Page 16 - BT Advise Sales Workshop
P. 16
Building Blocks
Day 1: Building the business case Day 2: Application
Engage new stakeholders
Market Analysis
What drives companies
Value proposition based on analysis
The value they need
Company Analysis
The discussion to have
Ability to react to market drivers
Stakeholders Drive to close
Who – IT and Non-IT
Repeat
What they care about
Account Planning – Deal Prioritisation – Business Case Foundation
BT Advise. Knowledge that delivers
