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Relationship Sales Program (RSP ) May 4, 2012

Relationship Sales Program (RSP ) May 4, 2012. Agenda. Program Definition Process Objectives Expectations Timeline and Milestones Next Steps. Program Definition.

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Relationship Sales Program (RSP ) May 4, 2012

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  1. Relationship Sales Program (RSP)May 4, 2012

  2. Agenda • Program Definition • Process • Objectives • Expectations • Timeline and Milestones • Next Steps

  3. Program Definition The Relationship Sales Program (RSP) is a transformation in our corporate sales approach from more traditional direct selling and campaigning to building long term relationships with our existing clients and network. The RSP program will include: • A Structured Approach • Clear Expectations and Objectives • A Support Process, and • Recognition for Activity The desired results of the RSP include: • A Continuous pipeline • Revenue stability • Increased market penetration, and • A much larger sales engine where everyone becomes a lead generator

  4. Relationship Selling Transformation • Instead of always delivering a strong sales pitch, we’ll start a conversation. • Instead of groping for projects, we’ll understand the prospect’s needs. • Instead of pushing to close the sale, we’ll focus on discovering whether we are a good fit for the client. • Instead of chasing an RFP, we’ll get invited to the table. • Instead of challenging or defending an objection, we’ll uncover the truth behind them. • Instead of walking away from a lost sale, we’ll continue building the relationship. • Instead of fearing rejection, we’ll avoid rejection.

  5. Building Long Term Relationships Honesty and Candor • Communicate clearly what our services can and cannot provide, even if it doesn’t match your contact’s needs. Peer-Level Perception • Present yourself as a colleague or peer who is willing to work together in evaluating whether a business relationship will be mutually beneficial. Patience • Sometimes you can hit it off immediately with someone; other times it can take months for the relationship to develop. It’s ok to take your time. We’ll make it up in volume. Respect • Although you may not be friends, respect what your contact’s values and intent are, and the contact will respect your approach to business and your professionalism. Trust • Hold the perspective that you will sell to the “right” relationship. Trusting that true needs will be served, if the relationship is a good fit it will keep you relaxed and enjoying the process and the sale will come naturally.

  6. RSP Process

  7. RSP Objectives Grow Pipeline Increase Client Acquisition Efficiency Increase Repeat Buyers Develop Long Term Relationships Improve Client Retention Improve our Strategic Knowledge (White Spacing) Increased and Name Recognition (Marketing) Grow Referral Base

  8. RSP Expectations

  9. RSP Timeline – Q2

  10. Next Steps • Create list of network connections by May 18th (Name, Title, Company, Industry, Phone and Email). Pull from: • Outlook • Current and Prior Clients • LinkedIn • Facebook • Friends & Family • High School and College • Industry Groups • Etc. • The COE leads will define their strategic account lists by May 18th. • John to create initial training and schedule to meet individual availability during the week of May 14th. Training to include: • Relationship initiation • Strategic alignment considerations • Activity objectives and conversation topics • Salesforce.com documentation process • Schedule time with your manager to review and align network and identify initial relationship targets by May 25th. Don’t wait, START TODAY!

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