PHASE I: MAKE A PLAN
Conduct thorough and focused analysis and research on acquiring an in-depth understanding of the Account, including industry and market trends, customers, and competitors.
PHASE II: DEVELOP RELATIONSHIPS
Continuously identify and develop appropriate relationships with C-level and Business Unit executives and internal and external influencers. Be proactive in your strategies to engage with them. Add value with every interaction.
PHASE III: DRIVE POSSIBILITIES
Identify your company’s relevant “white space” accounts (i.e., the solution areas where your company has not sold into the account). Within each account, identify and map out buyers in different departments with different budgets. Develop and pursue opportunities.
PHASE IV: IMPLEMENT SOLUTIONS
Ensure post-sale solution implementation occurs. Facilitate a strong and professional handoff to delivery teams. Set them up to deliver the solution as expected and in a way that meets the customer’s needs.
PHASE V: REALIZE THE VALUE
Achieve quantified value objectives, as documented by the buyer’s success metrics; receive validation from the Executive Sponsor and buying team on a consistent and ongoing basis. Position yourself as a problem-solver and check in on progress throughout the contract term to ensure renewal. Identify opportunities for growth.