to gain the clarity necessary to improve individual and overall team effectiveness by providing on-demand sales best practice learning and application - creating a repeatable process to:  Increase win rates  Improve forecast accuracy  Reduce sales cycles  Increase deal size  Reduce discounting  Created competitive advantage  Grow pipeline size and quality1 Web Content from, “Company Overview” by thetasgroup, undated, at: http://thetasgroup.com/ourcompany.html#ixzz1euBYlv282-4 Strategic Account Management www.mypublicbrand.com
    • Dealmaker’s® TAS ®Account Management Managing large scale, complex, global relationships demands a high level of competence, market understanding, and knowledge not only of the customer, but their ecosystem and value chain. The TAS Group helps account managers focus on the key competencies that are critical for success:  Developing, documenting, and executing multiple-year strategies and plans  Understanding the customer’s market, competition, business partnerships, and exten ded value chain  Linking solutions in the most compelling context by providing the most value to the stakeholders who care the most  Increasing high margin, predictable revenue while promoting customer retention, satisfaction, stability, and growth CHAMP CHAMP (Channel and Alliance Management Process) enables the user to create and manage predictable revenue streams from partnerships. CHAMP Partner Planning provides the method and tools to uncover a partner’s key business goals and objectives. It also aids channel managers in standardising their partner management processes and aligning activities to produce a positive, measurable impact on partner productivity, proposals, and close rates.  Recruit and manage the “right” partners  Collaborate more effectively with partners during joint deals  Build and maintain “trusted advisor” status with partners  Achieve more consistent and predictable revenue growth through partners  Gain more mindshare with partners  Understand partner business drivers  Improve pipeline management and forecasting  Understand partner portfolios, and how best to leverage their time, money, and resources  View channel activity from the partner’s perspective  Improve go-to-market strategy execution2-5 Strategic Account Management www.mypublicbrand.com
    • Problems Revenue improvement: Improve pipeline quality and size, increase win rates, and shorten sales cycles. And with Dealmaker reinforcing and measuring best practices across the sales team every day, the company gets a revenue boost that lasts and actually improves over time. Sales Forecasting: Sales people spend on average 2.5 hours per week on sales forecasting – and in most cases deals do not close as forecasted. Dealmaker software removes guesswork out of forecasting by removing sales people’s subjectivity and guides them to truly understand when a de al will close. Accurate sales forecasts result because of objective in-depth analysis of the team’s actual performance and knowledge of what it takes to close deals. Effectiveness Problems: TAS workshops are supplemented by Dealmaker virtual learning for pre- workshop knowledge transfer, and post-workshop reinforcement. This eliminates the average 87% drop in retention typical within 30 days of learning in traditional classroom sales training. Post- training, Dealmaker Sales Performance Automation platform integrates with CRM system so that the sales person applies what they learned.2.2 Solutions Offered For the above discussed problems of revenue improvement, sales forecasting, effectiveness problems, the company have devised solutions that is a combination of training and automation. Sales Performance Automation Research has shown that people overwhelmingly favor an on-the-job learning process over a time- consuming one or multi-day workshop, while technological advances like web 2.0 have the ability to make people more productive than ever before. Creators of ‘Sales Performance Automation’, The TAS Group has been developing a more efficient sales learning and applying system for selling organisation since 2005. This system is the Dealmaker Sales Performance Automation software, which integrates transparently into the CRM system. The Dealmaker provides an intellgent solutions to the Sales Professional:  Leading sales process and methodology to standardise best practice, guides the professional on opportunities to work on, what to do next and how to maximise chance of winning.  Is fully configurable to every business and uses intelligent automation to provide coaching and deliver insight on deals, sales cycle and sales velocity  Eliminates the need to manually update forecasts Dealmaker calculates them automatically2-6 Strategic Account Management www.mypublicbrand.com
