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  1. Go to Market Strategy - How to Create a Winning Sales Presentation : Four Quadrant - August 16, 2014

    […] This slide requires the rep to do some “homework” about the prospects’ business, drawing upon information in the earnings call, press releases, interviews, 10-K, surveys, analyst reports, etc.  Document key initiatives for the company and reiterate the company’s desired state or the relative competitive state.  This is where best practices, benchmarking data and customer anecdotes may help to drive home the point.  The goal is for the prospect to perceive that you are “walking in their shoes” and that you “get it.”  Not everything presented may be applicable to the prospect, but there should be something on the page that draws them in.  Be careful not to make this slide a laundry list of everything conceivably possible,  as that tips your hand that it is a fishing expedition.  Typically, this information should be documented in a strategic account plan template. […]

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