We signed a contract for $30M that turned into $500M.
Vitality Index Case Studies
Large Account Growth System
Getting a contract signed with an industry leader for $30M was a major milestone in my sales career.
The customer was one of the largest targets in the life sciences industry. They agreed to a three-year deal valued at over $30M in total revenue.
That contract would eventually be extended five times. In the 16 years since we signed the first one, the total value has reached well over $500M.
That happened because I was not treating this account as a one-time sales event. I had a repeatable system to win the account, expand the relationship, protect the business, and keep creating value long after the initial contract was signed.
So, we distilled the type of work into a system for everyone to use called the Vitality Index. It was built from the same approach we used to create long-term growth inside complex accounts: understand the entire partnership, identify where growth and risk exist, know what needs to happen next, and keep the team executing regardless of who is managing the account.
Winning, growing, and protecting large accounts has been our life's work for the past 30 years. Successes like these formed the basis for the Vitality Index, a web-based system that shows B2B salespeople how to exponentially grow complex accounts. The system will help most sellers willing to master strategic sales in less than a year. If becoming a top-producing account team is important to you, then the Vitality Index can help.
This is a one-of-a-kind system that is self-guided and built to drive high-quality sales execution at the highest level, so sales teams can take advantage of every opportunity to win, protect, and grow high-value customers.
Why does it work? We've generated over $2B in total sales using this system. The Vitality Index v1.0 is crafted for excellence. It consists of seven unique Partnership Domains, each containing three Growth Drivers that include 1,200+ plays forged from 100,000 total hours of operating in B2B sales. Put simply, this is a system designed by pros for pros.
If you target large-account sales, this is for you. We're excited to get this into the hands of the B2B sales community and our peers, take the guesswork out of complex sales, and make the approach repeatable, scalable, and profitable for each organization that uses the system.
We made a sample for you to try. This is not the actual system, but it will show you a practical plan for growing a live customer in your portfolio. This snapshot will give you a diagnostic, analysis, and an actual growth plan for where you currently sit across two of the seven Domains: Relationships and Competitiveness.
See how your account measures up across the same 7 Partnership Domains and 21 Growth Drivers.
Take the free assessmentThe Vitality Index, the Large Account Growth System, builds Vital Partnerships that last.
This interactive system is ready to help you grow large accounts today. Take your first account assessment, get your new account growth strategy and start executing the account plan the system creates for you, tailored to your exact partnership level across each account.
Account teams can now generate a growth strategy in seconds, watch it evolve in real-time, always progressing toward Vital Partnerships. Vicky, your Vitality Index AI Assistant Coach, will help guide you on your large account journey. She can make recommendations, set up your accounts, assist you with taking assessments, make suggestions for executing account plans and update your Google or Microsoft Office calendars with action steps you want to plan, schedule and share with others.