    •  Provides graphical opportunity and account management maps that allow the user to explore business problems and uncover solutions as a team and together with customers. Sales Leader and Sales Operations Leader:  Integrates deeply with CRM system to provide end-to-end analytics based on accurate, objective data, and synchronises in real time  Provides accurate forecasts at all levels of the sales organisation, based on proven sales process rather than laborious, subjective judgments  Supports sales learning, assessment and certification, to teach and reinforce key concepts and make selling the right way an everyday thing  Incorporates social media – leverages the knowledge of community and alerts the user on problem areas so that the leader can proactively  Supports the addition of sales methodology Sales Training TAS Groups Dealmaker on-demand sales performance platform is applicable when there is a need for extended learning. With the proven TAS methodology, built-in e-learning, and tools to reinforce and measure sales performance, Dealmaker ensures that sales training investment continues to generate improved revenues over the long haul.The dealmaker buolds  Sales Effectiveness  Revenue  Forecasting Sales Coaching 40% improvement in sales performance, impacting the top 30% of their deals. As a result of coaching Return on Investment in sales goes up 27% according to Gallup and, where sales coaching is involved, customer loyalty improves by 56%. Sales Coaching Office Infrastructure The TAS group provides wholesome Sales Coaching Office infrastructure designed to align 5 key elements to deliver sustained, repeatable and predictable results for customers. These are:2-7 Strategic Account Management www.mypublicbrand.com
    •  Training and enabling content and technology (SCO Resource Center)  Expert coaching of the sales process  Sales methodology and specific deals (Coaching Operations)  Underlying processes and support systems (Logistics)  Measurement and reporting (Analytics)  Capturing, assessing and pushing of competitive trends and sales best practices back out to field sales and sales management (Sales Insights)  Completing a formal embedded coaching system, with a ‘closed loop approach’ to sales performance improvement The TAS group aims at providing continued reinforcement of their sales training with the help of the dealmaker. The typical process includes identification of sales and unique opportunities in the customer sales cycle, implementation of automation to coach and reinforce training. Support customer processes, measure, analyse internal processes and competitive trends. Push sales best practices and field sales management and therefore sustained performance improvement.2.3 The Operations Process The solutions offered by TAS are delivered by various groups in each country. The company calls them certified partners. Some of the partners are:  The Bee Group: United States, Canada and Latin America  Blue Ridge Sales Effectiveness: offers the tools necessary for sales leaders, sales professionals, organisational development leaders, HR professionals, and organi sations to grow and prosper in unprecedented times.2-8 Strategic Account Management www.mypublicbrand.com
    •  Durhamlane: is a sales performance Solutions Company that helps organi sations increase their revenues, profits and build stronger customer relationships. Focus is UK  Harwood Partners: helps sales organisations with tools, training and technology to Increase win rates, shorten sales cycles and measure and manage sales performance. Location US, Europe and Asia.  Pelorus International: Pelorus International delivers proven expertise and business value while assisting clients in the execution of Sales process development, forecasting and pipeline management, channel and alliance management, sales automation tools for CRM integration and sales management coaching.  CTA Partners: The CTA Partners is a global consulting company that speciali ses in Sales Coaching, Training and Automation. Focus Latin America Solution Partners The company partners with top-tier, market-proven intellectual property that helps sales people sell more effectively. Huthwaite (Dealmaker) Systems Integrators Companies that have proven expertise in integrating technology solutions into customer environments partner with the Tas Group. Ecenta and The TAS Group have collaborated to help SAP customers to increase sales revenue by integrating theDealmaker platform with SAP CRM. Storm Technology is a leading business technology consultancy that specialises in building solutions that help clients gain better value faster from Microsoft technologies. Their solutions on premise or in the cloud - are based on Microsoft Dynamics CRM and the Dealmaker platform. Independent Consultants Representative Companies that provide customers with the highest levels of process, methodology and technology expertise, strategic thinking, and hands-on skills. Europe: France, Germany, Italy and Netherlands, UK and Switzerland North America: Arkansas, District of Columbia, Florida, Texas, Canada, California, Georgia, North Carolina, Virginia, and Mexico Asia Pacific: Korea, China, Australia, New Zealand2-9 Strategic Account Management www.mypublicbrand.com
    • Referral Partners Independent professionals, industry influencers and professional service consultants who introduce The TAS Group to prospective clients and in return receive a referral fee. Referral partners receive a 5% referral fee on all closed sales which includes both products and services sold. Strategic Partners Strategic Partners: The strategic partners for the Tas Group are companies that provide enterprise- class CRM applications, global social networks, sales productivity, marketing automation and other capabilities. Its current partners are Microsoft, Salesforce and Oracle. Alumni/History They claim to have trained over 850,000 people. The company’s HQ is in Seattle, and they have a large presence in Atlanta, as well as satellite offices around North America. Internationally, their major offices are in Reading, England and Dublin, Ireland 2. The company was founded as Select Selling, Ltd. in 1989 and changed its name to The TAS Group in July 2006. As of December 20, 2010, Info