We like to provide referrals to complementary solutions providers, relevant technology platform providers and related recommended reading.
You can find a deep discussion of the value and operational aspects of the Sales Enablement Charter, along with a template for your use.
We recently developed a discussion of the Acelera Group Value Selling framework and an associated playbook.
Three of our most-often used tools include:
- The Business Value Hypothesis — creating and facilitating the focus on strategic business outcomes
- The Relationship Bank Account — providing a framework to evaluate and improving your position within an account and your ability to move opportunities forward
- The Influence Map — identifying the primary and secondary players…and the strength or weakness of your relationships with each