OnTarget Introduces Enterprise Selling Process 7.0

(ESP) / Advanced Development Process for Penetrating, Coveringand Growing Large Accounts Atlanta (PROTEXT) - OnTarget, Inc., one of the largest globalsales training and consulting firms in the world, announces therelease of Enterprise Selling Process(TM) (ESP) 7.0, an advanceddevelopment process for penetrating, covering, and growing largeaccounts. Enterprise organizations consist of multiple business andservice units distributed all over the world. A holistic approachto managing enterprise accounts is required to succeed in thistype of complex selling environment. ESP is a structuredmethodology that enables virtual account teams to deploy theiraccount resources to better penetrate and cover allopportunities. ESP analyzes the customer's key business drivers to identifyselling opportunities throughout each business unit and providesa formal process for defining value from the customer'sperspective. Members of the account team learn how to look at theaccount as a marketplace and determine the full revenuepotential. To ensure comprehensive coverage of the account, salesteams are taught techniques for effectively utilizing resourcesand working together cohesively to grow the client relationship. According to OnTarget's research study on "Selling to SeniorExecutives," there is an enormous loyalty gap between executives'expectations and the benefits delivered in a strategic businessrelationship. "ESP closes this gap through effective managementof the customer's perceptions and expectations, enabling the teamto gain and maintain a trusted advisor status," said OnTarget ESPProduct Manager, John Czabala. ESP is designed for virtual account team members who arefocused on a particular enterprise account, including salesmanagers, account managers, field sales personnel, marketing andsupport staff. Led by an experienced OnTarget consultant, ESP isa highly interactive, three-day training workshop whereinparticipants learn how to: * Prioritize and focus efforts on opportunities based on thecustomer's needs * Cover and penetrate multiple business units within theenterprise account * Coordinate account team activities * Analyze and develop key executive relationships * Engage channel and alliance partners in the account * Create an account marketing strategy * Build a detailed Account Map that identifies account-widepotential * Create and implement a comprehensive Account Plan ESP was originally introduced in 1991 by The Sales Consultancy(TSC), which merged with Target Marketing Systems (TMS) earlierthis year to form OnTarget. ESP 7.0 is an integrated programcombining the principles taught in TSC's ESP with TMS' strategicaccount management program, Managing Strategic Relationships(MSR). Deloitte & Touche, a former MSR client, recently went throughOnTarget's ESP program. "ESP takes MSR to the next level by addressing the uniquechallenges associated with enterprise account management," saidDick Wilde, Deloitte & Touche's Business Development CenterDirector for the Southeast. "In addition to providing a processfor building long-term value-based client relationships, ESPreveals where the opportunities are and teaches us how to deployour resources to achieve the highest possible return oninvestment." About OnTarget, Inc. Headquartered in Atlanta, Georgia, OnTarget, Inc. is aprivately-held, global training and consulting firm created fromthe merger between Target Marketing Systems, Inc. (TMS) and TheSales Consultancy, Inc. (TSC). Combined 1998 revenues for TMS andTSC, including both U.S. and European operations, exceeded $40million. OnTarget provides a complete curriculum of sales trainingprograms, consulting services and field application tools to helpcompanies achieve competitive advantage and strengthenrelationships with customers and partners. The company has provensolutions for: 1) Winning Major Sales Opportunities 2) ManagingEnterprise Accounts 3) Managing Sales Territories and 4) GrowingSales through Channels and Alliances. Primary markets include: 1) Information Technology 2)Professional Services 3) Telecom-munications and 4) Healthcare.OnTarget has delivered its offerings to more than 450 companiesworldwide. Representative clients include: AT&T, BellSouth, CiscoSystems, Compaq, CSC, Dell, Deloitte & Touche, Hewlett-Packard,IBM, KPMG, Lucent Technologies, Microsoft, Oracle, Pfizer, SAP,Siebel Systems, Siemens, and SmithKline Beecham. OnTarget employs over 70 professional sales consultants and140 employees worldwide. The company maintains offices in sixother U.S. cities including: Chicago, Dallas, Denver,Philadelphia, Seattle, and San Jose. European headquarters arelocated in Geneva, Switzerland, with additional offices inDusseldorf, London, and Paris. Asia Pacific headquarters arelocated in Hong Kong with representatives or agents in Australia,New Zealand and Japan. For more information, please visithttp://www.ontarget.com . ots Original Text Service: OnTarget,Inc. Internet: http://www.newsaktuell.de Contact: Bill Huff,Vice President of Marketing of OnTarget, Inc. (USA) 404-956-1611,or bhuff@tmsnet.com , or Media: Elizabeth Fairleigh of thEConnection, Inc. (USA) 404-874-4562, orEConnection@worldnet.att.net for OnTarget, Inc. Web site:http://www.ontarget.com

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