The solution that we deliver will consist of
a combination of the following key elements:
•
The first step is to undertake an evaluation of your go-to-market model using our Sales
Maturity Assessment. The process involves establishing a view of the current position and
three perspectives on the desired position; what is required to achieve the business plan
goals, what is required to meet your customer’s expectations and that required to respond
effectively to competitive pressures in your market place. The gap between the current and
desired view determines the plan for the rest of the work that we will do for you.
•
We start by refining the product, service or solution proposition and reviewing
the degree of focus in the target market.
•
Using The Performative Model as the foundation we create a complete end-to-end sales process
unique to the needs of each individual customer spanning all activities from lead generation through
to long term customer engagement and growth. The Performative Model creates a framework into which
we build components leading to the final fully integrated solution. Our policy is to re-use whatever
is already in place that is either working well or can be re-used with some refurbishment. Finally,
where there are gaps, we add new components and integrate the whole into a homogeneous solution.
•
We help you to evaluate, select and deploy sales tools to increase the sales force productivity.
•
We implement an approach to using information to empower the sales staff to perform strategic
account planning and build individual opportunity plans.
•
Finally, we design and deliver an education programme which is the glue to lock together the
process, the tools, the use of information and new selling skills. This is more powerful than generic
training as it is delivered in the context of the specific working situation in your organisation.
To find out how we can put you in front of the
right customers, at the right time,
with the
right information and get the right
results review our new
‘Business by Phone’
services or call us on 01494 582084
