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HP_Participant_Workbook

By Donna Franklin,2014-03-23 09:29
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HP_Participant_Workbook

    HP Persona

    Workshop

    2009 WorldCup Global Enablement Program

    Participant Guide

Persona Workshop Participant’s Guide Table of Contents

    Table of Contents

Introduction

    Welcome ............................................................................................................................................. 1 Outcomes ............................................................................................................................................ 1 Overview ............................................................................................................................................. 1 Part 1: Pre-Call Plan Strategy

    Purpose ............................................................................................................................................... 3 Exercise Overview ............................................................................................................................... 3 Worksheets ...................................................................................................................................... 4-6 Part 2: Win Strategy

    Purpose ............................................................................................................................................... 9 Exercise Overview ............................................................................................................................... 9 Applications Worksheet...................................................................................................................... 10 IT Operations Worksheet ................................................................................................................... 11 Part 3: Discovery

    Purpose ............................................................................................................................................. 13 Exercise Overview ............................................................................................................................. 13 Applications Worksheet...................................................................................................................... 14 IT Operations Worksheet ................................................................................................................... 15 Part 4: Call to Action

    Purpose ............................................................................................................................................. 17 Exercise ............................................................................................................................................ 17 Account Plan Template ................................................................................................................. 18-24 Created for HP by Chasse Consulting: Sales Strategies, Inc. i

Persona Workshop Participant’s Guide Table of Contents

    Table of Contents

Case Study

    Fast Facts .......................................................................................................................................... 25 Company Profile ................................................................................................................................ 25 Products & Services........................................................................................................................... 25 Financial Information.......................................................................................................................... 25 Competition ....................................................................................................................................... 26 Business Strategy .............................................................................................................................. 27 Organizational Map ............................................................................................................................ 27 Technology Critical Business Issues .................................................................................................. 28 Priorities for Coming Year .................................................................................................................. 28

Created for HP by Chasse Consulting: Sales Strategies, Inc. ii

Participant Guide Introduction

    Introduction

    Welcome, Outcomes, and Overview

Welcome

    During the case study exercises, we will apply the information gained from the persona training, utilizing

    portions of the eToolbook that has been printed for your convenience.

Outcomes

    1. Understand the critical business issues driving your key players.

    2. Develop an effective win strategy that will help you gain entry into your key accounts.

    3. Create a conversation guide for your target key players.

    4. Identify key areas that could be potential threats within one of your target accounts.

Overview

    During this workshop you will use a case study provided in the back of the book. It is based on an actual

    company. Information has been changed for the purpose of the exercises. We have included a number of

    facts that can be researched on the company from sources such as the company Web site, annual reports,

    and quarterly updates and through popular search engines such as Yahoo Finance, Google, Hoovers,

    Reuters, and LinkedIn.

    Key company facts, financial data, product overviews, competitive intelligence, business strategy,

    and technology pains are covered. While reading through this case study, pay attention to the

    highlighted text and the stars as these indicate important information to use when completing the

    exercises.

    Following your review of the case study, you will complete exercises designed to give you ―hands-on‖

    experience using the Persona Toolbooks to continue your journey toward sales excellence at HP.

    Created for HP by Chasse Consulting: Sales Strategies, Inc. 1

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Participant Guide Exercise 1

    Part 1: Pre-Call Strategy

    Exercise 1

Pre-Call Strategy

    Purpose:

    To effectively prepare for your sales call, a level of intelligence about the account is necessary when

    targeting senior executives. Your knowledge of the company is a critical factor within the sales cycle.

    The exercise will allow you the opportunity to utilize your Persona Toolbooks and to understand how

    they can speed your research and strategic planning process.

Exercise:

    Using the case study in the back of the book following the ―Case Study‖ tab, complete the worksheets

    on the following pages including:

    ; Identify key general company information and key competitors

    ; Determine your target opportunity for the Applications and Operations organizations

    ; Identify your target key players and their influencers in the Applications organization and the

    Operations organization

    ; Determine applicable CBIs for each key player as well as the reasons and their business

    requirements

    ; Identify all ROI measures that may impact the key players

Created for HP by Chasse Consulting: Sales Strategies, Inc. 3

Participant Guide Exercise 1

    Part 1: Pre-Call Strategy Exercise 1: Worksheet

General Company Information

    * Hint: Case Study Fast Facts, Company Profile, Competitors, and Business Strategy sections

Industry & Ranking:

    Business

    Description:

Annual Revenue:

Key Competition:

List the company

    key drivers for 2010

    (goals):

    * Hint: See the

    business strategy section of the case

    study

Organizational Objectives

    For each target organization below, identify their responsibilities to help the company meet their goals.

Applications Organization:

    * Hint: See the highlighted/starred content in the Competition section

IT Operations Organization:

    * Hint: See the highlighted/starred content in the Technology Critical Business Issues section

    Created for HP by Chasse Consulting: Sales Strategies, Inc. 4

Participant Guide Exercise 1

    Part 1: Pre-Call Strategy

Exercise 1: Worksheet

Target Opportunities

    There are 4 potential types of conversations you are likely to have with each organization, which are referred to as Target Opportunities. Review the organizational objectives you have identified and circle the most appropriate target opportunity for each organization.

Applications Organization:

    * Hint: See Applications Toolbook pages 2-4

    Cost Time Risk Quality

IT Operations Organization:

    * Hint: See IT Operations Toolbook pages 2-5

    Cost IT Value to Line of Risk & Compliance Innovation & Strategy

    Business

Target Key Players

    Now that you have identified your target opportunity for each organization, determine the best key player to target for this opportunity. Align the WWE organizational objectives and initiatives to determine the best key player to target. Refer to the case study as necessary.

    * Hint: refer Target Opportunities and Initiatives identified in the toolbooks (pages 2-4 in the printed Applications Toolbook and pages 2-5 in the IT Operations Toolbook)

    Complete the table below to identify the target key player you have selected and the associated initiatives.

Target

    Key Player:

    Initiatives:

    Created for HP by Chasse Consulting: Sales Strategies, Inc. 5

Participant Guide Exercise 1

    Part 1: Pre-Call Strategy

Exercise 1: Worksheet

Critical Business Issues

    Now that you have identified your target key player and potential initiatives for each organization, determine the critical business issues driving these initiatives. A critical business issue (CBI) is a high-priority problem that impacts your key player’s position at the company. The critical business issues are embedded within the case study.

    * Hint: Go to the Critical Business Issue section of your toolbooks, starting on page 8 in the Applications Toolbook and starting on page 10 in the IT Operations Toolbook. Go to the section that applies to your target key player, then review the CBIs listed by your Target Opportunity. Based on the case study, identify the potential critical business issues that may apply to your target key player.

    Complete the table below for the Applications organization by identifying the reasons that are causing the CBIs, the requirements to resolve the CBIs, and the benefits/ROI to measure success.

Target

    Key Player:

    Initiatives:

    Critical

    Business

    Issues (CBIs):

    Reasons:

    Requirements:

    Benefits (ROI):

    Created for HP by Chasse Consulting: Sales Strategies, Inc. 6

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