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