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Sample Discovery Letter

Jonathan,

Thank you so much for meeting with me yesterday. I thoroughly enjoyed our time together and look forward to continuing the conversation.

ABC Current Situation:

ABC & Associates has a rich history of over 10 years in business and is the undisputed national leader in ............................

ABC currently has $70MM in revenues, 600 employees and office locations in Chicago, Washington DC, St. Louis, and San Jose

Business development efforts focus on the following two areas:

  1. Telecommunications and
  2. Technology sector (Hardware and Software Companies)

Average deal size is typically over $1 million per installation. Decisions are made at the C-level. Sale cycles can range from 4 to 12 months.

  • Revenue has remained flat over the past year – a major concern to the leadership team.
  • Top company priorities include:
    • Rollout of new service offering (improve market share)
    • Strategic outsourcing of some non-core operational functions (cut costs)
    • Return to positive revenue growth

Current Sales Challenges:

The organization has had no formal, organized sales approach. Each rep / manager has their own "way" of acquiring new business and expanding existing accounts

  • Sales support people complain about being dragged into non-qualified sales opportunities. This is an issue because the sales support team is currently short handed.

Too many sales opportunities fall out in the late stage of the pipeline. Management is concerned the sales team lacks qualification and closing skills. The CFO (and other executives) lack confidence in the sales pipeline  

  • Customer feedback has shown that ABC lost deals because of being "outsold".
  • Sales turnover is very high (75%). New hires are especially prone to fail.

ABC's Plans To Solve Challenges

  • Jonathan is the COO of the firm and responsible for day to day operations. Jonathan has been tasked with solving the revenue growth problem and is currently investigating tactical and strategic alternatives.
  • A decision has been made to develop and implement a ABC sales methodology. Jonathan is currently interviewing firms that may help in the process. If a firm appears to have the experience and ability to help ABC, they will be invited to meet with the implementation team (Jonathan, VP of sales, VP of marketing). If that meeting goes well, a proposal is the next step. A decision will be made very quickly since ABC wants to roll out the sales methodology BEFORE the release of the new product (12 weeks away).

How Akina Might Help:

Akina is a consulting, research and training firm that helps companies improve sales productivity. Our primary goal is to equip our client's sales people with the guidance, tools, and learning's needed in order to make IMMEDIATE improvements in sales performance.

  • We have worked with several companies in similar situations as ABC and developed for them:
    • An end to end sales approach / methodology (steps, tools, best practices, etc.) tailored to meet the unique needs of their marketplace
    • A implementation (training) program designed to get sales reps and sales managers rapidly up to speed on the new approach

Next Steps:

Mike to send Jonathan meeting recap by ..........

Receive feedback/questions by ..............

  • A 30 minute conference call between Akina and ABC implementation team to review agenda / objectives and plan for the .................. meeting.

90 minute meeting in Chicago on ............... to further define ABC needs and map potential Akina solutions, approach, and costs. Meeting to be attended by Jonathan, Jim ............... VP of sales, and Marilyn ................. , VP of marketing. At the end of meeting, ABC and Akina will know if it makes sense to move forward.

Jonathan - thanks again for your time. I look forward to your feedback.

Regards,

..................................................

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