My Story
We help build world-class sales and service organizations and prepare them to take on the evolving marketplace. Carefully aligning people, teams, processes and technology at globally recognized companies, our sales consulting experts provide the strategies, structures and tools you need to deliver sustained business outcomes.
What I Offer
Market Strategies
With ongoing change, you may be facing a gap in your ability to convert strategic priorities into a clear sales strategy and action plan for profitable growth.
Operating Model Structure
With changing priorities and operating environments, you may need new sales roles to deliver results. World-class organizations also use data-centric, consistent, and repeatable ways of defining, assessing and developing sales roles and sales leaders.
Sales Performances
With ongoing change, you may be facing a gap in your ability to convert strategic priorities into a clear sales strategy and action plan for profitable growth.
We help in three key areas:
1. Segmenting markets and customers:
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Identifying and prioritizing segments and buyers that have a high need for your offer
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Locating and profiling the demand by geography, industry, and company size
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Identifying specific market opportunity
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Organizing around customer segments to allow a blueprint for your channel strategy
2. Segmenting products and services:
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Matching products and services to customer segments
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Identifying selling motions you need for each account
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Pinpointing the capabilities your team need to sell products and services into certain accounts
3. Defining sales strategy:
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Setting out the plan to meet your overall growth goals. This includes account acquisition, growth, and retention.
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Defining plans and accountabilities for meeting your targets
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Evaluating the length and duration of your selling process
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Sales Management and Operations
Often neglected in maximizing sales effectiveness, you need to provide the optimum support to ensure your sales team is set up for continued success.
We help in three key areas:
1. Identifying and developing customer messaging, sales training and coaching enablement needs:
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Helping to identify and plan for the deployment of proven training content to develop selling skills and embed a common sales methodology to manage opportunities and grow accounts
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Developing powerful, value-creating and differentiated messaging for your customer facing teams to drive your revenue objectives
2. Sales acceleration through technology and CRM:
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Assessing sales technology needs based on the sales process
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Partnering to combine the selling process with technology needs, to provide learning at the point of work through our platform.
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Developing a seller’s daily workflow and reinforcing transformation efforts
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Creating scorecards to give leaders/coaches visibility into seller behaviors
3. Customer retention and post-sales support:
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Deploying key customer retention strategies for the sales organization
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Building post sale support functions to ensure customer success and maximize usage and consumption of your offers
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Creating sales customer and operational governance programs to ensure sales operational excellence