Mentis, Inc. was acquired by The TAS Group. Info Mentis, Inc. operates as a consulting and performance improvement company. It provides skills training programs, consulting services, coaching, and online support tools.2.4 Customers Customers of The TAS Group, the world leader in intelligent sales performance automation, attain team quota 20 percent higher and 54 percent more sales representatives achieve quota than all other customers using competitive solutions. Revenue The revenue has been estimated in detail in the excel document. The company can be expected to be doing business over $500 million. Please note that we have not included estimated of commissions from CRM and saleforce applications etc.2 Blog content titled, “Aberdeen Group Reports TAS Group® Customers Are Best-in-Class…” by tasgroupblog, dated October 2011, at: http://www.thetasgroup.com/blog/?p=2522-10 Strategic Account Management www.mypublicbrand.com
    • 3 Holden International Holden International was founded in 1979. Holden International has helped over 600,000 sales professionals in 25 countries generate measurable sales process improvement. Their innovative Power Base® Compete methodology equips sellers with the tools, tips, techni ques and practices to succeed in today’s transformed marketplace. Holden provides training for professionals across the organi sation. The various levels the company provides training are:  C-Level Executives: Make Compete Sales an Organisational Competency  Sales Leaders, Managers, and Sales Operations: Learn How to Win Against Competition  Sales Professionals: Win Opportunities, Accounts and Territories  Training and Development Professionals: Drive Adoption across Your Organisation3.1 Products/Services Power Base® Compete Strategy enables sellers to develop insight into competitive must-win deals in a way that is coachable and sustainable, through sales training courses and programs that make Compete Selling a management science. Holdens Power Base® Holdens Power Base® Compete Selling training workshops are all about engaging and defeating competition at every level–whether in an individual sales opportunity, across a range of accounts, or throughout an entire territory. POWER BASE® SELLING COURSE Training Eligibility: Training for any level Length: 2 Days Students: 20 Winning Sales Plan for an actual “live” sales opportunity Companion Programs: Power Base® Compete, Compete Sales Manager Coaching, Compete Account Strategy, Compete Territory Strategy. POWER BASE® COMPETE SELLING COURSE Student Eligibility: Advanced Sellers Length: 2 Days Students: 20 Compete Strategy for a specific "live" opportunity3-11 Strategic Account Management www.mypublicbrand.com
    • Companion Programs: Power Base® Compete Sales Manager Coaching, Compete Account Strategy, Compete Territory Strategy POWER BASE® COMPETE ACCOUNT STRATEGY COURSE Student Eligibility: Sellers managing large accounts Length: 2 Days Students: 20 Account Plan (2 pages) Companion Programs: Power Base® Compete, Compete Sales Manager Coaching, Compete Territory Strategy POWER BASE® COMPETE REINFORCERS PROGRAMS Student Eligibility: Sellers at any level Length: 2 Days Students: 20 Enhanced Winning Sales Plan Companion Programs: Power Base® Compete, Compete Sales Manager Coaching, Compete Account Strategy, Compete Territory Strategy POWER BASE® COMPETE SALES MANAGER COACHING Student Eligibility: Sales Managers Length: 2 Days Students: 20 Power Base® Selling Companion Programs: Power Base® Compete Selling, Compete Account Selling, Compete Territory Selling EFOX SOFTWARE Holdens efox Software Solution (Published in 2002) is a technology enablement of sales methodology, and it plays a crucial role in the successful installation and reinforcement of the Power Base® Compete Strategy within the organisation. efox increases user adoption of the installed sales methodology by making it easier to understand and implement. At the same time, efox facilitates a more disciplined application of the Power Base® Compete Strategy methodology, which enhances its forecast accuracy. Typical features that allow easy learning and reinforcement are:3-12 Strategic Account Management www.mypublicbrand.com
    •  Graphically intense user interface  Valuable insight early in the sales cycle  Enhanced predictive indicators and practical "real-world" input for coaching opportunities  Timely feedback enables more effective sales coaching POWER BASE INTERACTIVE (PBI): PBI is a web-based sales training tool that accelerates preparation for a Power Base® Compete Strategy program and for reinforcement of central concepts after the program. POWER BASE COMPETENCY ASSESSMENT: Proprietary sales force assessment tool critical in evaluating the current effectiveness of an organisations sales professionals, and in gauging their propensity for sales competency improvement. FOX-IN-A-BOX VIDEO SERIES FOR MANAGERS: Reinforces key aspects of coaching a Winning Sales Plan grounded in Power Base® Compete methodology. POWER UP AUDIO SERIES FOR SELLERS: These 11 audio modules, each lasting 6-10 minutes, provide on-demand reinforcement of the Winning Sales Plan and Power Base® Compete Strategy methodology at the office, at home or on the road. Efox is available in three versions  efox Team Edition  efox CRM Edition  efox Personal Edition3.2 The Company The company was founded Holden International in 1979. 30+ year history, they have consulted on hundreds of thousands of competitive deals, and helped over 600 organi sations of all sizes to make Compete Selling a management science they can understand and replicate. The company on the average holds 2 Day Public seminars. The average cost per person is $1950. Location Holden international’s principal presence is focused on US or North America, United Kingdom, Canada, and Asia Pacific - Japan, China and India. The company has offered sales training to over 600000 sales professionals over a period of 20 years. Revenue The revenue earned by the company can be estimated over $250 million during 2011.3-13 Strategic Account Management www.mypublicbrand.com
