Chicago, Illinois | info@kinetic12.com
Sales Accelerator
What is SALES ACCELERATOR?
- A tool kit to improve the effectiveness of your sales team leading to increased sales.
- A proven approach designed around best practices developed by Kinetic12.
Why invest in SALES ACCELERATOR?
- TIME TO RE-ENGAGE:
Sales must re-engage in a more strategic way. For the last several years they have been unable to fully interact with existing and potential new accounts because of extreme operational challenges.
- RAISE THE BAR ON YOUR GTM APPROACH:
Integrate best practices into your sales approach + raise the bar on your team’s skill set & effectiveness.
- FOCUS ON SOLUTIONS:
Operators want suppliers to focus on solving their problems. Focus your team on understanding how their current and future business needs intersect with your company’s strengths to be a true valued partner.
Staying on the leading edge of selling strategy can lead to stronger results and stronger customer relationships
4 Evolutions of Selling
Sales Accelerator - 3 Modules
Module
1. Best-in-Class Benchmarking
2. Account Targeting & Segmentation
3. Customer Planning & Development
Description
Understand how your organization stacks up to your key customers’ perception of “best-in-class”
Reassess your top accounts’ value, fit & opportunity, & identify potential new strategic customers
Streamline your approach to account planning and train your sales people to strategically plan their accounts
Deliverables
- 25 customer interviews to assess performance across 8 key metrics
- In-depth benchmarking report
- Live discussion of your strengths/opportunities vs. the competition
- Customized segmentation model
- Segmentation report, including full assessment of current account base
- Refined target list of best-fit new account opportunities
- Customized planning templates for Strategic vs. Growth accounts
- 1-day team training on how to complete and use the plan
- Optional: individualized coaching on account development
Best in Class Benchmarking
Approach
- We conduct 25 customer interviews to understand how your customers (& non-customers) define a best-in-class supplier.
- We use our Kinetic12 Best-in-Class Supplier Model as a framework to gather insight into how your company is perceived – your strengths and areas for improvement.
Results
- Benchmarking report on your GTM capabilities & where you can improve
- Customized Best-in-Class model that you can use in training your sales team
“Customer benchmarking was critical to understand what our customers really thought and what they truly valued.”
Sales Director,
FS Manufacturer
Account Targeting & Segmentation
Approach
- Based on your management team’s input and Kinetic12’s current body of work, we develop customized models:
- Targeting Model - for new accounts
- Segmentation Model - for existing accounts
- Kinetic12 then works with your team to populate these models
Results
- Customized tool you can use to assess and rank new accounts, on an ongoing basis.
- Customized tool you can use to evaluate resource deployment to existing accounts, on an ongoing basis.
“The cost-to-serve component of our new segmentation model was a game-changer for us in how we assessed the true value of an account.”
Sales Director,
FS Manufacturer
Customer Planning
Approach
- Based on your needs, we customize a series of Customer Plan Templates
- We then conduct training with your team on:
- the value of planning,
- how to complete the plan (situation assessment, SWOT, Insight development, initiative identification, tactical roadmap), and
- how use the plan in ongoing account development
Results
- Sales team trained in how to build a best-in-class customer plan
- Completed plans for your top accounts
“Well thought out and executed well.”
Sales Director,
FS Manufacturer
“Kinetic12 did a very good job learning about (our company) and applied our language and situations to their training.”
National Account Sales
FS Manufacturer
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