It is vital for sales and marketing reps to quickly and efficiently connect with their top prospects and beat their competition to the sales opportunities. Building org charts can be very time consuming, especially for the Fortune 1000 companies due to their size. But once it’s completed, it’s truly worth it to understand the organizational structure of your prospective company. The ability to navigate the chain of command and understand who are the influencers, champions, and true decision makers is critical to an efficient sales process.

Org charts are great sales tools to help stay organized. Some of the benefits include:

• Finding decision makers faster
• Understanding your target prospect’s management structure
• Knowing your gate keepers, influencers and champions

Buying access to Fortune 1000 org charts will cut months out of your sales process and can possibly make or break your sales career. We publish CRUSH Reports that contain multiple org charts for each and every company. There are at least two org charts in every CRUSH Report to help fully understand the alignment of both the CEO’s organizational diagram and also the CIO’s organizational mapping. For the larger Fortune 1000 companies we also provide org charts on a division and subsidiary level.

Gain trusted advisor status by accessing CRUSH Report org charts and navigate the decision chain like an insider. Demonstrate to your prospect that you’ve done your homework, you’re organized and motivated.

Benefits from buying Fortune 1000 org charts for sales and marketing reps include:

1) Eliminate costly research time

2) Discover sales opportunities before your competition

For a sample org chart go to: http://www.salesquest.com/org-charts/. If you would like to see an entire CRUSH Report including the org chart, please go to: http://www.salesquest.com/demo.

Trisha Ellis
SalesQuest
Email: trisha.ellis @ SalesQuest dot com
978.749.9999 ext. 105

©2012 Sales Intelligence Blog. All Rights Reserved.

When it comes to a sales strategy, it’s important to know your competition, but it is even more important to know your potential client. Now more than ever, in this competitive market, you need to stand out amongst the crowd. What are you providing that others on the market are not? And even more important, what has happened, is happening or will be happening with your target account?

Sales tools are a great way to obtain detailed strategic intelligence on your lead. Having this knowledge can give you more confidence to target their specific requirements. A superior plan of action can make the difference between closing the deal or losing it.

We have developed a Strategic Account Plan Template exclusively for high tech sales reps selling into Fortune 1000 and Global 500 accounts. It is designed to support the account management team to effectively prepare and stay focused on the customer’s business objectives and goals. This ensures they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.

This Strategic Account Plan Template will help you to take a deep-dive look into the account and analyze their industry, key contacts, trends, current economic conditions, financials, their competitors, technology, goals, objectives and more. Having all this information in one reference spot that you can bring with you to sales meetings will keep you organized, on top of your game and ahead of the competition.

Use our Strategic Account Plan Template for strategic account planning and organize your comprehensive and in-depth research so that you’re always prepared. Don’t let disorganization and lack of good account intelligence contribute to a lost sales opportunity.

For additional resources, please visit our website: http://www.salesquest.com/resources.

Ryan Murray
SalesQuest
Email: Ryan @ SalesQuest dot com
978.749.9999 ext. 102

©2012 Sales Intelligence Blog. All Rights Reserved.

In the current economic conditions, companies are looking to emerging markets for revenue growth. It is predicted that within the next 40 years, these emerging markets could surpass the developed countries.

Procter & Gamble, for example, has a big push for the upcoming years in the emerging markets sector. In 2010, they are extending distribution and store coverage in developing markets. They also will be adding 20 new manufacturing facilities between 2010 and 2014. Almost all of these facilities are in developing markets, and the majority will be multi-product-category facilities. If you’re marketing and selling to Procter & Gamble, now is the time to be communicating with them about potential sales opportunities for your company. The SalesQuest Procter & Gamble CRUSH Report details more of the business drivers that are affecting technology buying decisions.

At Procter & Gamble’s annual meeting in October 2010, Chairman of the Board, President and Chief Executive Officer Bob McDonald shared that Market share grew in 14 of the Company’s top 17 countries and the Company is now serving 4.2 billion consumers – well on track to achieve its goal of reaching five billion consumers by 2015.

“Our first quarter was a good start to the fiscal year. We maintained our top-line momentum and delivered profitable market share growth,” said McDonald. “We are confident that our Purpose-inspired growth strategy – to touch and improve the lives of more consumers in more parts of the world, more completely – will continue to drive growth and create value for shareholders. While the macroeconomic environment remains challenging, the solid first quarter results demonstrate that our strategy is working.”

