insight sales deck short version 1
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
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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
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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
• 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
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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