Ultimately our prospects and clients care about business value and at the end of this course you will have the confidence to discuss business value with your prospects in their terms.
This course shares with you the best of my learnings and experiences from over 30 years of strategic selling and you will be introduced to the 4 steps in my method:
Each section can be executed on its own or in any combination. Importantly, each step contributes to you identifying your best prospects and accelerating your pipeline growth. By structuring and executing your go-to-market in the sequence of the sections in this course, you will have a repeatable process that will support your success year-on-year.
Before we get into the course proper, I will set the scene of each section:
To wrap up this introduction, I would like share the following for context:
So, let's get started.
Territory segmentation is a crucial step and this lecture introduces topics to be considered by a seller.
Segmentation is complex, so don't rely on a single perspective but look for multiple points of reference.
It is too easy to see segmentation as an end in itself, but this lecture will reinforce what you need to do after triangulation.
After this lecture you will have the means to start and control a business value discussion at any level in any account.
Examples of business value discussion points mapped to the Business Value Quadrants.
An example of how you can use the Business Value Quadrants as an executive dashboard for use internally and with your prospects.
Links to free resources that I consistently use to do research for my prospecting activities.
Set up to a pivotal section and its context to other sections of the course.
Relationships, prospecting and selling in general have long relied on the org chart to illustrate relationships - time for something better for sellers.
This lecture introduces the Known/Importance model that offers a new way to represent account relationships.
An example of how you would use the Known/Importance model in the field.
Now to bring Value and Relationships together to create highly targeted prospecting.
This lecture introduces the Unique Business Relevance framework which is a powerful communication tool for you as a seller, your internal teams and your business partners.
A "cut through" method for determining if a business partner adds value or not.
Revisit the opening intent with the path through the course.
A review of the opening process map aligned to the 4 sections of this course to reinforce where the work in each stage supports your prospecting.
Thank you and a reminder.
Tony Hackett is my name and I am based in Sydney, Australia. My working life started in construction, then education before my current career path in the technology industry and during that time I have gained my undergraduate Degree in Education and my Masters in Technology Management.
My 30+ years' experience in the technology industry has largely been in IT sales and has spanned start-ups, domestic, major global, software and hardware companies.
It is this mix of teaching and business experiences that I hope will translate into courses that increase productivity and effectiveness in personal planning, team collaboration and customer communication.
From this base of interests and experiences, I will share techniques and methods that I have developed and use consistently in my own business planning and execution. In addition, I will show you how I apply these practices.
My approach will be to layer the instructional steps so that a novice can start any of my courses and progress as far and as fast as they choose.