ap4 zba exec overview
TRANSCRIPT
Strategic Training CurriculumReview
Account Planning for ZBA – A Collaborative Approach
October 11, 2015
Patrich V. Calhoun, DirectorFrank Colon’, Sr. Manager
Enterprise Sales Enablement
Agenda
• Voice Of The Field• Gap Analysis• AP4ZBA Course Objectives• Alignment to PBI’s• Course Feedback• Commercial Curriculum Overview
2
Voice Of The Field
Survey Results:
*Next Step – Regional Survey Reviews
AP4ZBA GAP Analysis
What did we learn?
4
Course Objectives• Complete and do researach on 2
Top 20 ZBA Accounts to prepare for an Executive Level Meeting
• Deliver a unique Financial Impact Statement in a role play environment, handling objections and gaining feedback to improve
• Conduct a First Meeting role play using research tied to business challenges.
• Create a repeatable process with Top 20 ZBA accounts that has been proven successful.
• Services and Value Messaging• Proposals DeliveredQuotes w/Services
• Eloqua• VITO TemplateBusiness
Development
• Solutions & Services Vs. Equipment Centric• Aligning offering to client goals, initiatives &
challenges• Effective Services Talk Tracks Cases
AP4ZBA Aligned to PBI’s (Coach To’s)
8FOR INTERNAL USE ONLY - DO NOT DISTRIBUTE OUTSIDE OF RICOH
Tracking Results
ZBA Rquote Tracking:
Recent Attendee Feedback
COMMUNICATING VALUE2 DAYS
STRATEGIC ACCOUNT PLAN
(ASAP)2 DAYS
ACCOUNT MANAGEMENT(In Development)
1
1 DAY
SOCIAL MEDIA
SELLING1 DAY
OUTPUT MGMT.
STRATEGIES
2 DAYS
PROCESS AUTOMATION STRATEGIES
2 DAYS
STRATEGIC MASTERY
BUSINESS INTELLIGENCE
• BLUE PRINT• KEY PLAYERS
• CORPORATE INTELL.• S.W.O.T.
EXECUTING THE EXECUTIVE MEETING
VALUE STATEMENT
VIRT
UAL
INTR
O. C
OMPO
NENT
S
S.W.O.T.
FINANCIAL ACUMEN
(ANNUAL REPORT)
ACCOUNT PLAN (ZBA CHECKLIST)
BUSINESS INTELLIGENCE• TOP 10
QUESTIONS• G.O.O.D.S.
CUSTOMER CHECKLIST
QSM
INTEGRATED ACCOUNT REVIEW
ASM
VALUE PROP
EVOLUTION OF SOCIAL
MEDIA
SOCIAL MEDIA KEY
TERMS
CDIA + CERTIFICATION (elective)3.5 DAYS
SERVICE EXCELLENCE
MPS SALES METHODOLGY
COMPETITIVE POSITIONING
VALUE PROPROSITIONIDC ANALYSIS
MPS STRATEGYOPTIMIZATIONPRINT POLICY
RESOURCE ENGAGEMENT
IMPORTANCE OF SOCIAL
MEDIA
Major Account Training Continuum Components
Questions