Page 44 - Superion Sales

SUPERION – Sales Playbook

Account Executive (AE) & Client Success Executive (CSE) Sales Methodology:
Vista Value Selling

Best practice selling begins with creating unexpected value. The Vista methodology focuses on a simple
formula that we follow. This formula is:

Marketable Insights + Buyer Map = Deal Strategy
Let’s examine each one of these components in greater detail, beginning with Marketable Insights. With
selling, it’s all about creating demand – this means it’s not about us, but it IS ALL about the customer. This
component is comprised of the following data points:

• Executive Priorities (EP) • Customer Defined Initiatives (DI)
• Seller’s Business Impact (BI) • Seller’s Company Believability (Proof Points)

Executive Priorities – are broad fluffy ideas. Print out what you find and highlight key words you see used
commonly. Use this highlighted language in your pitch, emails, etc. to put things back into their language.

Defined Initiatives – a funded initiative to advance an executive priority (who is working on key pieces of
it.) Sometimes these can be found online but usually involve a conversation to determine. This
information is used to build out a buyer’s map (which demonstrates creditability and helps you develop a
good hypothesis).

Business Impact (this is our first opportunity to talk about us). How do we link the value we can create to
their initiative? And, why should they believe us? Put this into the customer’s words (lead with what you
know they care about). Be unexpected by introducing things that the standard pitch doesn’t cover.

Believability – Proof Points – case studies/references they can speak with. They need to hear the benefits
of what it offers tied back to reference source. An example of unexpected value could be reducing inbound
call volume – they may not have previously considered this an added value of automation and how it will
save resources and additional money.

Marketable Insights

Below are the questions typically associated with each of these segments:
1. Customer’s Executive Priorities –
• From the agency’s CIO/CEO perspective, what are the most important priorities?
• And which ones could our solution most impact?

2. Customer’s Defined Initiatives –
• How has the customer decided to advance this priority?
• Is there a defined company initiative (with budget) to address it?
• Has the IT department been linked to this imitative?

3/8/2018

Page 44