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Re-­‐Think	                                  Your	  Sales	  Focus.	  In	  2012	  Authored	  by:	  	  h?p://twi?er.com/kall...
About	  This	  Document	  About	  This	  Document	  This	  document	  gives	  a	  framework	  for	  planning	  your	  sale...
Defining	  Your	  Sales	  Strategy	  Defining	  Sales	  Strategy	  	  Some	  of	  you	  don’t	  plan	  and	  believe	  in	  ...
FAST	  –	  in	  a	  nutshell	  F        FOCUS	  STRATEGY	          Focus:	  Target	  Accounts	  (10	  –	  50	  maximum.	  ...
Sample:	  Focus	  Strategy	  F       Focus	                Ac(vity	                                 Solu(ons	             ...
Re-­‐Think	                                  Your	  Sales.	         Our	  Website:	  h?p://www.socialadm.com	         Our	...
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FAST - The Sales Strategy Whitepaper

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SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

FAST - The Sales Strategy Whitepaper

  1. 1. Re-­‐Think   Your  Sales  Focus.  In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  
  2. 2. About  This  Document  About  This  Document  This  document  gives  a  framework  for  planning  your  sales  strategy  and  acKviKes.  You  are  free  to  re-­‐use  this  plan  as  is  or  modify  it  to  be?er  fit  your  purpose.  Who  Should  Read  This?  This  document  is  planned  for  anyone  interested  in  making  sense  of  Strategic  Sales,  Complex  Sales,  SoluKon  Selling  and  Value  Selling.    Main  Target:  Directors,  Sales  Team  Leaders,  Business  Owners,  Sales  ExecuKves,  Others  Interested  About  SocialADM  SocialADM.com  is  a  Strategic  Sales  Tool  provided  as  a  Service  (SaaS)  and  designed  by  Sales  ExecuKves  to  help  other  Sales  ExecuKves  in  their  daily  Sales  Processes  from  Lead-­‐to-­‐Order.  SocialADM  is  especially  designed  for  Strategic,  Complex,  Value  and  SoluKon  Selling  Process.  
  3. 3. Defining  Your  Sales  Strategy  Defining  Sales  Strategy    Some  of  you  don’t  plan  and  believe  in  amount  of  calls  rather  than  well  planned  and  targeted  efforts.  Some  of  you  won’t  get  out  of  the  office  because  you  plan  beyond  reason  and  your  plans  don’t  meet  the  acKon…  We’ve  tried  to  simplify  Sales  Strategy  Planning  and  hopefully  made  it  useful  for  others  than  ourselves  as  well.    We  believe  our  experience  in  Sales  OrganizaKons  of  mulKnaKonal  so]ware  companies  has  been  kind  to  our  ability  to  understand  what  is  reasonable  and  what  is  an  overkill.  Same  applies  with  our  Sales  Strategy,  FAST-­‐Matrix.  FAST  was  created  by  Sales  ExecuKves  for  Sales  ExecuKves.  FAST  was  created  to  fulfill  a  need  and  to  make  sense  out  of  a  corporate  sales  strategy.    FAST  is  all  about  the  F-­‐word..  ;)  which  in  this  case  stands  for  FOCUS.  Focus  defines  whom  you  sell,  how  you  sell  (ACTIVITY),  what  you  sell  (SOLUTION)  and  how  you  reach  and  nurture  (TARGET).  
  4. 4. FAST  –  in  a  nutshell  F FOCUS  STRATEGY   Focus:  Target  Accounts  (10  –  50  maximum.  Niche  Industries  or  Business  Models.)   AcKvity:  Account  Development,  Strategic  MarkeKng  and  Sales  AcKviKes   SoluKon:  Based  on  Discovery  Dialogues  with  Customer   Target:  Personalized  Messaging  and  SoluKons  A ACTIVITY   Focus:  “Global”  “Brand  Building”  “EducaKng  the  Market”  “GeneraKng  Buzz”   AcKvity:  TacKcal  MarkeKng   SoluKon:  Broad  SoluKon  –  “We  provide  you  with  a  Best-­‐in-­‐Class  CRM.”   Target:  Generic  messaging  S SOLUTION   Focus:  Defined  Industries  &  Business  Models   AcKvity:  Strategic  MarkeKng,  Industry  Collateral   SoluKon:  Categorized,  MulKplied  by  Industry  or  Business  Model  Pain  Points.   Target:  Categorized  T   TARGET   Defines,  How  you  target  within  each  Strategic  Approach.  
  5. 5. Sample:  Focus  Strategy  F Focus   Ac(vity   Solu(ons   Pipeline   Est.   ACV   Target  A My  12   Cross-­‐sell  and  Up-­‐sell   Personalized  ADM     Less  opportuniKes   $1,400,000   Exis(ng       High  value     Strategic   Personalized   Targets:   ADM  co-­‐op  to  gain   Customized  Stages   opportuniKes   messaging   Apple,  Nokia,   access  to  Decision     Shorter  lead  thru’   Excellent   Samsung,   Maker   IntegraKon  to  ERP   Quality   Google,       Microso]   Close  AM  RelaKonship   Custom  Training        S Partners:   SoluKon/Strategic  sales   Custom  Consultancy   KwanKc,     Wunderman,   Cubic  Sales  (6  ways  DD)   Zaaz,       Accenture,     Targeted  Small  Events   Tieto       Quarterly  Dinners     12  Largest     New  Targets:   ExecuKve  MeeKngs  T   Rovio,  GM,   Disney,  etc…    
  6. 6. Re-­‐Think   Your  Sales.   Our  Website:  h?p://www.socialadm.com   Our  Blog:  h?p://salesgonesocial.wordpress.com      In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  
  • drhg77

    Nov. 8, 2015

SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

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