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How We Accelerate Sales

“Explain the value proposition very clearly. Show us how you’re going to help us improve our top line and our bottom line. Have a referenceable portfolio. Show us that you can be comfortable in conversations with the COO or the CEO. Be prepared to offer a strong business argument in language that top executives can easily understand.”

Paul Zazzera, Former CIO, Time Inc.

PARTNERING WITH THE CIO, Minelli & Barlow, John Wiley & Sons.

Companies produce more revenue yield when their sales teams sell Top down. Unfortunately, most sales reps lack the skills required to access and engage senior executives. This is primarily due to generic solution-based selling methods that do not teach reps to speak the language of C suite executives. Hence, they falter in getting sponsorship from the very executives that fund their solutions and sign the check.

These senior executives are looking for large cash flowing investment opportunities. In other words, the sales rep needs to frame his/her solution as a high-yield, low-risk investment that will produce the level and magnitude of cash flow sought by the senior executive. Framing solutions as viable business investments is absolutely critical; considering the typical Enterprise funds less than 10% of all technology proposals on the table.

Revenue Accelerators' F.R.A.M.E. Method™ drives C-level meetings

An executive alignment method taught to reps, that frames solutions as viable business investments and that is supported by Revenue Accelerator' R.O.A.D. Map to Cash Flow™, the market's first technology product and service mapping method to the C Level.

Using the F.R.A.M.E Executive Alignment Method, our clients have realized:

• 20% lift in senior executive meetings.

• 15% increase in executive sponsorship.

• 35% increase in deal funding.

• 3X reduction in sales cycles.

Revenue Accelerators F.R.A.M.E Method™ is as follows:

• FOCUS on your offerings R.O.A.D. Map to Cash Flow.

• REPLACE benefit with investment impact dialog.

• ADJUST investment assumptions to meet cash flow.

• MOVE to get buy-in from executive.

• EXPLAIN investment and obtain executive sponsorship

Revenue Accelerator's F.R.A.M.E. Method™ is 100%

compatible with - Strategic Selling™, Solution Selling™,

S.P.I.N™, Value Selling, Selling to VITO™, Sandler

Sales, Miller-Heiman™, Bosworth, and ROI4Sales.



	"Revenue Accelerators hits the mark with the Fortune 1000 by focusing foremost on value, then matching that to customer-centric sales approaches." John Trush, Partner IBM Business Consulting Services

	"Revenue Accelerator's method for capturing ROI/TCO and creating tools for sales success reach all the way to the CxO, and are some of the best I've seen in the industry. Ed has a unique understanding of how CIO's think, which is invaluable in sales performance. Kelly Polanski, Dir. Marketing CommVault (EMC VP Product & Competitive Marketing; Legato VP Marketing)

	"Revenue Accelerators quickly assessed our company, advised myself, & our CTO on what was needed, crafted custom value props and Top down tools, then sat side by side our people, or on the phone at all hours. We saw 20%+ pipeline growth, and entry to major accounts improve. Their ability to build craft reps into consultative machines, boost moral, and be a high-end sales resource on 7x24, makes them in a class by himself." Gregory P. Burnell, Chairman & CEO

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