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ExecKIT® Sales Suite overview
The top performing sales professional understands how important it is to optimise performance at every stage of the sales cycle, and uses every means possible to achieve success. Rather than re-invent the wheel or settling for second best, they recognise the value of doing it fast and doing it right first time.
ExecKIT
ExecKIT is a highly structured library of practical, pragmatic and
action-oriented intellectual property which enables the executive to operate
to the highest standards. It covers business planning, marketing, sales,
delivery and management support and is used by thousands of executives,
managers and professionals in companies worldwide.
ExecKIT Sales Suite
The ExecKIT Sales Suite equips the sales professional with a powerful
tool to improve productivity. Designed by the most successful sales people
in the business, ExecKIT Sales Suite explains what winners do, why
and how.
ExecKIT Sales Suite contains a crystal clear, step-by-step guide
to executing a successful sales campaign, from preparing for first contact,
right through to accepting the order and initiating delivery. It consists
of preparation and reporting templates; analysis forms; best practice guides;
sales aids; document templates; analytical tools; process definitions; training
materials; example presentations and checklists.
ExecKIT Sales Suite modules
ExecKIT Sales Suite, licensed under the SalesEXEC
100 programme, includes the following modules
Building the value statement
- ExecKIT Briefing: Building the Value Proposition provides you
with the background information to understand how you can systematically
demonstrate business benefits and value for customers by positioning
your offerings.
- ExecKIT Process Guide: Building the Value Proposition explains
the steps to analyse markets or target customers' business issues and
create relevant, compelling value statements for your offerings.
- ExecKIT Template: Key Business Issues and Initiatives Log helps
you document the business drivers, both external and internal, in a
target market or customer.
- ExecKIT Template: Job Position Interest Map enables you to
create value propositions for each job role or individuals in a market
or target customer.
Account planning
- ExecKIT Briefing: Key Account Management provides you with
all the necessary background information, insight and knowledge you
require to enable you to manage a key account and produce a key account
plan.
- ExecKIT Methodology: Key Account Planning which has a step-by-step
guide to key account plan production.
- ExecKIT Workshop: Key Account Planning is a Microsoft PowerPoint®
presentation which is used by a facilitator to run an account planning
workshop.
- ExecKIT Template: Key Account Plan supplies a template for
documenting your account plan.
Prospecting
- ExecKIT Briefing: Prospecting gives you the background information
to understand how you can get control over your sales prospecting activities.
- ExecKIT Process Guide: Prospecting explains the steps to plan,
follow up and improve prospecting activities.
- ExecKIT Template: Prospecting Planning enables you to visualise
and plan the approach to a prospect.
- ExecKIT Template: Prospecting Monitoring allows you to track
progress and easily manage many prospecting plans in parallel.
Call planning and reporting
- ExecKIT Briefing: Call Planning and Reporting equips you with
the information you need to plan a successful sales call and report
on it.
- ExecKIT Template: Call Planning supplies a structured template
to ensure sales calls are planned for maximum effectiveness.
- ExecKIT Template: Call Report offers a convenient way of communicating
and recording what happened in an important sales call.
Qualification
- ExecKIT Briefing: Effective Qualification provides you with
the background knowledge to qualify effectively.
- ExecKIT Methodology: Improving Qualification contains a step-by-step
guide to implementing an improved qualification process.
- ExecKIT Reference: Advanced Qualification Questions provides
a list of more subtle questions that can help to elicit the information
you need during qualification.
- ExecKIT Template: Qualification Checklist and Review Form contains
a template for you to customise and use in your improved qualification
process.
Sales campaign planning
- ExecKIT Briefing: Winning Competitive Sales Campaigns gives
an explanation and background of the concepts of competitive sales campaign
planning.
- ExecKIT Methodology: Planning Competitive Sales Campaigns offers
a step-by-step guide to the production of a sales campaign plan.
- ExecKIT Template: Sales Campaign Plan contains a template for
documenting the sales campaign plan.
Proposal production
- ExecKIT Briefing: Producing Winning Proposals provides you
with the background information you need to produce winning proposal
documents and raise the efficiency of proposal production within your
organisation.
