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LARGE ENTERPRISE CUSTOMERSCommon Challenges & Blind Spots Facing

Sales Teams

Sept 2014

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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

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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……

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For More Information, Contact……

Tim Donovan

Office: 00 44 1722 413 555Mobile: 00 44 7802 170 448

www.trend.co.uk

Trend Consulting 2014