Counter-acting Strategic Selling
COUNTER-ACTING STRATEGIC SELLING Developing Effective Buying Strategies for Supply Chain and IT Professionals
Date: Timing: Cost:
Friday, April 24, 2015 Location:
NTT America, Inc 8:30 a.m. - 3:00 p.m. 8300 E. Maplewood Ave, Ste 400 $175 Greenwood Village, CO 80111
Continuing Education Hours (CEH): 6
Best Practices For Deal Set-Up and Negotiation
Key Topics Discussed Sales Methodologies
Counter-acting Strategic Selling enables IT and business professionals to develop comprehensive strategies to maximize the value their organizations capture in transactions with incumbent suppliers. This strategic training significantly improves your odds of winning the Pricing Game by providing a new deal-making process, scorecard and game plan to align internal decision-makers with immediate and longterm financial goals. Attendees will gain visibility into key spending events by identifying key players on both sides, understanding motivations, discovering key buying and selling information and knowing how to create and use leverage during buying campaigns. Buying organizations will be equipped to evaluate their deal-making position using the V.A.L.U.E. Guide Methodology to address the business and personal motivations of each decision maker and define and execute the optimal game plan for any deal. Counter-acting Strategic Selling gives organizations a common process and language for pursuing savings opportunities, an early warning system to avoid traps set by incumbent suppliers to gain control and a framework for allocating time, energy and resources to maximize financial leverage.
Strategies employed by supplier sales teams
Pricing Factors
Understand factors that determine the price
Leverage Creation
Tactics to build leverage over sales teams
Strategy Development
Components of a deal strategy and playbook
Negotiation
How to negotiate against the sales team “I was able to immediately put the methodology to use in developing a buying strategy for a large investment with a key supplier. Counter-acting Strategic Selling helped to align the efforts of several internal groups to minimize the influence of the incumbent sales team and capture value we had left unclaimed for years.” SVP of IT, Financial Services
ClearEdge Education Program Raising Awareness 4 Sales Targets & Tactics 4 Meet Your Counterpart 4 Managing Leverage & Uncertainty 4 IT Services Sales Strategies 4 Executing Complex ELAs 4 Controlling the Negotiation
Building Skill Sets 4 Controlling the Compelling Event 4 Enterprise Software Bootcamp 4 Internal Alignment Workshop 4 Deal Planning Workshop 4 IT Services Workshop 4 Category Workshops © 2015 ClearEdge Partners, Inc.
Developing Leadership 4 Battling Supplier Incumbency 4 V.A.L.U.E. Guide Fundamentals 4 IT Services Best Practices 4 Deal Readiness: Turtles to Tigers 4 V.A.L.U.E. Guide Best Practices
COUNTER-ACTING STRATEGIC SELLING Developing Effective Buying Strategies for Supply Chain and IT Professionals Meet Your Counterpart: Understanding the World Through the Eyes of Sales Professionals
8:30 - 9:30 am
¡¡ Overview of the peaks and valleys in the days and careers of sales professionals
ROADMAP
$2.4 M Goal
¡¡ Sales professionals are hired for specific traits, attitudes, and competencies ¡¡ How McClelland’s Needs Theory defines the hiring criteria for sales teams
$12M Pipeline (20% close rate) 40 opportunities ($300k average deal size) 320 total visits (1/8 visits produces an opportunity) 6 visits per week (320/52 weeks) 90 prospecting phone calls per week (15 phone calls / 1 visit) 18 prospecting phone calls per day (6 visits * 15 phone calls)
¡¡ Top 20 rules by which all strategic sales professionals operate ¡¡ Motivations used by sales management to ensure success and deal certainty ¡¡ How sales management designs and inspects compensation packages
Negotiations Workshop: Understanding and Controlling Critical Information
9:30 - 11:00 am
¡¡ Role playing exercise pitting teams in pairs in a high stakes negotiation
PRICING OUTCOME
¡¡ Buyers and sellers are prepared with individual motivations and goals ¡¡ Lessons leaned discussion about why each team yielded individual results ¡¡ Overview of the buyers’ and sellers’ motivations for a deal ¡¡ Case study based on of previous workshop results, and discussion on the reasons why variation of pricing exists and results of each outcome
Lunch:
11:00 - 12:00 pm
Sales Targets & Tactics: How the Other Side Plays the Pricing Game
12:00 - 1:30 pm
SALES TARGETS & TACTICS
VALUE BASED PRICING
The Pricing Game
Discount Level 100% 90% 80%
Average Discount 73%
70%
¡¡ Introduction to the Pricing Game and Value-Based Pricing Systems ¡¡ Sales teams reinforce a deliberate lack of transparency in IT Pricing
ORACLE CUSTOMER EXPERIENCE
60%
¡¡ Supreme Court Case example of Value-Based Pricing Systems at work ¡¡ Theory behind the value of sales targets within buying organizations
50% 40% 30%
Oracle “Our job is to figure out what we have to bid to win the deal. No magic here.”
