SalesStrat was developed to help companies effectively penetrate and 
retain their key accounts by providing a set of tools that not only 
helps them to better manage these relationships, but also to provide
the means for suppliers to sell more effectively the value they add 
and the strengths they bring to their customers.  To accomplish this 
the program is split into two primary categories:

1. Customer Relationship Management
     This includes the following 5 modules:
          Contacts
          Account Profile
          Contact Management
          Data Center
          Calendar

2. Sales Management
     This includes the following 4 modules:
          Value Added
          Account Management
          Competitive Analysis
          Unique Selling Proposition

These modules share information making it easier to keep track of the 
impact you have on a specific customer while minimizing the need to re-enter 
similar information.  It also comes with a built-in demo that walks the 
user through any module they want to review in order to better understand 
how to use that module.  Combined with the help function, which describes 
the purpose of each module, a user can quickly learn how to create a 
competitive advantage.  

Contacts
The Contacts Module allows the user to manage all of the data for keeping 
in touch with each person within the customer's organization.  One of the 
features used throughout the program is the ability to select a customer 
as the control.  Meaning once selected the focus stays on that customer.
In this case the user has a choice of two tabs: 1) current customer and
2) all customers.  The current customer tab shows only those contacts 
within a given company, making it easier to look up and locate a specific
contact when needed, and to identify those people that might influence 
the sale.

Account Profile
The Account Profile Module goes beyond contact information.  It looks at 
the goals, key performance indicators and needs of each contact, and then 
allows the user to identify what value added events might help the user 
to accomplish these objectives.  In effect the program helps the user 
to determine how he or she can help their customers.

Contact Management
The Contact Management Module has two features.  The first allows the 
user to easily document any contact they have with a customer.  The 
second allows the user to create a call plan in order to better prepare 
for a specific sales call.  Both can allow the user to better evaluate 
the contact history with a customer in order to determine where they 
are headed.

Data Center
The Data Center Module is an area for general notes.  These can be tied 
to specific contacts or notes about general issues such as projects or 
product features.  Another useful feature is the ability to link other 
documents for quick reference.  Anyone who has had a difficult time 
finding a specific letter or spreadsheet will find this feature beneficial. 

Calendar
The Calendar Module has four views: daily, weekly, monthly and yearly.  
The daily view provides the details for each day, including appointments 
and "to dos".  The weekly view provides an overview of the entire week, 
while the monthly and yearly views shows the key points for the month 
or year.  

Value Added
The Value Added Module is the first module that steps away from Customer 
Relationship Management and moves into Sales Management.  This module 
allows the user to identify value added opportunities and to document the 
dollar impact these opportunities bring in three different ways.  It also 
allows the user to capture hard verses soft savings, on-going verses 
one-time savings and explanations of the data used to document these 
events.  All of these factors can then be utilized in custom reports to 
show the customer the value you provide.

Account Management
The Account Management Module helps the user to identify whom within 
the customer's organization is responsible for the specific costs 
impacted by each value added opportunity.  It then allows the user to 
utilize their own sales cycle and combine it with the customer's 
personnel that they impact in order to create account penetration and 
retention plans for each customer.

Competitive Analysis
The Competitive Analysis Module allows the user to create a visual 
comparison between their company and their competitors in order to better 
plan how they can take advantage of their own strengths and minimize 
their weaknesses.  Users can create the criteria to base this evaluation 
on from value added opportunities and/or customer evaluation criteria.

                          

Unique Selling Proposition
The Unique Selling Proposition Module takes the information developed 
in other modules and adds to it in order to create a competitive 
selling position.  Included in the development is a look at the risks 
the customer faces and how the user can minimize these risks, the 
dollar impact they have on their customer, and points to cover in the 
presentation to the customer in order to secure the account.  


                                             

In a recent study by Texas A&M University 74% of the respondents said 
that suppliers who can demonstrate documented savings could secure 
additional business from them.  Many of the companies that utilize the 
methods in this program can show their customers a 30% reduction in total 
cost compared to the price the customer paid.  If you could do that what 
impact would that have on your competitive position?

For information on how you can test a trial version, click here.