MODULE 4: SPS Business Map^© – Strategic Sales

With the SPS Business Map^©, Karin Walcher offers a practical tool to analyze complex decision-making structures of key customers and organizations and to organize a more efficient customer acquisition. In this phase, your sales team learns how they can situationally use your company’s strengths (product suitability, product knowledge, marketing strategies ...) as well as the processes directly within the customer’s organization as factors for success.

The application of the unique strengths of the SPS Business MAP^© strengthen your sales business 

• The management of key customers as a holistically structured process rather than a single measure  
• Involvement of all decision-making levels of the customer’s organization
• Orientation of each team member’s actions to the strategic decisions of key customers
• Structured analysis of key players involved in important decisions and their networks
• Targeted and differentiated treatment of the varying roles in the decision-making process of key customers
• Analysis of the phases of the decision-making process at the client organization level