Practical Tools You Will Actually Use
"Companies do not rise to the level of their goals,
they fall to the level of their systems."
James Clear - Atomic Habits NYT Bestselling Book
Send email to ed@leverage-experience.com Reference the tool number you want to receive. Look for it in your inbox within 48 hours.
01
Sales Opportunity Guide
"Hope Is Not a Strategy" - Rick Page, author. The S.O.G. tool crystallizes your understanding of the prospect challenges, the key stakeholders, strategic alignment areas and the actions that must occur to build a winning team solution. It takes team thinking, a practical strategy, and a monitoring tool like this to develop and track.
02
Prospect Qualifier
Less than 5% of prospects are ready to make change and buy. Top business development executives qualify prospects for organizational fit and change readiness - before deciding how to proceed.
03
RFP Prospect Qualifier
Top sales performers do not devote time, money and resources chasing RFP's they have little chance to win. Identify data points that open your eyes to the reality of your potential to add a new client, aligned with your IDC and business objectives.
04
Annual Sales Plan Template
"Winging it" never gets anyone anywhere consistently. Every Business Development Executive must have an plan for their sales year that includes their total goal and how they intend to deliver. Did you know only 30% of BDE's attained their goal last year? Begin with a plan and the actions necessary to deliver.
05
Prospect Engagement Plan
A target list is just that - a list - if it doesn't include the actions and "touch points" planned. Less than 5% of prospects are ready to buy when you make contact - so how do you stay in touch on a regular cadence? This tool helps you keep in regular contact for when the time is right.
06
Account Management Profile
Studies are clear that an existing client is worth 3x a new one. Retaining good clients is the lifeblood of any organization. Customer losses hurt your marketplace reputation, drain employee morale, block growth, and undercut your financial position. This "living" tool helps account managers be proactive and alert to risks. Know the vital signs, and keep them on your radar with this living tool.
07
Ideal Client Profile
There are many reasons to have an Ideal Client Profile. One is to create "look-alike" targets for your sales team to pursue. This increases your odds for having a mutually beneficial partner that improves your brand reputation. The second is to increase the efficiency of your sales team enabling them to take aim rather than scatter-shoot. Be selective!
08
Weekly Sales Calendar of Events and Actions
The sales executive day feels like their juggling multiple priorities that each come with associated actions. Time management is a skill and a discipline. This 2 page tool helps the sales executive "calendar block" and establish their priority actions for the week from prospecting to contract development. If you don't calendarize - it probably won't happen. This is the power of WHEN.