insight sales deck short version 1

13
Solving the Key Account Revenue Problem A solution from Breakthrough Sales Performance LLC and The Brookeside Group

Upload: funnelprinciple

Post on 20-Dec-2014

450 views

Category:

Documents


4 download

DESCRIPTION

 

TRANSCRIPT

Solving the Key Account

Revenue Problem

A solution from Breakthrough Sales Performance LLC and The

Brookeside Group

The Problem

• High percentage of revenue from key or

strategic accounts

• Weak strategies that leave you vulnerable

to loss of revenue

• At risk accounts

1

The Problem

• Using unreliable indicators to measure

strength of customer relationship

• Relying too much on the perception of

your key account manager

– “they love us”

– “I have good relationships with the key

people”

2

The Cost of the Problem – Losing

Key Account Revenue

• Key account leaves

• No revenue from up selling

• Key account reluctant to accept ‘value’

pitch and price increase

• No referrals

3

Transactional

Relationship

14%

Trusted Advisor

Relationship

47%

Transactional

Relationship

6.8

Trusted Advisor

Relationship

27.7

Technology Industry:

3.5X Increase Share of Spending

Cross Industry:

4X Increase Average Contract Term

The ‘money’ relationships:

Trusted Advisors

4

Best in class companies enjoy

50-75% Trusted Advisor Relationships

Pharma

Business Services

10-30% Trusted Advisor

Relationships

Insurance

Technology

Trusted Advisors

5

The Solution: INSIGHT™

INSIGHT from the Brookeside Group, a web-enabled analytics

solution to maximize revenue from key accounts. INSIGHT identifies

1. Accounts at risk of leaving

2. Accounts that are open to your cross-selling ideas

3. Strategies for retention and growth in key accounts

Access to Online Web Portal Robust Reports with Detailed Tips & Action Plans

6

7

Relationship strength that

leads to buying behavior

Proven attributes that drive

buyer decision making

Trusted Advisor relationships

see you as a strategic partner and

truly loyal.

Predisposed clients are likely to

keep doing business with you.

Transactional clients may be fairly

satisfied, but they are low on loyalty.

Antagonistic relationships are

upset and may be actively looking

at ending the relationship.

Patented Analytics

Results, Not Just Measurement

8

Client Survey Analyze Report Action Results

• Targeted

client

communicati

ons

• True 1:1

approach

• Cross-industry

benchmarks

• Output tailored to your

reporting needs

• Briefings with internal

stakeholders on data

interpretation and action

• INSIGHT™ data drives action

• Forms the foundation for

developing strategic account

plans

• Measurable business results

• Patented,

proven

methodology

9

Dashboard

10

Overview

• Focus on B2B clients with high value customer relationships

• Operate worldwide serving the Global 1000

– Founded 2003

– Senior team across offices in Boston, New York, and London UK

• Three key parts of our business:

– Consulting – focused revenue growth, sales effectiveness, customer

loyalty and organizational efficiency

– Brookeside INSIGHTTM

– a unique, patented, tool to help B2B

companies analyze and develop better customer relationships

– Training – a full portfolio of award-winning sales and management

training courses to embed organizational change and drive results

11

The Brookeside Group, Inc.

• Sales training, coaching and consulting firm with proven

capabilities in:

Pipeline management

Key account management

Deal management

Talent matching – SalesGenomixTM

• Global clients Danaher, ITW, Whirlpool, Bemis, West

Pharmaceutical, Microchip Technology, DSI, Sartomer,

more • 614.571.8267 [email protected]

Contact us at:

Mark Sellers 614.571.8267

[email protected]