Page 51 - Superion Sales

SUPERION – Sales Playbook

• What threats in your selling environment will you defend against? Consider competitive moves,
changes in technology, industry and/or regulator standards
In the end, these all add up to represent what your unique selling – value proposition for your client is.

Know your objectives
As with any venture, you must know what your objectives are in order to achieve them.
To create them, consolidate the SWOT analysis trends you discovered into a few powerful, meaningful and
measurable objectives. Write specific, measureable goals (for instance, “I will achieve quota buy…..”
Keep in mind the following:
• What geographies you will focus on

• Which key deal opportunities you will concentrate on to reach your numbers – AKA your
forecasted deals for the year which you’ve previously provided sales leaders
• Which products/services/capabilities you need to highlight in your plan

• At your average selling price, determine how many opportunities do YOU and LEAD GEN need to
add to your individual sales funnel

Strategies
Next you need to develop the strategies to help you accomplish your goals. The top strategies needed
include:
• What is your strategy to leverage current success?
• What will you do to help Lead Gen create more leads?
• Are there tradeshows, meetings or other customer engagements that you will capitalize on?
• Where do you need to improve your selling process or skills?

Appropriate Resources
Now let’s discuss resources and engaging the resources you need.
You must engage the people and gather the knowledge you need, this means determining:
• Which internal resources have the skills/connections you need?
• Who inside the account can help you win?
• Are there external resources who can support you (partners, people “in the know”, etc.)?

• What additional product/industry information do you need? What sources can provide it?
• How could you improve your selling and territory management skills?

3/8/2018

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