SalesPOP! is a management consulting company founded with the belief that we can improve our clients’ businesses by leading them to a path of differentiated sales and marketing. Through working with SalesPOP!, companies gain focus, increase their sales effectiveness and become more unique in their market. In short, we help companies determine who they want to be, what markets they want to compete in and how to sell the positive attributes that make them unique.
Though much of our recent experience is in the life sciences, we have worked with companies in other markets such as: education; enterprise software; banking; and consumer goods. We tend to work with clients who are in one of three different growth stages:
- Quick growth, but little internal process. These clients have had some success, now just need to be able to repeat that success while scaling operations to handle growth. We help clients in this category to focus on the bright spots in their business and to prioritize the many opportunities in front of them. We also build sustainable, repeatable processes to position them for long-term, predictable growth
- Flat growth. These clients have had success in the past, but top-line revenues have flattened in recent months. We help these clients by examining the market characteristics and determining if their positioning still works for the current conditions. Many times the client’s position is no longer unique, or the market has changed to the point that the positioning needs to be updated. We also help them examine new segments and verticals that they can own. Then we implement a plan to go after these opportunities. We also look at sales effectiveness and ruthlessly examine how salespeople are pursuing and managing opportunities.
- Change management. These clients have experienced change in the form of management turnover, merger or strategy. We help these clients to rebrand themselves, explain the new positioning to the market, and mitigate any risks from the changes. We train the sales team to ensure customer continuity, and work with marketing to use the changes to create awareness and interest.
We are changing the rules for both buyers and sellers by making the selling process more about value and less about winning or losing. We believe that if you have done the job of positioning yourself effectively in the market, and have raised awareness for your offering, customers will self-select you, based on your positioning. Your sales team becomes a link in a value chain between your customer and your company. Once you’ve established that value chain, your competition will have a hard time gaining a foothold.