¡¡ Sales strategies drive new marketing strategies to support supplier’s unified efforts
— Oracle CEO Larry Ellison, testifying In U.S.A. vs. Oracle Corporation
¡¡ Sales training and sales systems provide extremely high ROI
© Copyright 2013, ClearEdge Partners, Inc. Confidential & Proprietary Information. Do Not Distribute.
Battling Supplier Incumbency: Managing Supplier Franchises Inside the Pricing Game Building Franchises
FRANCHISES Technology
1:30 - 3:00 pm
¡¡ Incumbent suppliers are actively focused on eliminating competition from accounts ¡¡ Unchallenged technology standards eventually become high value franchises ¡¡ Sales teams evolved from hunting for new business to nurturing high value accounts ¡¡ In order to drive best-in-class pricing buyers must align their efforts around a cohesive deal strategy that preserves and utilizes leverage ¡¡ Effective and credible stories must be created and delivered to sales teams to secure supplier concessions, deep discounts, and favorable terms & conditions
© 2015 ClearEdge Partners, Inc.
Date: Timing: Cost:
Friday, April 24, 2015 Location:
NTT America, Inc 8:30 a.m. - 3:00 p.m. 8300 E. Maplewood Ave, Ste 400 $175 Greenwood Village, CO 80111
Continuing Education Hours (CEH): 6
Best Practices For Deal Set-Up and Negotiation
Key Topics Discussed Sales Methodologies
Counter-acting Strategic Selling enables IT and business professionals to develop comprehensive strategies to maximize the value their organizations capture in transactions with incumbent suppliers. This strategic training significantly improves your odds of winning the Pricing Game by providing a new deal-making process, scorecard and game plan to align internal decision-makers with immediate and longterm financial goals. Attendees will gain visibility into key spending events by identifying key players on both sides, understanding motivations, discovering key buying and selling information and knowing how to create and use leverage during buying campaigns. Buying organizations will be equipped to evaluate their deal-making position using the V.A.L.U.E. Guide Methodology to address the business and personal motivations of each decision maker and define and execute the optimal game plan for any deal. Counter-acting Strategic Selling gives organizations a common process and language for pursuing savings opportunities, an early warning system to avoid traps set by incumbent suppliers to gain control and a framework for allocating time, energy and resources to maximize financial leverage.
Strategies employed by supplier sales teams
Pricing Factors
Understand factors that determine the price
Leverage Creation
Tactics to build leverage over sales teams
Strategy Development
Components of a deal strategy and playbook
Negotiation
How to negotiate against the sales team “I was able to immediately put the methodology to use in developing a buying strategy for a large investment with a key supplier. Counter-acting Strategic Selling helped to align the efforts of several internal groups to minimize the influence of the incumbent sales team and capture value we had left unclaimed for years.” SVP of IT, Financial Services
ClearEdge Education Program Raising Awareness 4 Sales Targets & Tactics 4 Meet Your Counterpart 4 Managing Leverage & Uncertainty 4 IT Services Sales Strategies 4 Executing Complex ELAs 4 Controlling the Negotiation
Building Skill Sets 4 Controlling the Compelling Event 4 Enterprise Software Bootcamp 4 Internal Alignment Workshop 4 Deal Planning Workshop 4 IT Services Workshop 4 Category Workshops © 2015 ClearEdge Partners, Inc.
