As markets grow and customer relationships mature, sales teams face the challenging transition from competitive to repetitive selling. This requires mastery of different strategies and a new set of selling skills focused on penetrating and radiating from the inside out and top down, rather than from the outside in and bottom up. The TAS Group helps sales teams become proficient at evaluating and qualifying an account’s strategic revenue potential. The results are tangible—more accurate forecasts and better allocation of resources.

Dealmaker’s® TAS ®Account Management —in use by more than 850,000 sales people worldwide, teaches the essence of Strategic Account Planning and Management.

Managing large scale, complex, global relationships demands a high level of competence, market understanding, and knowledge not only of the customer, but their ecosystem and value chain. The TAS Group helps account managers focus on the key competencies that are critical for success:

• Developing, documenting, and executing multiple-year strategies and plans
• Understanding the customer’s market, competition, business partnerships, and extended value chain
• Linking solutions in the most compelling context by providing the most value to the stakeholders who care the most
• Increasing high margin, predictable revenue while promoting customer retention, satisfaction, stability, and growth

Our approach focuses on understanding business from the executive’s perspective in order to cultivate long-term trusted advisor relationships. In emphasizing the long view rather than just the immediate opportunity, we show account managers how to turn busy, wary buyers into loyal customers. We teach account managers how to gain a clear understanding of the customer’s business strategy, value chain, and ecosystem—from the customer’s perspective–and turn that understanding into a cogent, concise, and collaborative business strategy that optimizes resources, relationships, and revenue. It’s a strategy account managers and their teams can use to target high-value opportunities and lay a foundation for creating demand—selling between the sales—long before opportunities are active.

Enterprise Selling Process

Enterprise Selling Process (ESP) enables sales teams to penetrate, cover, and grow large strategic accounts. Using this process, sales teams identify the customer’s business drivers and objectives, uncover opportunities in other business units, develop global account strategies, manage key executive relationships, and leverage partner and marketing activities.

Portfolio Management Process

The Portfolio Management Process (PMP) is a structured methodology for sales professionals responsible for covering, penetrating, retaining, and growing a portfolio of accounts – a set of named accounts – in a ‘direct sales’ business model.

Territory Management Process

Territory Management Process (TMP) is a practical approach for analyzing a territory’s potential and developing a territory management plan that maintains and grows revenue by leveraging all available resources – branding, product marketing, resellers, and alliance partners.