As the emerging markets continue to grow, more and more companies are going to take advantage of emerging markets’ economic growth. Companies around the world can see this shift as an opportunity for growth. There are many sales opportunities to provide equipment, services, IT infrastructure and solutions that are needed to support industry growth in these emerging markets.

For more current industry sales intelligence and technology sales leads in the Fortune 1000 and Global 500, check out our Technology Business Drivers document or feel free to download our sample CRUSH Reports on Deutsche Bank, Morgan Stanley, Wells Fargo, Starbucks and including the Procter & Gamble, please visit: http://www.salesquest.com/demo/

Ryan Murray
SalesQuest
Email: Ryan @ SalesQuest dot com
978.749.9999 ext. 102

©2012 Sales Intelligence Blog. All Rights Reserved.

Does the solution fit their business need? If it doesn’t, you should probably go sell somewhere else. A company’s need for something is one of their most powerful buying motivators.

From the buyer’s perspective, need is the reason they have to buy something and must find an answer to solve their need. From the seller’s perceptive, need can take a very long time to research and identify. It requires asking a lot of questions, listening and interpreting supporting information and what the buyer is saying. Sellers should thoroughly research and understand the buyer before starting the relationship building process.

Using sales intelligence tools can paint a picture of what’s driving the company. They can identify current business needs and help craft what sales messages should be communicated with the buyer. Developing a sales positioning statement will help put all the pieces of information together to form a logical statement on why they should buy from you.

For example, Boeing has been working to consolidate their data centers. They began the project with about 60 data centers and are down to six as of December 2009. Their final goal is to have three, which will create significant cost reductions with their power drain.

There are many different solutions that could fit this need: consolidate hardware into core locations, outsource the data center administration, utilize the cloud, virtualization, etc.? If you can determine the business need, you can use it the tool to ask intelligence, qualifying questions. Collecting the right information is a critical part of understanding the core aspects of their need and what direction they want or think they should take.

By doing your homework on the company and understanding their business need, more people will listen and answer your questions, especially the decision maker. It will help develop the roadmap for the account and identify the other three BANT criteria: time frame, budgets and decision markers.  If your solution fits their needs, the buyer will find the money.

Fortune 1000 Company Business Drivers

Using CRUSH Reports new business driver section, you’ll be able to identify problems, opportunities and initiatives currently happening in Fortune 1000 companies.

Download the Ford CRUSH Report with 2010 Business Drivers

- Mark Kilens
mark.kilens @ salesquest.com
978.749.9999 ext. 118

©2012 Sales Intelligence Blog. All Rights Reserved.

Finding the decision maker and getting them to respond can be one of the hardest things a sales rep faces during the sales cycle.  Sales intelligence data can give you insights on who the decision maker might be, what questions to ask, and how to respond to his or her questions. However, you can’t expect to find the decision-maker easily. You must employ tactful strategies and ask questions to qualify that person as the budget holder or if he or she is just a user or influencer that wants your solution, but can’t sign on the doted line.

The decision maker is usually a VP- or C-level employee that likely won’t be using your solution, but the people reporting to him or her will manage and work with the solution. Sales reps first need to get three types of authorities on-board: the user, the influencer and the decision maker. The decision maker holds the key to the budget and has the power to say yes or no.

These executives are typically the hardest to identify and contact. If someone refers you to someone else, the person you were referred to is usually the decision maker. If the person you contact responds saying the solution is a great fit, they’re probably not the decision maker, but rather the influencer or user who needs or wants your solution. Also, if you get pointed to the same person multiple times, than they are usually the decision maker. Contacting all three is a must, but putting more energy towards finding the decision maker and aligning their business needs with your solution is most critical.

Decision makers want specific evidence of previous success so they can clearly understand how your solution is going to solve their business problem. They need to see a measurable ROI and want reference data in order to identify how the solution can affect their bottom line. If you can or have determined that the decision maker has a budget, you’re one step closer to qualifying a prospect. But, for the prospect to meet the necessary BANT criteria, you need to have answered two out of the three remaining criteria. Using sales intelligence data can decrease your research time in trying to find the prospect’s business problems, what people’s titles and functions are, and whether or not your solution is budgeted.

Top 20 CRUSH Use Cases

The document will teach you how sales intelligence can help develop strategic account plans, identify competitors & build target account lists, and track customers, prospects, and competitors.

Download the CRUSH Use Case PDF

- Mark Kilens
mark.kilens @ salesquest.com
978.749.9999 ext. 118

©2012 Sales Intelligence Blog. All Rights Reserved.