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Relationship Sales Program (RSP ) Reinstatement March 8, 2013

Relationship Sales Program (RSP ) Reinstatement March 8, 2013. Agenda. RSP Review 2013 Q1/Q2 Expectations Timeline Next Steps. Program Definition.

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Relationship Sales Program (RSP ) Reinstatement March 8, 2013

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  1. Relationship Sales Program (RSP)ReinstatementMarch 8, 2013

  2. Agenda • RSP Review • 2013 Q1/Q2 Expectations • Timeline • Next Steps

  3. Program Definition The Relationship Sales Program (RSP) is a transformation in our corporate sales approach from more traditional direct selling and campaigning to building long term relationships with our existing clients and network. The RSP program will include: • A Structured Approach • Clear Expectations and Objectives • A Support Process, and • Recognition for Activity The desired results of the RSP include: • A Continuous pipeline • Revenue stability • Increased market penetration, and • A much larger sales engine where everyone becomes a lead generator

  4. Strategic Alignment- Relationships

  5. Strategic Alignment- Corporate Strategy Blue Skies’ Services • Strategic IT Planning • PMO and Project Management • Quality Systems Consulting • Supply Chain Consulting • Risk Management and Compliance Consulting

  6. Strategic Alignment- Corporate Strategy Life Sciences Vertical • Johnson & Johnson • Edwards Life Sciences • Allergan • Amgen • Life Technologies • Medtronic • DJ Ortho

  7. Strategic Alignment- Corporate Strategy Media & Entertainment Vertical • Warner Music Group • Sony DADC • Universal Music • Disney • Sony Pictures

  8. Strategic Alignment- how to prioritize your contacts Direct Network D1 – Ideal D2 – Door to our COE targets D3 – We’ll consider any prospect with leveraged opportunities D4 – More referrals Referral Network R1 – Ideal R2 – Door to our COE targets R3 – We’ll consider any prospect with leveraged opportunities R4 – More referrals Referrals Relationship D4 D3 D2 D1 R1 R3 R2 R4

  9. Relationship Initiation- how to initiate contact (break the ice) 1Email Grabber – Mention something that will interest the contact: a memory you both share, an article you read/news story that reminded you of them, someone in common... Or, something that will benefit the contact: a client/job lead, an industry rumor, a need for advice… 2Team Approach – Reach out to your direct contact and have them set something up and bring you along. Write the email grabber for them. It will take more of these to schedule an activity.

  10. Relationship Initiation- how to schedule an activity Activities (In person!) • Meal, Coffee, or Drinks(<$50) • Office meeting • Industry Event meeting • Call (Last resort) Schedule an activity • Following a response from the initial contact: • A simple statement: “Let’s get together and catch-up” • Give plenty of notice, but no more than 2 options (June 5th or June 9th) or, • Give short notice and 2 options (drinks after work either tomorrow or the next day) • Follow up on the suggested cycle

  11. Activity Objectives- what are we trying to accomplish? Objectives • Build a relationship of friendship and trust • Understand who they are: • Family, home town, college, hobbies, interests, sports’ teams, current job and history • avoid politics and religion unless advantageous • Educate them on who you are: • Family, common hobbies, teams, etc. • Your expertise • Deliver a clear Blue Skies’ message • Contact Referrals • Leads T I M E RELATIONSHIP

  12. Activity Objectives- memorize this! BSL Message “We are management consultants primarily in the Media & Entertainment and Life Sciences industries. We do Strategic IT planning, Quality and Compliance consulting, and Supply Chain implementations. Specifically, we do…” Life Sciences - transformation projects within quality and supply chain such as complaints management, document control, risk management, software validation, etc. Media & Ent - IT and planning initiatives in digital media and supply chain such as master data management, digital distribution, process consolidations, etc.

  13. Process Update

  14. 2013 Q1/Q2 Expectations

  15. Timeline

  16. Next Steps • Identify Q1 and Q2 network targets • Schedule time with John and Celeste to review and align network targets • Schedule an Activity and get going • Schedule Activity review with John and Celeste • Update Salesforce with Activity status • Add RSP tracker update activity to weekly meeting agenda

  17. Login Click the following link: https://login.salesforce.com/ Use the following Logins: • lifesciences@blueskiesllc.com • Johan Amlen • Andrea Ruderman • Celeste Amlen • Julie Newton • Per Lindstrom • Paul Sutter • psoo@blueskiesllc.com • Ron Enge • Mike Streb • Grafton Harper • Andrea Ruderman • John Hoff • Tim Parkin The password for all logins is: Bsl2013q1 Don’t wait, START TODAY!

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