Improving Sales efficiency and effectiveness
In a dynamic and fast changing B2B world, sales need to be at the forefront of dealing effectively with the challenges; customers, categories and market sectors offer. Making your Sales resources work in harmony to hold onto what you have, while continuing to deliver growth.
Sales Development, vital in keeping your sales resources ahead of the competition
- The loss of one big client, or defection of one loyal intermediary/distributor, could cost you your job!
- Relentless pressure of resources, means what you have needs to be highly effective and efficient
- Sales working hand in hand with other functions to ensure what is promised is delivered.
- Understanding the sales model, who does what when and how.
- You feel like you’re digital customer engagement, isn’t a sales initiative or support.
- Sales resources have lapsed into tactical firefighting and lost a strategic perspective.
- Hunting for new business requires an innovative approach and competition beating proposition.
- Effective account management delivers planned revenues and loyal customers, frustrating competitor attempts to convert them.
- Linking resources together under the sales model umbrella.
Our Services & Solutions help you maximise value, optimise customer loyalty, minimise customer loss and develop your sales resources to be more efficient and effective:
- Sales Strategy: Taking an inside out approach to sales strategy development. Building what you are good at into your strategic sales advantage.
- Sales Model: Different sectors operate differing sales engagement and development models, are you clear which one you are using and is it operating to its full potential?
- Hunting: Ensuring sales are hunting where the big game roam
- Farming: Developing ‘goldilocks’ zone relationships and maintaining the position.
SALES DEVELOPMENT
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CHOOSE A SERVICE
Our Services help you maximise value, optimise satisfaction and minimise account attrition:
Buying or investing is easy when you can see the tangible assets, but how do you measure sales and marketing effectiveness.
Pinpoint your business capabilities that unlock the opportunities for value growth.
Start your CRM Project with the strategy not the technology.
Uncover where the financial value really sits in your customer base.
Build a hard-nosed business case for customer strategy-driven investments.
Improve static or unprofitable relationships into ones that engender growth and profit.
Define what customer profitability means and develop analysis and modelling tools to enable customer profitability.
Unfilter poor specifications, unclear requirements, bad data, or poor stakeholder engagement and avoid expensive mistakes.
This tool focuses on three core areas of distributor management, selecting the right partner, managing the right partner, developing or transitioning a partner.
Sales Development
Maximise value, optimise customer loyalty, minimise customer loss and develop your sales resources.
Independent quantified assessment of functionality gaps exist and what damage they are causing to your business.
Good Customer information is the life blood of all organisations and critical to competitive advantage – apply the RAFT technique to analyse cost benefits and fit-for-purpose.
New European data protection regulations (GDPR) take effect in 2018. Whilst compelling most data driven organisations to tighten up their processes and activities, used correctly, they also provide new opportunities for businesses.
