Based on your specific priorities and goals, a solution set ranging from targeted high impact initiatives to institutionalised implementation of an 'end to end' sales methodology, adapted to your business segment, designed to drive superior sales and retention performance through competitive differentiation
Looking at what is working today and what can be improved, giving you a sound baseline, insights and recommendations for you to consider prioritising next steps across:
sales & client origination strategy, client coverage model design, 'go to market' differentiation , client engagement impact, sales team effectiveness, talent & competency and sales enablement
Buying behaviour is rapidly evolving, clients are pre informed greater than ever, many providers look the same, emotional buying behaviour is on the increase.
Your 'go to market' messaging needs to talk to: client's priorities & goals, their segment buying behaviour, competitive differentiation, market specific value statements to get to the table, a client coverage model focused towards your most attractive segments
Sales: an Art or Science ? Sustainable success comes from underpinning the Art with the Science; a robust methodology/process adapted to your business and embedded to transform behaviour and results
Coaching workshops focusing on differentiating across the client journey including the approach to market, engaging with deeper discovery, leveraging stronger client connectivity, client strategy planning, deploying competitor counterstrategies, creating and fulfilling 'client specific' value over the relationship lifetime.
In most industries many players can offer 'the right solution' yet so many companies lead with capabilities & credentials hoping they will differentiate, whilst boring the client with their lengthy cut & paste powerpoint decks
Every client, their priorities, goals and expectations are unique, so it's time to switch off the auto pilot approach, commit to a consistently executed rigorous framework for reviewing client strategies, deal opportunities and redefining your strategy and pitch.
Many organisations fail to arm and equip their front line teams with concise, consistent and co-created content and quality data & analytics, again fuelling the 'auto pilot' approach of many sales people.
The focus is on compelling content, generating unique insights to drive client dialogue, maintaining competitor analysis to feed client strategies, decision support analytics to focus priorities, and collaboratively re-designing internal processes to reduce client pain.
We all know that not all good sales people make good sales managers; even fewer good sales managers make great sales leaders !
The focus is on helping with their leadership, vision & strategic thinking, whilst helping them evolve their coaching style with their team, broadening their thinking beyond the sales world to help them become more effective in their own organisations C-suite, and in a senior coverage capacity with clients