Seven logical stages

1
The New APC Solution Sales Methodology
Discussion Activity

• Seven logical stages
• Aligned with the Accounts buying stages
• Illustrates how we sell, interact and manage
  opportunities
• Provides common language
• Confirm verifiable outcomes

Qualify Solution
Develop Solution
Close Sale
Implement Solution
Understand Account
Validate Opportunity
Identify Opportunity
2
The New APC Solution Sales Methodology aligns
with Accounts buying stages
ACCOUNTS BUYING STAGES
Evaluate Options
Recognize Needs
Select Service Solution Option
Resolve Concerns Decide
Implement Solution Evaluate Success
Evaluate Business Environment
Develop Business Strategy Initiatives
APC SOLUTION SALES METHODOLOGY STAGES
3
Account Questions during the Sales Process
Will APCs solution work? Low Risk?
Does APC really understand our needs?
Can APC deliver?
Validate Opportunity 3
Qualify Solution 4
Develop Solution 5
Close Sale 6
Understand Account 1
Identify Opportunity 2
Implement Solution 7
Is APC meeting its commitments?
Will APCs solution deliver the value we expect?
Can APC meet our needs?
4
Pipeline Management
Answers Three Questions

1. How reliably and consistently are you filling the
   pipeline?

1. How well distributed are opportunities in your
   pipeline?

• How timely are opportunities moving through your
  pipeline?

Establish Buying Vision with account
Monitor implementation ensure expectations are
met
Develop plans linked to Business Initiatives
Develop solution with account
Understand the accounts business needs
Articulate APC capabilities and qualify
SELLING STEP PIPELINE
Close sale
Identify Opportunity
Understand Account
Close Sale
Qualify Opportunity
Validate Opportunity
Develop Solution
Implement Solution
Number of Opportunities
ID. Opp.
Validate. Opp.
Qualify. Opp.
Develop Soln.