large enterprise customers common challenges & blind spots facing sales teams sept 2014 trend...
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Issues & Challenges To Be Resolved Trend Consulting 2014 Responses weighted to reflect prioritiesTRANSCRIPT
Trend Consulting 2014
LARGE ENTERPRISE CUSTOMERSCommon Challenges & Blind Spots Facing
Sales Teams
Sept 2014
Trend Consulting 2014
Background
• Analysis of data gathered from 50 x interviews with VPs of Sales in the UK & I or EMEA region, responsible for:
- Acquisition account penetration- Growing “share of wallet” in existing customers
• Discussions focused on what they perceive to be the key challenges faced, and what the main blind spots are (what they do not know)
Issues & Challenges To Be Resolved
Trend Consulting 2014
No business history
PS investment for free assessments
Low brand awareness
Limited number of sponsors and advocates at senior levels
Perceived as a commodity provider
5%
15%
20%
25%
35%
Responses weighted to reflect priorities
Blind spots (What We Do Not Know)
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Competitors’ strengths & weaknesses
Decision maker buying behaviours, policies & processes
Value proposition for CxOs
Priority projects aligned to business objectives
Compelling events, drivers, & business strategies
8%
12%
15%
30%
35%
Responses weighted to reflect priorities
Common Themes For A “Call To Action”
1. Resolve blind spots with better quality intelligence2. Leverage sponsors to identify & reach out to CxOs3. Identify and map new contacts to solutions portfolio – right
topics & propositions to the right people4. Create contact plans that commit to achieving a number of
f2f meetings with new contacts in each account each quarter5. Identify similar customer successes to share with customers6. Develop more compelling CxO propositions for core
solutions aligned to resolving business issues 7. Input new contacts and leads into CRM systems to support
both ABM & accelerated acquisition account development strategies - drive pipeline, events, seminars, thought leadership initiatives……
Trend Consulting 2014
For More Information, Contact……
Tim Donovan
Office: 00 44 1722 413 555Mobile: 00 44 7802 170 448
www.trend.co.uk
Trend Consulting 2014