    • Holden International is one of the leading companies that has aimed to deliver comprehensive sales strategy to its customers. The company delivers top down comprehensive strategy for all levels of professionals. The interactive software allows reinforcement, and assessment tool. Efox is available in Team, CRM and Personal edition.3-14 Strategic Account Management www.mypublicbrand.com
    • 4 Huthwaite Huthwaite is one of the world’s leading sales performance improvement organisations. Founded on scientifically validated behavioral research, their methodologies include internationally renowned SPIN® Selling. Huthwaite assesses the organisations needs and develops customised sales performance improvement and coaching programs that drive real business results. Their sole focus is sales effectiveness. Approach/Services The services include:  Sales Expertise: Cross Selling , Discounting, New Product Launch, Commoditisation, Consolidation of Competition, Consolidation of Customers, Mergers & Acquisitions, Margin Pressure, Transactional Relationships  Basics: Behavior Change, Buying Cycle, Value Drivers  Core Competencies: Face to Face Selling, Sales Strategy, Prospecting, Negotiations, Presentations, Proposals, Coaching, Pipeline Management  Customised Plans: Creates and delivers the most customised programs in the industry, analysing business needs, integrating business objectives, and incorporating relevant contextual content. These include Implementation plan, Branding, content, delivery, reinforcement.  The Integrated Learning Experience is the most comprehensive and effective sales performance improvement process expertly engineered to produce both immediate and long-term individual and organisational selling excellence. These include: Pre-assessment, Pre-elearning, Instructor led Training, Reinforcement, Post-assessment, Proficiency Development.  Measurement: Measurement tools include Pre-assessment and post assessment. Post- survey  Resource Center: Includes a number of resources4-15 Strategic Account Management www.mypublicbrand.com
    • 4.1 Pricing SPIN® Selling $1595 Winning Sales Strategies $1695 Coaching SPIN® $995 Negotiating Skills $1595 Buyer Focused Marketing $1595 On the average the company organises around 4 workshops in a month (Public)4.2 Solutions The solutions offered by the company are more customised and integrated to deliver a more holistic experience to the client. The modules are fully customised to client or business needs coupled with tools for Reinforcement, Post-assessment, and Proficiency Development. Huthwaite’s SPIN® Solution Suite Huthwaite’s SPIN® Solution Suite provides the most comprehensive and structured approach to sales performance improvement across all the dimensions of the sales value chain and its related functions such as marketing and product development. Its flexible framework allows for three distinctive approaches to choose from, depending on the needs of the client:  A comprehensive approach simultaneously deploying all components of the suite to rapidly transform all aspects of a sales organisation.  Targeted interventions using selected components of the suite to meet identified needs.  Sequentially deploy the components of the suite to migrate a sales organisation to a higher level of performance through a structured series of targete d interventions. The SPIN® Solution Suite consists of: Sales skills: Develop clients needs, demonstrate capabilities, create competitive differentiators to advance the sale. Sales strategy: Increase competitive win-rate by aligning selling strategies to clients’ buying behaviors. Negotiations: Execute winning negotiation strategies that optimise outcomes and foster long-term business relationships. Prospecting: Differentiate from competitors and fill opportunity pipeline through Huthwaite’s unique prospecting methodology.4-16 Strategic Account Management www.mypublicbrand.com
    • Sales Management: Drive sales team to accelerate and achieve results by coaching how to implement sales training skills. Diagnostic Tools: Sales Skills Inventory and Sales Performance Analytics Huthwaite’s Sales Skills Inventory and Sales Performance Analytics are sets of statistically-valid, empirically-verifiable diagnostic instruments that measure the full range of skills that sellers and their managers need in order to perform at a superior level. Performance analysis of both the organisation as a whole and by demographics A comparison of the organisation against industry benchmarks A basis for curriculum development and metrics for:  Driving performance change and business results  Evaluating the effectiveness of sales training over time  Laser-focused proficiency and reinforcement strategies SPIN® Selling: SPIN® Selling is an acronym for a questioning model that helps sellers uncover and develop the needs of their customers. The purpose of questions in the complex sale is to uncover Implied Needs (statements by the