HOW FASTpartners
 CAN HELP YOU!

Why FASTpartners?
image

Jack Dean

Former Fortune500 CFO

Selling to Executives DISCUSSION GROUP

GAIN INSIDER INSIGHTS from Buy-Side Executives

image

CIOs, CTOs, COOs, CFOs, CEOs, CHROs, CMOs, CSOs, CPOs, GMs, LOB Executives

Private/Public Sector

Large/Small/Global

JOIN
FASTpartners Services

We Help Sales Professionals Accelerate Revenue by Building Financial Acumen and Improving Executive Selling Skills

We specialize in delivering the buy-side perspective. Our client engagements are managed and delivered by former Fortune500 buy-side executives who are principals of our company. We integrate each of the following services into the revenue cycle of your company:
image

Our customized services help your sales professionals connect the selling process of your company with the executive perspective and buying process of your customers. This integration with executive level customer decision-making differentiates your customer engagement methodology, improves sales execution, and accelerates revenue.

We Help You Close the Gap Between the Buying and Selling Process†
Steps In BUYING Process Steps In SELLING Process† Actions FASTpartners®
Action Learning Services
SET THE BUSINESS STRATEGY PREPARE, IDENTIFY, AND PLAN
 1. Align Sales Team Competencies

Assemble sales team with the right skills, knowledge, and capabilities.
2. Gather Business Intelligence

Research customer; identify business priorities, key performance metrics, and compelling events; analyze financial performance.
3. Conduct Account and Opportunity Planning

Identify and prioritize potential opportunities, create preliminary solution maps, and allocate internal resources.
PRIORITIZE INITIATIVES AND IDENTIFY CRITICAL SUCCESS FACTORS Gain Access, ENGAGE, and Qualify 4. Gain Access at Higher Levels

Create access strategy, craft business and financial value messaging, and gain entry.
5. Perform Pre-Call Planning

Prepare engagement strategy, agenda, and supporting materials; practice and role-play.
6. Conduct Discovery, Validate Initiatives and Value, and Gain Sponsorship

Engage prospect, validate business priorities and performance metrics, demonstrate potential business and financial value, achieve sponsorship.
ASSESS REQUIRE- MENTS AND ANALYZE OPTIONS PROPOSE AND PROVE 7. Develop Business Case and ROI

Develop executive summary and supporting business case and financial justification to gain approval and funding.
8. Present Proposal

Present executive summary that tightly aligns the solution in the business context of the initiatives and performance metrics.
9. Prove Value

Provide relevant and hard financial success testimonials and referenceable use cases.
RESOLVE ISSUES, SELECT PROVIDERS, AND FINALIZE AGREEMENTS NEGOTIATE AND CLOSE 10. Gain Customer Agreement

Validate business and financial value, negotiate terms and conditions, and finalize contract.
11. Ask for Reference

Seek referenceability conditioned on performance and impact on customer's business and financial metrics.
12. Set Re-engagement Schedule

Establish recurring schedule for continued engagement.

† This is a generic selling process used for illustrative purposes. Contact us if you would like to discuss how we can make your specific sales process more effective.