How to Sell – Sales Engagement Strategy & Process

1. How to Sell – Sales Engagement Strategy & Process Name:

2. Iw Sales process playbook Essential & enterprise SALES ENGAGEMENT STRATEGY & TARGETING TOOLS & TEMPLATES SALES PROCESS

3. ESSENTIAL: Sales Engagement Strategy HOW WHAT WHO • ATTACK Accounts • “Land & Expand” with truck migrating potential (mixed fleets). Driving differentiation between us and the competition • Informing and Defining (in accounts owned 100 % by the competition) • Accountability and compliance • Product and asset damage cost reduction • Fleet usage and performance • Risk mitigation • Safety • Operation • Warehouse • Maintenance • HR • Training MANAGER • DEFEND Accounts • Deploy and Inoculate as part of a truck replacement opportunity • Maintain and Inoculate as part of a truck service agreement extension (CSR/ASM) WHERE • Phase I between “Awareness” and “Investigation” to gauge initial interest PHASE I Why Do Something Different? PHASE II Why Now? PHASE III Why Raymond? • Between Phase II and Phase III as part of a ‘Reframe” conversation Strategy Decision Execs Awareness Initiative Education Mgt Interest Project Recommendation Investigation Staff Evaluation TIME Initial Interest Project Definition Solution Decision

4. Iw Sales process - essentIAL • BEST PRACTICES • ROLES/RESPONSIBILITIES • INTERNAL TOOLS • EXTERNAL TOOLS