This service consists of mentoring account managers or project teams to help them win current large sales opportunities and to generate revenue from their key accounts . This customized service is founded on strategic analysis, influence strategies and value proposition strategies applied to critical sales opportunities and to target accounts
Contract Opportunity Mentoring™
- Analyzing the competition and assessing the winnability of the contract from a political and strategic angle
- Designing the specific strategy and critical path required to win the deal
- Designing a compelling value proposition
- Assessing the maturity of the needs within the customer organization
- Selecting useful contacts and preparing future meetings with them
- Gathering, validating and interpreting Business Intelligence information
- Managing and motivating third parties involved in the deal
- Identifying and managing opponents and those who pretend to have power
- Identifying and managing allies and the real power holders
- Mapping the official and the unofficial network of real decision makers
- Rebuilding the customer organization real decision making process
- Analyzing the customer organization’s real expectations, official and unofficial
- Influencing the customer organization upstream the RFP
- Preparing a meeting with the C Suite
- Designing a powerful presentation presented in customer terms
- … etc…
This service focuses on designing a sales strategy supported by a powerful action plan specifically designed to win the contract
Strategic Account Mentoring™
- Putting the foot in the door of a prospect account
- Replacing an incumbent supplier within an account
- Generating new deals within target accounts
- Developing a useful network of contacts within target accounts
- Assessing the future sales potential within an account and anticipating future needs
- Designing a presentation founded on the value expected at high level
- Establishing a strategy aiming to develop credibility at high level
- Re-conquering an account gone to the competition
- Involving Top Managers in a Top Management meeting and preparing the meeting
- Coordinating internal resources intervening in the accounts
- Gathering, validating and interpreting Business Intelligence information
- Preparing and implementing a useful account plan
- Managing and motivating third parties intervening in the accounts
- Performing a competitive analysis for a specific account
- … etc…
This service focuses on designing a sales strategy supported by a powerful action plan specifically designed to generate revenue from the accounts
Learn more about Corvalis’ sales opportunity and account consulting
