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WelcometoTargetAccountSelling®ProgramObjectivesProgramMapSalesReturnonInvestmentVersatilityDevelopmentIntroductionFourKeyQuestions-The4PrinciplesofSellingIsThereAnOpportunity?#5–CompellingEventCanWeCompete?#10–UniqueBusinessValueAnswerthequestions...	
What’stheissue?
Howisitaffectingthecustomer?
Whataretheconsequencesorpayback?
Howcanyouhelp?ValuePropositionTemplatesSampleValuePropositionsCanWeWin?IsItWorthWinning?OpportunityAssessmentIndividualExercise:CurrentOpportunityOpportunityAssessmentBusinessPartnersThePartner’sRoleinYourValueChainPartnerAssessmentWorksheetTeamActivity:AnalyzeYourBusinessPartnersPurpose
Provideyouwithaframeworkfordevelopingawinningstrategy
Benefits
Alignyoursalesobjectiveswiththecustomer'sbusinessobjectivessoyoucancommunicateyouruniquebusinessvalue
Selectacompetitivesalesstrategythatenablesyoutoclosethesalesopportunity
Output
Analysisofyourpositionforthisopportunity
CompetitivestrategytowinyoursalesopportunityTASPlanningMethodologyGoalTheArtofWar–SunTzuFrontalStrategyFragmentStrategyDefendStrategyDevelopStrategyOnceyouhaveinitiatedyourstrategy,itshouldremainfixed,unlessthereisamajorshiftintheprofileinformation.SummaryPurpose
Provideyouwithaframeworkforanalyzingthecustomer’sorganization
Benefits
Shortenyoursalescyclebyspendingtimewiththerightpeoplediscussingtherightissues
Understandthecustomer’spoliticssothatyouavoidsurprisesinthesalescampaign
Broadenyourviewofthecustomer’sorganizationsothatyoucanexpandyourpresence
Output
Organizationmapofthecustomer’sformalandinformalorganizationPrinciplesMappingtheOrganizationFormalRolesintheBuyingProcessSeniorVP

AdaptabilitytoChange*WhatTheyBuyMappingAdaptabilitytoChangeCoverageMappingCoverageYourStatusMappingYourStatusintheSalesCampaignInfluenceMappingthePoliticalStructureInfluencePurpose
Identifyhowinfluenceworksinanorganization
IdentifythekeycharacteristicsofinfluencethatdifferentiatethoseintheInnerCirclefromthoseinthePoliticalStructure
Constructrelationshipstrategiestoalignwiththemostpowerfulpeopleint