As sales and marketing experts, we have a broad range of experience that enables us to help your organization with the following elements:
- Sales strategy
- Sales training
- Sales process optimization
- Sales measurement (metrics)
- Pipeline analysis and qualification
- Win/Loss analysis
- Branding, positioning and messaging
- Social media strategy and implementation
- Marketing collateral
- Public relations and corporate communications
- Public speaking and thought leadership
- Customer service surveys and measurement
Sales Strategy
We can either work individually with members of your sales team to devise strategy for penetrating key accounts, or we can develop overall sales strategy, looking at channels, vertical markets, structure of teams and territories, and how to expand to new geographies.
Sales Training
We have trained hundreds of salespeople and can work with your sales management to develop training that accomplishes your key goals. We often work in our training as part of the annual sales meeting, but can also do multi-day courses for new employees or as part of the implementation phase of a sales process project.
Sales Process Optimization
Trying to hit sales goals without a defined sales process is like trying to find a your way around a new city without a map. You may eventually get to where you want to be, but it will be luck that gets you there and you won’t know how to get back. The reason that most salespeople hate sales process is because they feel it adds complexity without benefit. Process without purpose is always a mistake. We work to create sales process that matches your buyers cycle. So it’s a process that matches how your clients buy, not one that fits the way you want to sell. But we keep it simple so your salespeople will implement it, and get better results. You’ll get more accurate sales forecasts and happier clients and salespeople.
Sales Metrics
We have trained hundreds of salespeople and can work with your sales management to develop training that accomplishes your key goals. We often work in our training as part of the annual sales meeting, but can also do multi-day courses for new employees or as part of the implementation phase of a sales process project.
Pipeline Analysis and Qualification
One of the areas that companies have trouble with is developing forecasts that give an accurate picture of the state of your sales organization. Part of the problem is that most good salespeople are optimists and therefore, their pipelines are more like pipe dreams. Another reason is that your sales process is out of alignment with your prospect’s buying process. So you think you are farther along than they think they are. We can examine your pipeline and help you put in place a system that measures your opportunities based on what you KNOW about them, not based on what you’ve DONE for them.
Win/Loss Analysis
We find it is often useful when engaging with a new client to perform an analysis of their wins and losses. We call the prospects and new clients to review how the buying process went and where your team was strong and weak. We find that as an independent third party, we often hear things that prospects won’t tell you directly. It’s a great way to find out the real reasons why you are winning and losing business, and can inform both your sales team, your marketing efforts as well as your corporate strategy.
Branding, Positioning and Messaging
We have experience helping numerous companies rebrand themselves to be more meaningful and more unique in their market space. In nearly every industry in which we’ve consulted, we see companies clustered together with little differentiation. And most of these companies pay little attention to the importance of branding themselves, positioning themselves in their clients’ minds, and being consistent in their messaging. What companies don’t understand is that by doing these things effectively, they make sales much easier. Suddenly, prospects are finding you, self-selecting because of your differentiation. And ruling out your competition because what you provide they know they can’t get anywhere else.
Social Media
In today’s markets, you need to use every opportunity you can to provide better customer service, promote your message, and deliver information that is of value to your prospects. Social media can help you do these things as a part of your overall marketing strategy. We’ve helped to integrate social media into marketing and service plans for several companies. We’ve also helped sales teams to understand how they can use Facebook, LinkedIn, Twitter and blogs to build personal brand and to deepen relationships with clients.
Marketing Collateral
Using graphic design and web design partners, we can build your marketing collateral, making sure it is consistent with your message and brand. We have developed huge international websites, built libraries of case studies and white papers, designed data sheets, and created thought leadership material, including speeches and presentations.
Public Relations and Corporate Communications
Our experience in these areas include more than twenty years of crafting professional press releases, building newsletters, annual reports, speeches, managing user groups, and building relationships with investors, press and analysts. We also know that internal communications can be as important as external, and we have experience helping management teams communicate with dispersed groups around the world.
Public Speaking and Thought Leadership
We have trained executives how to effectively use video and other media to relay their message. We have built thought leadership programs and have managed third party speakers and key opinion leaders. We have also built crisis communication plans so management is prepared at those critical times.
Customer Service Surveys and Measurement
We have extensive experience working with operations teams to create customer service programs that allow for a continuous feedback loop and that help measure the true impact of your service delivery. We have developed satisfaction surveys for large groups of customers. We have done in-depth customer research, including focus groups and user groups. We can make sure that the voice of your customer is heard within the organization and that it informs your sales and marketing teams.