Sales
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, our sales consulting experts provide the strategies, structures and tools you need to deliver sustained business outcomes.
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We are uniquely qualified to transform your sales and service organization from the ground up – because we know what works.
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We bring deep industry experience to every sales consulting engagement we undertake, never resorting to the cookie-cutter solutions that are the go-to solution for most sales consulting firms.
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Go-to-market Strategy
The Blueprint for Building a Highly Effective Sales Organization
Your overall go-to-market sales plan is the architectural blueprint for your sales transformation. Done correctly, it specifically identifies the products and services you are going to sell, the customers you are going to target, and how you will build a sales strategy to match your products to your customers in an effective way.
We help in three key areas - Defining Your Sales Strategy:
1. Targeting the Right 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 Identifying specific market opportunity
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Organizing around customer segments to allow a blueprint for your channel strategy
2. Identifying Products and Services:
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Matching products and services to customer segments 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. Building an Effective 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
Sales Methodology
Sales Methodology is the Foundation of Sales Success
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One of the steps towards sales success is creating and following comprehensive guidelines. No matter the industry, employees need to understand and follow a set of principles that define how to perform in their roles.
The team needs to understand how to work in sync in order to win customers and close deals and how to perform in the hundreds of possible scenarios and situations they could face. Thankfully, there are sales methodologies that can provide the foundation for these guidelines.
Establishing a guiding plan isn’t easy, of course, and must align with your mission, goals, target and needs. In this guide, you’ll learn how to use a sales methodology to set yourself up for success. We answer the question “What is a methodology?”, share the six most common sales methodologies you can evaluate today and explain how to implement them.
Leverage the right methodology for the right team and target customer sales engagement. Such as a few world-class methodologies:
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MEDDIC
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BANT
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Challenger
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Complex Sale
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Value-based Selling
Operating Model & Structure
With changing buyer behavior and new go-to-market priorities, your current sales structure may need to be redesigned to drive results more effectively.
We help in three key areas:
1. Defining the buyer journey and your sales process:
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Outlining the journey that buyers want to take – along the whole sales cycle
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Aligning your sales and service resources to meet buyers where they are in their journey
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Documenting the sales process you need for maximum client impact
2. Identifying the model for your sales channels and coverage:
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Understanding which channels are needed to deliver your revenue goals
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Organizing the most appropriate sales and support resources based on the customer buying process and needs
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Deploying your best and most qualified resources to the highest revenue potential areas
3. Designing the right structure for your sales organization:
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Designing the operating model that will be used to sell, serve, and support accounts
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Defining the structure and reporting relationships for your sales and sales support roles
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Developing a flexible organization around the customer and their needs
Channel Partners & Resellers
The right channel partner can make all the difference, but sales teams struggle to find them, much less develop and maintain powerful relationships. Our team can help you design a channel mix and partner operating model that simplifies enablement, fosters collaboration and speeds up joint value delivery. Here are some ways we help our clients:
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Channel design - Identify and engage channel partners that support the overall GTM strategy
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Partner onboarding - Equip new partners with the right tools and resources to accelerate customer success and time-to-value
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Partner management - Cultivate and strengthen partner relationships with advanced technologies, operations and enablement driven by digital experience
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Partner program - Drive partner lifecycle utilizing standardized partner tier structure linked to benefits and incentives
Sales Performance & Productivity
To execute against your sales strategy, you need best-in-class quota setting together with performance management and the right sales compensation program.
We help in three key areas:
1. Sales targets and quotas:
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Setting appropriate targets to provide the highest level of focus and motivation for your sales force
2. Metrics and performance management:
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Measuring the ongoing effectiveness of your targets and quotas plan in case course corrections are needed
3. Sales compensation and rewards:
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Developing simple and transparent sales compensation plans that define the day- to-day focus for your salespeople
Sales Management & 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
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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