Description: A star sales representative joined NCR. She sought ways
of improving her sales success and thought to contact Scott Andrews, the principal of
ARRiiVE, who she knew to be a CEO-level sales guru from working together
in other IT positions. The salesperson needed a
plan to immediately gain high-level prospects and quickly develop a
territory in a highly political environment.
sales representative for NCR had a huge nut to crack. Coming in from a
large competitor, expectations were high for this ace salesperson to
deliver. However, she had a problem: she had been focused on only five
prospects in her previous employment, as a result, she was not sharp in
her prospecting skills to sell at a high level.
needed to quickly gain rapport in over a dozen new accounts (to her) and
this required an action plan for selling to the CEO.
also needed a trusted partner to help her role play and practice her
strategy, as there were other political factors at play within her own
known Scott Andrews, principal consultant at ARRiiVE, from a previous
employment situation, the sales representative engaged Mr. Andrews to help
her develop a plan to prospect into her dozen accounts.
Andrews broke down the territory into three categories. From there, they
co-developed an action plan for each territory, which utilized specific
benefits that NCR offered. This plan included a competitive analysis, and
a review of each specific account.
there, Mr. Andrews, reviewed his "Selling to the CEO" strategies
with the sales ace, and practiced some role playing to help prep her for
each call. As a result of these strategy and role-playing sessions, the
sales representative achieved success in nine of the twelve accounts (a
75% close ratio) during her recent assignment at NCR.
information Scott developed for this consulting is now part of our
"Concepts of Selling Intangible Solutions" program offered