of Vertical Account Development where I can utilize my strong relationship skills and customer dedication to help build a robust pipeline for the future success of our Healthcare and SLED markets. Transcript: By: AJ King 90 Day Success Plan 30/60/90 AJ King Hometown: Detroit, Michigan College: Ferris State University Favorite quote: "The difference between those who succeed and fail not taking advantage of opportunities." - Eric Thomas Experience with Staples Corporate and Enterprise Apprentice Sales Consultant: Denver, Colorado - 2016' - 2017' Strategic Account Leader: New Jersey/New York - 2017' - 2019' Territory Account Manager: Brooklyn, New York - Jan19' - Present Objective: To advance within Staples Inc. MEDDIC or similar implemented stuff) Have regular 1:1 meetings with key stakeholders implemented Present findings of the first 30 days to manager (and management colleagues) Start actively coach team members for more success (GROW model) 60 90 Orientation Invest Value
forecasting Acquaint with company KPIs and reporting Setup weekly 1:1 with manager, talk about specific goals Start with technical training (& certifications) Complete all mandatory trainings (BCG, ethics, etc.) 30 Day 1-30: ORIENTATION Day 31-60: SPEED UP Day 61-90: NEW BUSINESS & CHANGES New Business & Changes ** Generate new business, start new projects & changes ** 30/60/90 Day Plan - Overview 30/60/90 Day Plan ** Focused on training and the getting-to-know-everyone ** Present comprehensive SWOT Analysis to local management team Implement meaningful changes (if and where necessary) as agreed with the management team Actively participate in generating new opportunities and business Develop new initiatives with presales team Join customer & partner meetings Understand and uncover customer problems Start reviewing opportunities (presales focus) with either methodology (e.g. Transcript: Speed Up Your invest, my value Conclusion ** Focused on getting out to customers and partners ** Meet all important stakeholders in management Start meeting all team members from the presales team Meet as many folks as possible Understand strategy, vision and identify challenges/gaps Learn about sales process, incl. Transcript: 30/60/90 Day Plan Process 1-on-1 with Regional Manager for pipeline management & coaching Prioritize open opportunities in Meeting with Account Managers to identify cross selling opportunities Product / Industry Master sales pitch for individual sales channels Master delivering an overview demo Meet with key internal contacts to deepen understanding of product lineup Tools Leverage peer expertise to learn more about additional "tools of the trade" Process Review FitchSolutions sales literature 1-on-1 with Regional Manager to set clear goals Shadow peer to learn best practices Construct territory business plan Product / Industry Watch product and marketing videos Understand basic concepts of Fitch's research, data and valuation platforms Develop introduction pitch and related sales scripts Research and identify key competitors and competitive environment Tools Learn key fields in and account/contact structure to the organization First 60 Days First 30 Days Debt Market Solutions Sales Specialist
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