PROCESS & PRACTICES

Process

The value of sales process is not a secret.  However, sophisticated sales engagements rarely follow a step by step procedure.  Clients enter the sales cycle having done a fair amount of research and evaluation before  ever speaking to a sales representative.  We will help your firm develop a sales process that is adaptive to the variables in sales engagements and also flexible enough to allow sales people to adapt the process to their strengths? Our approach includes developing a sales framework that provides a systematic way of defining the key requirements to winning a given engagement.  Our approach also provides sales representatives and leadership a methodology and tools to manage information gathering, communication, and strategy development throughout the sales cycle, .   This framework also guides the interaction with clients to ensure your company has the most comprehensive understanding of the client’s needs which in turn gives your organization a signicant competitive advantage.

Practices

Sales organizations develop many practices that contribute to a sophisticated sales process.  Our job is to help you decipher which practices have the most potential to impact sales, gross margin, and net profit.  With this information, we will assist you in developing best practices as defined by your organizational needs and budget.

Resources & Tools

Underutilization of resources and sales tools is the norm.  In some cases, tools that could significantly impact sales are not in place.  In others they are simply underutilized.   We will help you determine to what extent these conditions are present in your sales effort.  If there are tools that would benefit your organization, we will help you identify and implement them.  If your staff is not utilizing the tools at there disposal, the performance plans mentioned previously are an ideal way to craft a plan to rectify this with each individual and monitor the results.

Process

  • Documented Methodology
  • Lead Generation
  • Access Strategies
  • Building Credibility
  • Territory Management
  • Account Management
  • Pricing
  • Proposal Generation
  • Proposal Generation
  • Utilization of SMEs
  • Performance Management

Tools & Technology

  • Sales Support
  • CRM Software
  • Subject Matter Experts
  • Analytics
  • Marketing Materials
  • Sales Playbook