customer of problems, difficulties, and dissatisfactions) and to develop them into Explicit Needs (specific customer statements of wants or desires). Situation, Problem, Implication, and Need-payoff--form a powerful questioning sequence that successful people use during the all-important Investigating stage of the sales call to help in the needs development process. SPIN® 2.0 is for sales professionals who want to shorten their sales cycles, strengthen customer relationships and improve their sales effectiveness  Uncover customer business problems and develop those needs they best meet  Present their offerings with high impact, avoiding “feature dumps”  Differentiate their offerings from the competition, even in a commodity environment  Win business without discounting  Make credible sales calls at senior executive levels Winning Sales StrategiesTM: Winning Sales Strategies TM teaches participants to get to the decision- maker, deal with competition, understand buyer psychology, and identify new business within existing customer accounts. BUYER FOCUSED MARKETING™: In buyer focused marketing the company will help the professional learn:4-17 Strategic Account Management www.mypublicbrand.com
    •  Create customer demand, especially in new markets  Speak in a language customers understand and respond to  Discover the power of the value drivers that were uncovered by huthwaite research  Meet the customer at each phase of the buying cycle™ - with messages that move the customer to action  Design customer-centric measures and leading indicators to track and communicate the success of marketing efforts  Influence customer decision criteria in favor of their own solutions  Maximise timing, relevancy and persuasiveness to achieve differentiation and create demand Negotiating Skills WorkshopTM: is based on the most sophisticated negotiating model ever devised. The two-day program combines a proven behavioral success model with a logical planning process:  Use behaviors proven effective by top negotiators  Plan negotiating strategies that consider bargains, concessions, and long- and short-term issues  Set objectives for both parties  Prioritise issues and possible trade-offs  Analyse limits and costs of concessions  Evaluate fallback positions and implications  Use tactics for persuasion and bargaining  Handle deadlock and conclude the deal Six Characteristics of World Class Sales Coaches solution: presents the best practices of the world’s best sales managers. Huthwaite combines the results of its research into sales performance effectiveness and 30 years of experience working with sales organisations across industries in a powerful training program for sales coaches that helps:  Achieve the right balance of efficiency and effectiveness  Determine the right level of management involved in face-to-face selling  Sell where there is most opportunity to create customer value  Separate transactional business from consultative business  Focus on the early stages of the business pipeline4-18 Strategic Account Management www.mypublicbrand.com
    •  Build a coaching culture  Reward high performers DESPERATELY SEEKING PROSPECTS: Desperately Seeking Prospects fills an urgent need for consultative, business-to-business sales organisations that are not getting the prospecting results they require. The company also offers an online e-FFECTIVENESS program, designed to test and reinforce SPIN® Selling skills. The program will help build  Online Reinforcement  Skill Drills  Post-Assessment Huthwaite Dealmaker®: helps sales organisations achieve measurable improvements in sales performance and attain greater forecasting accuracy. By integrating proven Huthwaite sales methodology and contextual learning into day-today sales practices, organisations can finally leverage the true benefits of their CRM investment. The dealmaker suite of the Tas group helps combine Huthwaite’s expertise in their training programs.  Dealmaker Pulse - provides intelligent social networking for sales  Forecast Analysis - takes the subjectivity out of forecasting  Opportunity Management - utilises industry-leading methodologies from Huthwaite  Performance Coach - tracks performance of each deal through each stage for each individual on your team4-19 Strategic Account Management www.mypublicbrand.com
    • Locations: Huthwaite operates its global locations in: United States Mexico Canada Brazil Australia: Mebourne, Sydney Greater China, Singapore Eupore Middle East Huthwaite Europe and South Africa The company is having around 100 employees. Information on revenue or even the number of users they have to date is not available. The company is one of the leading Sales Training Organisations that are increasingly turning their services into specific modules addressing the sales professional needs in tandem with the business as a whole. The development of the modules include a combination of the basics, best practices, understanding of the Situation, Problem, Implication, and Need-payoff, helping the sales professional understand, demand, customer problems, implied needs, competition etc. The company in partnership with dealmaker provides reinforcement, forecasting and assessment tools for its customers.4-20 Strategic Account Management www.mypublicbrand.com