- ExecKIT Template: Proposal Document supplies you with an example
proposal template for you to use or adapt to your own house style.
- ExecKIT Reference Template: Proposal Dispatch Checklist is
used to perform that last minute check on a proposal document to ensure
that no embarrassing mistakes are made.
- ExecKIT Reference: Standards for Business Writing provides
a synopsis of good writing practice and a set of standards to achieve
consistency in documents built by teams across different functions and/or
geographies.
- ExecKIT Methodology: Efficient Proposal Production offers a
step-by-step guide to implementing improvements in the standard and
production of your proposals.
Building business cases
- ExecKIT Briefing: ROI Selling explains the key concepts of
working with a customer to build a business case showing a clear Return
on Investment (ROI).
- ExecKIT Process Guide: Building the Business Case contains
a step-by-step guide to building a business case.
- ExecKIT Template: Customer Business Case a skeleton business
case which can be populated to create a compelling business plan.
Risk assessment
- ExecKIT Briefing: Risk Assessment and Planning equips you with
the background information you need to perform effective risk assessment
and planning.
- ExecKIT Process Guide: Risk Assessment and Planning describes
in detail how to perform the process effectively.
- ExecKIT Template: Risk Register is a simple template for recording
and managing risks which survive into the delivery cycle.
- ExecKIT Gateway: Risk Assessment and Planning may be used to
drive a risk assessment and planning meeting. It is used in association
with the next document.
- ExecKIT Reference: Risk Planning Questions - Superset contains
a superset of questions commonly used in the risk planning process.
Presentations that sell
- ExecKIT Briefing: Preparing Selling Presentations provides
a briefing about the key points of preparing and making a sales presentation.
- ExecKIT Process Guide: Preparing Selling Presentations contains
a step-by-step guide to preparing for an important sales presentation
- ExecKIT Template: Presentation Preparation Guide is a planning
form to enable you to prepare an effective presentation.
Sales negotiation
- ExecKIT Briefing: Sales Negotiation provides you with the information
and awareness you need to negotiate effective sales
agreements.
- ExecKIT Process Guide: Sales Negotiation is a step-by-step
guide to prepare for negotiation and so achieve a favourable agreement.
- ExecKIT Template: Negotiation Preparation is a planning template
which helps you to prepare for the all-important negotiation sessions.
- ExecKIT Reference: Enriching Currencies offers a list of additional
items that may be introduced into the negotiation to broaden the scope
and increase the degree of "win/win".
- ExecKIT Reference: Responses to Buyer Negotiating Objections
supplies the arguments you need to counter the more predictable buyer
assaults during the early phase of the negotiation.
Order acceptance and project initiation
- ExecKIT Briefing: Order Acceptance introduces a process to
decide whether to accept an order and if so, on what terms. This is
particularly useful where no signed formal contract exists.
- ExecKIT Process Guide: Order Acceptance provides a definition
of the process.
- ExecKIT Gateway: Order Acceptance offers a structured agenda
for the meeting at which the commercial decision is taken to start work
on a project.
- ExecKIT Template: Order Acceptance Letter gives a simple structured
outline which may be used to formally document order acceptance to the
customer.
- ExecKIT Checklist: Sales to Delivery Handover contains a checklist
to be used during the handover process from sales to delivery.
Sales forecasting
- ExecKIT Briefing: Sales and Revenue Forecasting equips you
with the background information you need to implement best practice
sales and revenue forecasting.
- ExecKIT Process Guide: Sales and Revenue Forecasting which
can be amended to define your company wide sales and revenue forecasting
process.
- ExecKIT Template: Sales and Revenue Forecasting Spreadsheet
provides a forecasting tool consistent with the ExecKIT®
Sales forecasting methodology.
Project support
- ExecKIT Briefing: Project Management Overview an overview of
a best practice project management process.
- ExecKIT Briefing: Project Definition explains the key concepts
of defining projects.
- ExecKIT Process Guide: Defining Projects contains a step-by-step
guide to defining projects.
- ExecKIT Template: Project Definition supplies a template to
produce a "best practice" project definition.
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