When designing and documenting your CEO/Managing Director Deck, the most important part of your story is the “OPENING”. This is where you show how big change or changes, in the environment have made your organisation, not merely a nice to have, but a necessity.
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Describe the opening, which you plan to use with your existing customers, below:
Your “OPENING” is all about, describing the “CHANGES” in your industry or markets.
You should have conducted a thorough SWOT Analysis, when you got started and you should be conducting a SWOT Analysis monthly. These documents will provide you with a lot of the information you need to get started.
How do you identify the big change?
Pick your top 10 customers and ask them to answer the following questions:
Once you receive the feedback from your loyal customers, you will start to see patterns. These patterns will serve to help you position your story from the perspective of the buyer.
This is quite a big ask from your customers, so be very selective, as to who you choose. We all have those customers, where we have fantastic relationships. Those are the customers to select for this process
Using a similar process, please try to identify any major changes in your markets and list your answer below:
Companies all know that they need to regularly, up-skill their sales teams, to ensure that they, stay up to date and they know how to sell in the constantly evolving sales environment.
As you know, the best way, to learn and apply any new skills, is achieved through repetition. The challenge with practicing, the concept of repetition is, found in the fact that repetition “TAKES TIME“, which sales people do not have.
In the “DRIVE” industry, where you provide gearboxes and motors to your customers, you may uncover the following:
I am sure that you get the idea.
Explore your own industry, markets and customers and describe in detail below, all the big changes that have occurred.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.