Developing Leadership 4 Battling Supplier Incumbency 4 V.A.L.U.E. Guide Fundamentals 4 IT Services Best Practices 4 Deal Readiness: Turtles to Tigers 4 V.A.L.U.E. Guide Best Practices
COUNTER-ACTING STRATEGIC SELLING Developing Effective Buying Strategies for Supply Chain and IT Professionals Meet Your Counterpart: Understanding the World Through the Eyes of Sales Professionals
8:30 - 9:30 am
¡¡ Overview of the peaks and valleys in the days and careers of sales professionals
ROADMAP
$2.4 M Goal
¡¡ Sales professionals are hired for specific traits, attitudes, and competencies ¡¡ How McClelland’s Needs Theory defines the hiring criteria for sales teams
$12M Pipeline (20% close rate) 40 opportunities ($300k average deal size) 320 total visits (1/8 visits produces an opportunity) 6 visits per week (320/52 weeks) 90 prospecting phone calls per week (15 phone calls / 1 visit) 18 prospecting phone calls per day (6 visits * 15 phone calls)
¡¡ Top 20 rules by which all strategic sales professionals operate ¡¡ Motivations used by sales management to ensure success and deal certainty ¡¡ How sales management designs and inspects compensation packages
Negotiations Workshop: Understanding and Controlling Critical Information
9:30 - 11:00 am
¡¡ Role playing exercise pitting teams in pairs in a high stakes negotiation
PRICING OUTCOME
¡¡ Buyers and sellers are prepared with individual motivations and goals ¡¡ Lessons leaned discussion about why each team yielded individual results ¡¡ Overview of the buyers’ and sellers’ motivations for a deal ¡¡ Case study based on of previous workshop results, and discussion on the reasons why variation of pricing exists and results of each outcome
Lunch:
11:00 - 12:00 pm
Sales Targets & Tactics: How the Other Side Plays the Pricing Game
12:00 - 1:30 pm
SALES TARGETS & TACTICS
VALUE BASED PRICING
The Pricing Game
Discount Level 100% 90% 80%
Average Discount 73%
70%
¡¡ Introduction to the Pricing Game and Value-Based Pricing Systems ¡¡ Sales teams reinforce a deliberate lack of transparency in IT Pricing
ORACLE CUSTOMER EXPERIENCE
60%
¡¡ Supreme Court Case example of Value-Based Pricing Systems at work ¡¡ Theory behind the value of sales targets within buying organizations
50% 40% 30%
Oracle “Our job is to figure out what we have to bid to win the deal. No magic here.”
¡¡ Sales strategies drive new marketing strategies to support supplier’s unified efforts
— Oracle CEO Larry Ellison, testifying In U.S.A. vs. Oracle Corporation
¡¡ Sales training and sales systems provide extremely high ROI
© Copyright 2013, ClearEdge Partners, Inc. Confidential & Proprietary Information. Do Not Distribute.
Battling Supplier Incumbency: Managing Supplier Franchises Inside the Pricing Game Building Franchises
FRANCHISES Technology
1:30 - 3:00 pm
¡¡ Incumbent suppliers are actively focused on eliminating competition from accounts ¡¡ Unchallenged technology standards eventually become high value franchises ¡¡ Sales teams evolved from hunting for new business to nurturing high value accounts ¡¡ In order to drive best-in-class pricing buyers must align their efforts around a cohesive deal strategy that preserves and utilizes leverage ¡¡ Effective and credible stories must be created and delivered to sales teams to secure supplier concessions, deep discounts, and favorable terms & conditions
© 2015 ClearEdge Partners, Inc.
