Your Sales Team

Last updated 5 years ago First published 26 July, 2017

Decision tree for engaging customers

English Rating: Above 18 Shortest path: 3 nodes Longest path: 11 nodes Possible solutions: 7
Transcription
  • Does the customer perceive your company as a trusted 'innovation' partner? No. Yes.
  • Proceed to sales methodology.
  • Is the customer willing to share information about their strategy? No. Yes.
  • Proceed to sales methodology.
  • Is the customer willing to share the context behind their order or RFP/RFI. Yes. No.
  • Does your team have an in-depth understanding of their strategy and/or objectives? No. Yes.
  • Proceed to sales methodology.
  • Proceed engaging customer's higher management.
  • Is your team able to access higher management? Yes. No.
  • Consider creating an advisory division of Renesas and engage customer's senior management on strategy.
  • Is the customer's higher management willing to share more context on the order or RFP/RFI? No. Yes.
  • Proceed to sales methodology.
  • Consider creating an advisory division of Renesas and engage customer's senior management on strategy.

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