    • 5 Sales Performance International (SPI) Sales Performance International (SPI), is a global sales training and performance improvement firm, that has received recognition as a leader in the sales training industry for its experience and excellence in providing an outstanding sales methodology to clients. SPI is the exclusive worldwide owner of the Solution Selling® Learning Library, an end-to-end training and professional development curriculum for sales professionals, managers, and marketers. In 2011 SPI introduced SellingStreamTM, a continual learning program that provides an unlimited subscription to the entire library of courseware, and also provides a comprehensive array of continual learning and reinforcement assets. SPI has assisted more than 1 million sales and management professionals in more than 50 countries and 14 languages achieve higher levels of performance 3. Over 1 million sales professionals, all over the world, rely on the Solution Selling® sales process and methodologies to differentiate themselves, not only by what they sell, but by how they engage with customers. For more than two decades, Solution Selling® has been the definitive approach for moving from selling products to selling and marketing high value solutions. Solution Selling helps achieve:  Higher individual quota attainment  Higher team quota attainment  Increase in average deal size  Improved time to productivity As Sales Process Solution Selling® not only helps with what to do, but it specifically focuses on how to do it. A Philosophy - The customer is the focal point. Helping customers solve their business problems and achieve positive, measurable results to those problems is the basis of all actions. A Map - Solution Selling® provides a map of how to get from where you are to where you want to be. A Methodology - Solution Selling® is a system of methods that includes tools, job aids, techniques, and procedures.3 An Article titled, “Sales Performance International Receives Award for Top Sales Methodology Training Companies ” by TrainingIndustry.Com, dated march 2011, at:http://www.businesswire.com/news/home/20110322005340/en5-21 Strategic Account Management www.mypublicbrand.com
    •  A Sales Management System - Solution Selling® provides sales and executive management with a process to analyse pipelines, qualify opportunities, and coach skills. Solution Selling® Learning Library The Solution Selling® Learning Library provides a proven, integrated curriculum for critical skills and knowledge improvement at the individual, team, and management levels. For Enterprise: SellingStream™ is a fundamentally new approach to sales training. SPIs new continual learning program, SellingStream™, aligns the traditional approach of training in a course by course method with a programatic approach to planning, executing and reinforcing l earning over time. Its foundation is built on the best practices and core methodology of Solution Selling®. SMB: Solution Selling® for Small to Medium Business has been developed specifically to meet the needs of smaller companies. This affordable and complete program is superior to other training offerings typically presented to small and mid-size businesses. Solution Selling: The Solution Selling® University is a role-based professional development platform offering easy, anywhere, anytime access to world class Solution Selling® courses on SPIs eLearning portal. Tools Offered The tools offered by the company are:  Instructor-Led Training (ILT)  eLearning (eL)  Virtual Instructor-Led Training (VILT)  SellingStream™ is designed to deliver the highest possible return on your sales training investment. Industry research clearly identifies the single biggest challenge in sales training – retention and application of new methods following training events. The "Content Retention" illustrations (below) are based on actual learning research that reveals the erosion of newly learned methodology content when there is no formal reinforcement. As a result, most sales training dollars do not realise the expected return on investment.  The SellingStream™ program has been designed to drive results by providing a steady stream of continual learning and reinforcement for specific selling and management roles. Program Planning and Configuration: the module includes Sales Process design, Solution Selling® Sales Execution sales tools, (examples are centered on a “solution” and common selling scenario),5-22 Strategic Account Management www.mypublicbrand.com
    • private, enterprise LearnCenter on SPI’s Learning Management System (LMS), and Review Findings and Validate. Solution Selling® Learning Library: integrated curriculum for critical skills and knowledge improvement at the individual, team, and management levels. The solutions include foundation and advanced course for professionals at various levels in the marketing department. Program Reinforcement: The scheduled portion of reinforcement drives the sales team to participate in specific learning and reinforcement activities – a necessary discipline when sales teams leave training and go back to their busy, real world. This includes Skill Assessments, Push Reinforcement Questions and Tips, Virtual Review Sessions, On-Demand Reinforcement Components: They include eLearning, Topical Webcasts, Sales Knowledge Center, Video Sales Moments, Discussion Forums, and Sales Tools and Templates, Program Management: SPI provides one program manager to oversee the continual learning program for the program’s duration. Service and Technology Offerings The company provides sales training tools that provide business integration, including CRM integration, marketing alignment, and a variety of training and coaching services. CRM Enablement CRM and Sales