CEO-Led Sales outlines The Right Model to revolutionise your sales process and dramatically improve your confidence in the predictability of your sales numbers. This has to start from the top with you, the CEO.
As the CEO of a sales organisation, how many times have you said to yourself:
thank god our customers are buying because we’re not selling;
we had ten-times pipeline coverage, but we still missed our number?
Or … heard from your sales leads the following:
the person who was going to sign off on our deal has gone on leave;
this is a strategic deal – we must discount to win;
they decided to do nothing?
If these lines sound familiar, then your sales team is stuck in the past. They are struggling to keep pace
with the market and will continue to stumble into the future. That’s not to say you won’t make your
numbers on occasion, but you can be guaranteed your company won’t be the clear leader in its market.
This creates distrust with your sales team and that uneasy feeling of not being sure you will meet your
targets.
Is there a better way?
After twenty years as a senior IT sales leader addressing this problem and demonstrating measurable
success across multiple organisations, Andrew Phillips knows there is.
CEO-Led Sales outlines The Right Model to revolutionise your sales process and dramatically improve
your confidence in the predictability of your sales numbers. This has to start from the top with you, the
CEO.
The process is a multi-year investment to transform your sales organisation. It’s challenging, but the
results are consistent and the revenue reliable. Andrew Phillips invites you to take the next step and
discover the benefits of CEO-Led Sales.
‘Andrew has the best sales brain I’ve ever seen in the business. His approach to being a student of your
client is truly unique.’ – Lysandra Schmutter, Vice President, Federal Government at Capgemini Australia
‘Andrew is all about results. Using his natural forensic ability, he uncovers and develops opportunities across his team.’ – John Preller, Head of Public Sector, Qualtrics (ANZ)
‘If a sales relationship characterised by integrity, intelligence, empathy and respect is something you aspire to, you should listen to Andrew. He knows what he’s talking about.’ – Michael Vanderheide, ex CEO of Cenitex
‘Andrew’s approach to sales strategy is refreshing. He has the vision of the outcomes and the drivers for success through all stages of a deal, from the approach to pursue, respond, and ultimately into negotiations through to closing.’ – Greg Thomas, Senior Solutions Executive, Unisys
Mục lục
Contents
PART A: THE ENVIRONMENT
1. Our Clients
2. Our Competitors
PART B: THE ORGANISATION
3. Our Sales Team
4. Our CEO
Inside the Board Meeting
Overlay Targets
The Transactional Sales Manager
Was Your Last Year Saved by One Deal?
Sales Team Credibility
5. The Future
What If, as a CEO, I Do Nothing in the Future to Change the Organisation?
6. So Why Did I Write this Book?
PART C: THE SOLUTION
7. The Right Model
8. The Right Clients
The CEO Sales Plan
The Attainment Plan
9. The Right Team
The Team Plan
The Remuneration Plan
10. The Right Deals
The Pursuit Plan
The Power Plan
11. The Call Plan
12. Implementation of The Right Model
How Long Will It Take to Fully Implement The Right Model?
What Does The Right Model Look Like from Inside the Organisation?
What Does The Right Model Look Like from Outside the Organisation?
Is The Right Model Right for My Organisation?
Conclusion
Giới thiệu về tác giả
As a dynamic executive leader with extensive experience in the contemporary management of people & projects, Andrew demonstrates an ability to consistently deliver outstanding value & profitable growth for both corporate & Government organisations. With a background in business consulting, spanning 30 years, Andrew is a senior sales professional, business analyst & project manager with an impressive track record delivering value propositions & change agendas.
Honest, outcome-orientated & intensely passionate about providing constructive support to this team, Andrew provides inspirational leadership by setting a clear vision & driving a culture of excellence. With an innate ability to identify and diagnose business technology problems, create scalable & profitable solutions for his clients, Andrew has earned a reputation as a trusted advisor & an integral part of their overall business strategy.
Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission critical situations, varying from siege situations to tier one systems integration. With an impeccable background consulting with leading IT organisations, including Unisys, Nortel, Meta Group, Getronics, Dimension Data and Readify – a Telstra company, Andrew is recognised a leader in his field and one of the most sought after sales professionals in Australia.
In his current role at Unisys, a global IT company specialising in industry-focused solutions integrated with leading-edge security for government, financial services & commercial markets, Andrew assists his clients to become more competitive by leveraging technology to enhance their unique differentiators. With specialist skills in cost control, security, cloud technology & call centres, Andrew offers his clients end-to-end solutions to their system integration challenges & prides himself on his ability to communicate effectively with his customers, to understand their problems & act as an advocate on their behalf.
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