Unleash the full economic potential of your sales model.
We develop and implement methodologies that align your sales and marketing efforts with the customers’ buying processes.
We then train and equip your organization with the metrics, tools and routines to reinforce and sustain high levels of performance.
6 Principles of High Performance Sales Models that Generate
Value and Growth
Skilled People
- Skills Assessment & Evaluation
- New Account Acquisition
- Territory Management
- Time Management
- Key Account Management
- Sales Contact Preparation & Planning
- Opportunity Planning & Management
- Reliable Forecasting
- Thorough End-To-End Qualifying Process
- Developing High Impact Solutions
- Presenting Business Value (Monetized)
- Managing Resistance
- Negotiating
- Gaining Commitment
- Follow Up & Tracking
Pragmatic Processes
- Sales Process Aligned With The Customer Buying Process
- Solution Development Framework
- Account Planning & Management
- Opportunity Planning & Management
- Forecasting Models & Methodology
- Sales, Marketing And Product Management Alignment
- Channel & Partner Management
- Order Fulfillment
- Voice Of The Customer (VOC)
- Compensation Models
- Win/Loss Feedback Systems
Effective Tools
- CRM Alignment & Optimization
- Call/Contact Plans
- Opportunity Plans
- Qualifying Framework
- Account Planning Framework
- Stakeholder/Buyer Profiles
- Ideal Prospect Profiles (IPP)
- Value Proposition Development
- Unique Selling Proposition Evaluation
- Solution Development Framework
Engaged Management
- Coaching & Development
- Time Management
- Opportunity Plan Reviews
- Pipeline Analysis & Review
- Management Routines & Cadences
- Forecasting
- Win/Loss Reviews
- Resource Management & Assignment
- Skills Analysis & Talent Acquisition
Customer Insight
- Trends and trigger events
- Ideal Prospect Profiles (IPP)
- Win/loss reviews
- Competing Alternatives & SWOT Analysis
- Voice of the Customer (VOC)
- Buying Processes
- Stakeholder/Buyer Roles & Profile
Aligned Products & Services
- Creating Differentiation via Product Integration
- Product Life Cycle and Portfolio Management
- Value Creation and Pricing
- Product Development & Launch
- Competitive Analysis and Differentiation
- Value Add Channel Partners
- Identification of Urgent Market Needs
- Sales, Marketing and Product Management Coordination
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