Consulting
Reporting structure and roles that are tuned to the organization, target prospects and team strengths.
Definition and assessment of skills, knowledge, and experience requirements for current and prospective team members.
Physical location and working environment designed to optimize performance.
Mapping target prospect location and characteristics to team structure and individual responsibility.
Identifying prospective customers using multiple channels including leveraging phone, networking, social media, and influencer strategies.
Determining if prospects represent opportunities to be pursued based both on general and business-specific qualification criteria.
Identifying prospect needs and developing a solution that articulates value, meets technical requirements, and includes value-based pricing.
Finalizing deals including negotiation and objection handling strategies.
Leveraging existing account relationships for up and cross sell opportunities as well as referrals.
Aligning desired business and revenue results with compensation.
Reporting mechanisms that provide accurate representation of the current status of opportunities.
Specific activity-based metrics to set expectations and measure individual performance.
Deal and pipeline coaching of team members to improve individual performance.
Tools to reinforce sales desired sales techniques including sales scripts, objection handling guides, buyer value profiles, etc…
Initial and on-going development of skills and knowledge with accountability for individual implementation.
Activities and milestones to implement new or updated sales strategy.
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