Winning new customers – tools

Selection criteria template

The selection criteria score and profile enables you to assess the relative importance of the customer compared with the rest of the customers in your portfolio. It is a broader measure than revenue alone and gives you the true strategic fit of the customer.
 
Selection criteria scores should be listed in 'league table' fashion for all customers in your portfolio to ensure that the commensurate amount of sales effort is aligned with the opportunity

DMP analysis

“Most discussions of decision making assume that only senior executives make decisions or that only senior executives’ decisions matter. This is a dangerous mistake.”

Peter Drucker

The DMP Grid is a tool which identifies where the key decision-makers sit within a grid mechanism which takes into account the levels of influence each has over a decision, how receptive they might be to your message and their level of support for your solution.

Win-Win tool

Win-Win is a weighted mechanism constructed specifically for your business environment, which provides an accurate fix on how likely it is that your salesperson will win a piece of business.

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