Why Strategic Vertical Why Strategic Vertical and Account Selling and Account Selling

POIMPlan Four Success

POIM Consulting Patrick Hinds Phinds@POIM.ca WWW.POIM.ca

Companies that have a broad market opportunity become dependent on horizontal sales strategies.Deal-focused rather than account focusedOnly thinking 2-3 months outShying away from committing the time required to close large deals

Challenges with Horizontal Challenges with Horizontal SellingSelling

POIMPlan Four Success

Committing to vertical and account selling is based on best practices. Speak a common languageDefine a Market Model that Identifies verticals and accounts with most potentialQuantify the “whitespace” in an accountDocument the customer’s business issuesShare sales plan internally

Strategic Vertical and Account Strategic Vertical and Account SellingSelling

POIMPlan Four Success

For POIM, strategic is ◦ In a target industry with a large addressable

market ◦ Potential Bellwether reference accounts ◦ Vertical has a business requirement for your

product◦ Sales teams understand the market opportunity◦ Sales team is incented to be successful selling to

the vertical

How to Define a Strategic How to Define a Strategic Vertical and Accounts Vertical and Accounts

POIMPlan Four Success

Organizations sales personal will benefit from vertical and strategic account selling by1.Building pipeline more quickly2.Increase close rates3.Improved communications with management4.Build long term customer relationships

Sales Reps Have to See the Sales Reps Have to See the Benefit Benefit

POIMPlan Four Success