Process Alignment: Aligns sales process with CRM system for improved adoption and process adherence. Solution Selling® Playbooks for Kadient : Integrates Solution Selling process and methodology directly into mainstream CRM systems using Kadient’s innovative Sales Playbook technology. Landslide CRM for Solution Selling: A complete CRM offering for small and mid-size businesses with the Solution Selling process built in. CRM Integration Partners: Partnerships with multiple third parties to provide native configuration services and accelerators or integrated applications for the all mainstream CRM systems. Management Dashboards: Out-of-the-box Solution Selling® Management Dashboards for Salesforce.com. Marketing Alignment Solution Messaging Workshop: This hands-on workshop helps marketers develop tactical messaging and sales tools that directly support the Solution Selling methodology.5-23 Strategic Account Management www.mypublicbrand.com
    • Sales Tool Build: Create customised Solution Selling® tools to reflect real world products and solutions, making training more relevant and providing useful execution tools for key stages in the sales process. Solution Selling® Messenger: A revolutionary web-enabled methodology that simplifies and enhances problem-solution mapping process and automatically generates a variety of solution- centric sales conversation and enablement tools. Training and Coaching Services Workshop Facilitation – They offer certified workshop facilitation for global training initiatives in virtually all mainstream languages and locales. They provide both classroom facilitation for all courseware and train-the-trainer (T3) facilitation. Account Reviews - These reviews provide a repeatable method for assessing and validating a business relationship, and defining a plan for maximising account potential. Opportunity Reviews - These reviews provide a proven approach for winning complex and strategic opportunities. Company Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. SPI has assisted more than 1,000,000 sales and management professionals in more than 50 countries and 14 languages to achieve higher levels of performance. The company is headquartered in US, with its offices in Canada, China, and Europe. The company has provided training modules to over 150 large companies. The company Industry focus is: eCommerce, Healthcare Manufacturing Professional Publishing Technology Training Approach The company is now offering public events or training workshops for the smaller work forces. The events scheduled are at least 4 per month. The cost of the open workshops are, Solution Speak at $1,250, and Solution Access $1,750. The revenue estimates has been provided in the excel document attached. The company is expected to earn over $650miliion during 2011.5-24 Strategic Account Management www.mypublicbrand.com
    • The SPI international is one of the top companies in sales training that typically focuses on increase in  Individual quota attainment  Higher team quota attainment  Increase in average deal size  Improved time to productivity Those are typical of Strategic account management. The company provides customi sed specific solutions depending upon the business size thereby fully customi sing the learning program. The company also provides on demand tools, along with a resource library, and CRM enabled tools to fully initiate, reinforce and assess learning tools for businesses.5-25 Strategic Account Management www.mypublicbrand.com
    • 6 Performancemethods.com Based in Atlanta, GA, PMI provides consulting and training services to assist clients in the design, development and deployment of value-focused customer engagement best practices. PMI’s unique approach provides clients with customised and integrated solutions consisting of sales processes, best practices, supporting tools and consultative selling skills. PMI believes that to provide the highest value to clients, an assessment of sales effectiveness and execution must be conducted prior to deploying any new best practices, tools or conducting field sales team training. This collaborative assessment takes into consideration a client’s existing sales processes/tools, sales leadership and coaching, competitive landscape, customer value requirements and the needs for effective account team alignment. PMI then validates findings from the sales best practices assessment with client senior sales leadership and makes recommendations to provide for the deployment of new skills, processes, best practices, tools and job-aides. Customised, Client-Specific Solutions: PMI’s sales best practices solutions are based on field input and feedback from:  Client’s salespeople and account teams  Client’s sales leadership team  Client’s customers  Client’s go-to-market partners They provide a customer value tool. Co-Creating Value With Your Most Strategic Customers: The process is represented in a customer/supplier collaboration presentation in Web 3D/Second Life technology. Seeing Through The Customer’s Eyes: Account relationship assessment tools, Creating customer Value: Sales Best Practices Solutions PMI creates worldwide client value and coverage through its global partnership with Mercuri International, the worlds largest sales training and development Consultancy, and is an active participant and sponsor in the Strategic Account Management Association (SAMA), the world’s largest non-profit community of sales best practices.6-26 Strategic Account Management www.mypublicbrand.com
