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Pragmatic tools leveraging the RSVPselling™ framework for qualifying a deal and then managing risk across four key (RSVP) areas of Relationships, Strategy (politics and competitors), Value creation and Process alignment. This package of sales enablement tools provides an individual perpetual license to use regardless of employer or career change.
Tony worked with our sales organisation delivering training and was instrumental in us winning a contract in excess of $100 million. He is both inspirational and practical in providing clarity amidst the chaos of pursuing large complex enterprise opportunities.
Tailor for your own environment to address the four key RSVP areas of risk. Identify the customer’s ‘why change and why now’ motivation and why they see you as best value and lowest risk.
Tailor this tool for your own account management environment around the four key RSVP areas of risk for retention and growth.
Document the people who control and influence the buying decision. Identify their role within the power-base and their motivations and decision criteria.
Planning your meeting with a customer is essential. This template caters to understanding who we are meeting with, setting the agenda, planning questions and de-briefing after the call or meeting.
Create alignment with the buyer and seller processes and timing by creating a mutual success plan to de-risk the close and assure predictable joint success.
This tool package underpins RSVPselling™ a next generation selling methodology that using strategy as a way of thinking and delivering excellence in execution.
Tony is CEO and Co-Founder at Sales IQ Global. He has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. Tony is a best-selling author, consultant, trainer and keynote speaker.
‘Strategic enterprise selling’ is the process of managing high value sales into large organizations where there is political complexity and a multi-faceted business case requiring the support of multiple stakeholders. Success is built on trust established through strong rapport-building and communication skills with masterful execution of relationship management, competitive strategy, business value creation and alignment with the buyer’s evaluation, selection and procurement processes.
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