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Growth Workshop

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by

Carmen Serbanoiu

on 17 May 2016

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Transcript of Growth Workshop

What's Forecasting and why should I do it?
Transitioning from Tasks to Responsibilities
Account Planning
"What has history taught us?"
Ownership & Accountability
What does the change to an individual portfolio mean for me?
Account Management
What's your sales pitch?
How is my Sales Target calculated?
Growth Initiatives
Next Steps
"We are what we repeatedly do. Excellence, then, is not an act, but a habit!" Aristotel
It's all about Management!
Information Management
Service Management
Engagement Management
Portfolio Management

Key Areas
Start with the simple basics
Know your customer / personalized approach
Educate your customers
Do you see the BIG picture?"
Solution Selling
Customer needs
Trusted Advisor
Don't be the Parachute Seller!
You are Your Own Boss!!
Be on top of your Game....
Information is Power!
"Good, better, best, never let it rest. Until your good is better and your better is best!" - Tim Duncan
Vision:
One Customer, One contract!
Consolidations and Co-terminations are just one of your biggest "Growth opportunities"!
$36 M - 3% of GRSC FY13 Sales target
How to approach the customer?
Decision
Interest
Attention
Sales is AIDA
Action
Cancellations - Impact is BIG!
Understand the real
WHY!

Account Planning. How to...
Be a TRUSTED ADVISOR to your customer, it may save you in the long run!
How can I get the most out of my APOSS opportunities?
Tools (UOM, CIA IB report, IB) and customer inventory reports
What is Extended Support anyways, and how can I position it?
Understand the customer. It's always about them!
It can be the difference between achieving and overachieving your target!
What is Tech refresh?
50% of canx are System Retired
What's in it for the customer?
What's in it for me?
Alex Nechifor,
Raluca Stan,

Marta Dana,
Carmen Serbanoiu,
Misha Sava,
Elvira Moraru,
Ana-Maria Onogea,

Maria Avram,
Dragos Soare,
Growth Workshop
Are you reaching your Potential?
Self-Management!
Sales target =
ATR
Cancellation KPI
Overassignment
"Believe you can, and you're half way there!" - Th. Roosevelt
Elena Ciobotea,
Irina Burca,
Sergiu Rosca
,
Alex Ursu,

Oana Juresc,
Stefania Simion,

Maria Ghitiu,
Ana Pop
Snejana Turcu!
Thank you Project Team!
Validation is NOT a June activity, it's a daily activity.
CBMS is the Source of truth in terms of Ownership!
Handle your contract base from day one!

Not a Quarter, but for the entire Fiscal!
Always have the Full picture!
Full transcript