    • Global Presence The company has leveraged its global presence with the help of Mercuri International. Performance Methods, Inc. and Mercuri international announced a global partnership designed to leverage the strengths of each firm to create value on a worldwide level for their mutual clients. Mercuri serves these markets with sales training and consulting offerings in 14 languages and runs in excess of 18,000 events attended by over 330,000 participants each year. Mercuri’s broad global client base includes over 15,000 organisations, many of whom have been in partnership with Mercuri for over 10 years. PMI does not appear to be offering one 2 or three day workshops for individuals. The company has 15 key team members for the organisation. I have included PMI in the discussion since the process adopted by them reflects all the processes involved in Strategic account management. Where the company:  Evaluates clients existing tools and services  Evaluates the customers implied requirements  Evaluates the competitive landscape to Create more value with most strategic customers followed by customer relationship assessment and reinforcement tools, creating customer value with sales best practices. Though the company has primarily focused on the North American Market, Its partnership with Mercuri has led to its expanded global presence.7 Revenue Storm Revenue storm is another company in this direction. Revenue Storm is the premier revenue performance consultancy proven to help Fortune 1000 firms to help their suppliers increase profitable, sustainable revenues by 10% to over 100%—enterprise-wide. Revenue Storm was founded in 2000 to bring fresh thinki ng and best-in-class methodologies to help business-to-business sales organisations accelerate revenue growth. The firm is headquartered in Chicago supporting clients in 33 countries and nine languages. Our Europe office is located in London. Revenue Storm is committed to helping each salesperson, manager and organisation to be the best revenue producer they can be.7-27 Strategic Account Management www.mypublicbrand.com
    •  The company helps evaluate optimum sales or “Go-to-Market” Strategy—from a price-based transactional focus up to joint market partner.  Based on proven analytical tools, they benchmark the capabilities and performance of sales organisation and its people as they compare to the optimum strategy.  They work with executive management—including sales management, marketing, human resources, information technology and legal executives—to understand, align with and lead the transformation to accelerate revenue. They combine training with targeted coaching and ongoing electronic and paper-based tools to enable effective talent management and generate lasting, real-world, top-line performance. Measuring Success Executive Alignment: Revenue Storm works directly with executive management in one -on-one and group sessions to align the enterprise around revenue acceleration. Revenue Strategy Alignment™, Marketing Alignment, Shadow Management™, Improved Training and Talent Management One-on-one or with small groups of managers or sales executives to deliver sales on live pursuits , they coach over 320 sales pursuits per year, totaling over $11 billion. Their process includes the principles of strategic account management, with a key differentiation and focus on revenue. Setting the Strategic Foundation Their coaching programs for executives (Revenue Strategy Alignment), sales managers (Managing to Revenue) and account executives (Coaching to Revenue) set the foundation for the entire organisation to translate strategy into action. Improving Management Performance They coach the executive team on driving the sales strategy (Shadow Management), help managers guide sales talent to reach its potential (Talent Management) and improve the ability of individual managers or sales executives to use their strengths and win business (Coaching to Competencies). Advancing Sales Pursuits Sales pursuit and major account penetration coaching drives key deals. Sales Talent Predictor (STP) is a state-of-the-art psychometric tool and measurement service designed to help hire, train and coach high performance salespeople. The STP benchmarks 27 specific competencies, such as negotiation, against the optimum sales strategy. With this data, the user can differentiate and predict performance for different groups of employees with a high degree of statistical significance, validity and consistency.7-28 Strategic Account Management www.mypublicbrand.com
    • Interactive Tools Map Your Revenue Growth – A six-module interactive experience helps assess current versus optimum Go-to-Market Strategy, and identify immediate actions to accelerate revenue. (Assessment) Calculate Revenue Leakage - Quickly assess revenue losses—and potential revenue acceleration. (Identify) Assess Organisational Alignment for Revenue Growth - Identify how poor organisational alignment is robbing you of revenue performance. (Internal Alignment) Estimate Return-on-Investment for Sales Talent Prediction - See how accurately predicting sales talent can deliver improved revenue performance. (Forecast) The company focus is on improvement of Revenue that is the key for any business selling products and services. The key process adopted is “Sales pursuit and major account penetration coaching drives key deals” along with problem identification, assessment, training, reinforcement and forecast.7-29 Strategic Account Management www.mypublicbrand.com