LARGE ENTERPRISE CUSTOMERS Common Challenges & Blind Spots Facing Sales Teams Sept 2014 Trend Consulting 2014

Background Analysis of data gathered from 50 x interviews with VPs of Sales in the UK & I or EMEA region, responsible for: -Acquisition account penetration -Growing “share of wallet” in existing customers Discussions focused on what they perceive to be the key challenges faced, and what the main blind spots are (what they do not know) Trend Consulting 2014

Issues & Challenges To Be Resolved Trend Consulting 2014 Responses weighted to reflect priorities

Blind spots (What We Do Not Know) Trend Consulting 2014 Responses weighted to reflect priorities

Common Themes For A “Call To Action” 1.Resolve blind spots with better quality intelligence 2.Leverage sponsors to identify & reach out to CxOs 3.Identify and map new contacts to solutions portfolio – right topics & propositions to the right people 4.Create contact plans that commit to achieving a number of f2f meetings with new contacts in each account each quarter 5.Identify similar customer successes to share with customers 6.Develop more compelling CxO propositions for core solutions aligned to resolving business issues 7.Input new contacts and leads into CRM systems to support both ABM & accelerated acquisition account development strategies - drive pipeline, events, seminars, thought leadership initiatives…… Trend Consulting 2014

For More Information, Contact…… Tim Donovan Office: Mobile: Trend Consulting 2014