Solution Overview

“Success is no accident. It is hard work, perseverance, learning, studying, sacrifice and most of all, love of what you are doing or learning.”
— Pele

Sales Focus

You will hire a trainer to get fit.  You will hire an accountant to save taxes. Will you hire a sales coach to hit quota?

You will hire a trainer to get fit.  You will hire an accountant to save taxes. Will you hire a sales coach to hit quota?

Sales Coaching

Sales Leaders spend 50% of their time explaining "the funnel" to management, 50% of their time unnecessarily on the biggest deal being run by their top performer for optics and 50% of their time either "PIP-ing" low performers out or hiring new sales people.  Executive management does not have a sales background.  Sales people and pre-sales people just want to hit targets but need teaching and coaching.  There has to be a way to improve the team's effectiveness.

We help sales team's improve their execution in 5 key areas:

  1. Practice Presenting - #1 sales performance improver!  Walking through a series of dry runs leading up to a dress rehearsal for a product demo or a sales pitch will improve success rates.  It will improve the win percentage EVEN IF THE COACHING IS IGNORED!
  2. Eliminate Call Reluctance - Establishing a method for pre-call planning will help eliminate call reluctance along with a healthy dose of role playing.
  3. Deal Review Prep - If you do not have a standard for group and individual deal review, get one.  If you have one, sometimes younger or less experienced sales people need help getting organized and building confidence among the sales team members.
  4. Killer Question - Some refer to it as objection handling.  We see THE tough question as an opportunity for reframe.  You must have a universally understood answer to the tough question that helps persuade and reframe the issue. 
  5. Sales Milestones - We work with organizations that have a longer sales process to establish sales stages and milestones to quantitatively predicting maximum, likely and minimum revenues thereby avoiding crystal ball prognostication. 

Marketing Focus

Do you want sales people selling and closing deals or do you want them cold calling?  Now ask, is that cost effective?

Do you want sales people selling and closing deals or do you want them cold calling?  Now ask, is that cost effective?

Integrated Lead Generation

Most marketing dollars spent by an organization are wasted:

  • Under-spend or over-spend for the market size to make an impact
  • Too many objectives for the same dollar spend - brand, leads, best practices
  • 2 different definitions of the word "LEAD" between sales and marketing
  • Religious wars on tools, process and who is an expert.

We bring a straightforward approach to lead generation and we do not want to "redo" your website.  Organizations will make bold promises and few will back them up when it comes to delivering.  Our approach always contains:

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  1. Lead magnets and artifacts
  2. Customer persona
  3. Call list construction
  4. Both paid and organic search
  5. Human involvement - Inside sales team (contract or in-house) 
  6. Disciplined cold calling with PREMISE into the market
  7. Reasonable time frame to build momentum
  8. Defined meaning of what is and is not a QUALIFIED lead

If your organization has a marketing team and inside sales team, we can simply provide the architecture of a campaign.  If you need a turn key solution, we bring partners with us that range from creative talents, video, writers to inside sales reps who can call into the market or man trade shows. 

Planning Focus

Do you have a sales process? Or, does winging it work for you?

Do you have a sales process? Or, does winging it work for you?

Go To Market Planning

The organization has seen  some success.  It was a largely a series of individual efforts string together to win some deals.  We are spending more resources in our sales effort and are not seeing commensurate results.   To get funding, we need a Go To Market Plan (G2M).

Nobody in the organization seems to own the G2M Plan.  This effort gets hung up because defining an approach to build one is no trivial task.  Sure, there is some basic ideas that it needs to contain like defining the market and market segments, lining out what an addressable market should be, and a process and method to achieve our objective.

There are plenty of folks who will tell you it is 3 steps, 5 steps, or 7 steps.  Regardless, it will be a significant investment. 

Competitive Intelligence

Why do we obsess about our competition?  One reason... We all get too emotional about the competition.  You need a fact based approach.  

  • Do you have a quick reference for your competition?
  • Do you track your competitors capabilities as well as the sales people you competed against?
  • Do you have a clear S.W.O.T matrix for each?
  • Do you have key points against every competitor?
  • Do you know what characteristics should cause the withdrawal from a sales process to avoid wasting resources?