1. APC Opportunity Management Training1January 2006  Seven logical stages  Aligned with the Account’s buying stages  Illustrates how we sell, interact and manage opportunities  Provides common language  Confirm verifiable outcomes Qualify Solution Develop Solution Close Sale Implement Solution Understand Account Validate Opportunity The New APC Solution Sales Methodology Identify Opportunity Discussion Activity

2. APC Opportunity Management Training2January 2006 Understand Account Qualify Opportunity The New APC Solution Sales Methodology aligns with Account ’ s buying stages Develop Solution Close Sale Implement Solution Identify Opportunity Validate Opportunity Evaluate Options Select Service Solution Option Resolve Concerns & Decide Implement Solution & Evaluate Success Evaluate Business Environment Develop Business Strategy & Initiatives Recognize Needs ACCOUNT’S BUYING STAGES APC SOLUTION SALES METHODOLOGY STAGES

3. APC Opportunity Management Training3January 2006 Validate Opportunity 3 Qualify Solution 4 Develop Solution 5 Close Sale 6 Understand Account 1 Identify Opportunity 2 Does APC really understand our needs? Will APC’s solution deliver the value we expect? Can APC deliver? Will APC’s solution work? Low Risk? Can APC meet our needs? Implement Solution 7 Is APC meeting its commitments? Account Questions during the Sales Process

4. APC Opportunity Management Training4January 2006 1.How reliably and consistently are you filling the pipeline? 2.How well distributed are opportunities in your pipeline? 3.How timely are opportunities moving through your pipeline? Develop plans linked to Business Initiatives Articulate APC capabilities and qualify Develop solution with account Close sale Establish Buying Vision with account SELLING STEP PIPELINE Understand the account’s business needs Monitor implementation & ensure expectations are met Qualify Opportunity Develop Solution Identify Opportunity Validate Opportunity Understand Account Close Sale Implement Solution Number of Opportunities Pipeline Management Answers Three Questions ID. Opp.Validate. Opp.Qualify. Opp.Develop Soln.