The document outlines a standardized sales process to systematically pursue new business opportunities. It aims to quickly identify, capture, and pursue growth opportunities through improved coordination between account teams, solutions teams, and sales teams. The process is facilitated by Engagement Managers and brings structure to pursuing new business within existing client accounts in a timely manner consistent with company standards. It seeks to improve win rates and client experience by galvanizing teams to deliver quality proposals more efficiently.

1. A Sales Process
That Works for YOU
Feb 26th, 2009
Khara Ashburne * Senior Principal * khara@kacemark.com * kashburne@gmail.com

2. Sales Process Overview
• Why? To Quickly Identify, Capture & Prosecute Growth Opportunities
– Gives requested structure to the sales process starting at the vertical level, shortens response window to 7-10
days & provides tie-in to outside sales organizations. Galvanizes the ability of the account team to deliver
quality proposals in a timely fashion and within Company standards. Will improve our win rate and client
experience.
• What? A Standard Mechanism to Systematize Organic Sales Pursuits
– Engagement Managers provide a resource for initial engagement & liaison with Company sales resources. They
remain connected throughout the pursuit process to fill in any gaps, track overarching milestones and facilitate
reporting as needed/directed.
– Engages and aligns the Account Team with Company sales resources in pursuit of new business for the account
– Re-invigorates existing processes & cadence of the sales process, and refines Company alignment to the clients
values and business strategy
– Ensures all proposal client collateral is consistent and in brand
– This does not apply to project work. Only Innovation, New Services or Renewal/Recompete
• Who? Account teams, solutions teams and sales teams
– Engagement Manager
– Account team: Account Exec, Architect, Program Execs, Service Execs, Tower Leads, CTO
– Solutions Consultants: Vertical SMEs, Product Specialists
– Sales Team: Sales leads by tower
• How? Bring existing sales processes to life through increased coordination and facilitation
– Builds upon and reinforces sales process work already in process & the discipline of GOBD process and
methodology.
– Improves current sales processes to further facilitate expansion of business within existing accounts