Sales Play Tools

Arch/Play Discovery (High Touch Accounts) Global Transform the Business (GTB) Model

For high touch accounts, customer-specific “Validated Discovery” maintained by Acct Lead (General) and Sales Specialists (Arch).

Click to access the Play Discover Section of the GTB Tool

Arch/Play Discovery (Mid-Size Accounts)
Capability Maturity Model (CMM)

For account teams with less specialist coverage (i.e., Select and Mid-size), a Capability Maturity Model provides install base “Estimated Targeting” and play execution recommendations for Acct Team

Click to access CMM Tool

Offer Wallet Discovery and Analysis

An expandable sidebar dynamically displays related Offer Wallet information based on Customer Discovery (validated and estimated) and average sales price.

Click to access the Wallet Discover Section of the GTB Tool

GSSI Sales Connect Hub and Segment Pages

Access Sales Connect to hear Sales Leaders explain why we are focusing on a Transform the Business sales framework … Segment-specific access to collateral and Digital Playbooks

X-Arch Sales Play Digital Playbooks

X-Architecture Digital Playbooks provide a customer-centric approach that presents the differentiating messages and content, along with the process, tools, and roles/responsibilities for executing a “Transform the Business” engagement.

Click to access playbook example

Leading Indicator Tracking CXO Engagement and Play Execution (Account Lead)

Account leads track CXO engagement and document each Play being executed.

Click to access the CXO Engage Section of the GTB Tool

Leading Indicator Tracking Offer Status (Architecture Specialist)

Arch Specialists track Offer selling progress via Sales Engagement Status (SES) for Targeted Accounts … while Acct Leads work with Services Specialists to track CX Lifecycle Status (CXLS) for each Offer sold to identify implementation/adoption success and customer satisfaction.

Click to access the Play Offer Engage Section of the GTB Tool