Empower
Growth
About
My name is Alexa Young
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Module 1 - PROSPECT
Define and prioritise high-impact activities by harnessing the Power of Habit and establishing consistent routines that drive pipeline, based on a High Impact Activity plan. Accelerate pipeline generation by maximising value from digital platforms and AI capabilities, unlocking efficiency and uncovering new opportunities. Focus on winning the right deals by assessing win rates and dedicating time to highly qualified prospects. Back your decisions with qualification scorecards, ensuring resources are invested where they matter most. This approach maximises productivity, accelerates success, and delivers impactful results.
Prospect
Time management and High-Impact Activity prioritisation, leverage Digital Platforms and AI. Pick the deals to win.
Pursue
Module 2 - PURSUE
Identify stakeholders, tailor communication, and share a Point of View with the buyer.
Navigate the stakeholder maze by identifying the key types of stakeholders who will influence the decision-making process. Deliver your message with impact by delving into your contacts' communication styles and perfecting the skill of adjusting your conversational approach. Create and share your point of view using the Insight Generation Model to articulate your ideas effectively and earn your buyer's trust. By understanding key influencers and tailoring your communication, you enhance your ability to guide decisions in your favour. Utilise this strategic approach to make your message resonate and drive meaningful outcomes.
Module 3 - PROCURE
Recognise the role of emotional decision-making and the 'Monkey Brain' in clients by understanding how emotions drive their choices. Communicate your Unique Value Proposition clearly using the 'Why and How' model to effectively address their needs and concerns and formalise the value of the solution based on data points. Confirm alignment with the client on the agreed-upon action plan to successfully close the deal, ensuring both parties are on the same page. By acknowledging emotional factors and articulating your value clearly, you build trust and enhance client engagement.
Procure
Recognise emotions, communicate value, confirm alignment, and close the deal.
Provide
Module 4 - PROVIDE
Confirm client's trust in you in delivering the Service. Develop an Account Plan for growth. Transform your client in advocate. Expand.
Now that the first deal with a new client is finalised, ensure the project's deployments are secured to confirm the client's trust. Guide the deployment team through to project completion. Develop the account plan to pinpoint growth opportunities for the client's deployment of your solutions and expand. Establish a collaborative rhythm with the client, turning them into your advocates to support pipeline generation.