Our Systematic Approach
Complex B2B sales involve a series of conversations which, when orchestrated well, enable the free flow of information between both parties while creating mutual value. Are your teams communicating effectively? In order to generate more revenue, you need to have the right conversations. How do you have such a conversation? We believe it boils down to methodology, process, enablement and leadership.
If all of the required elements for sales success are not linked, your organisation will not optimise conversations that lead to revenue growth. Imagine an old engine that is ‘out of tune’ – the elements required for success are not functioning like a well-oiled machine. Lack of alignment will result in wasted time and effort, inefficiency and narrow conversations that will inhibit growth.
Conversely, if all of the elements are linked up, your organisation will have more meaningful client conversations that drive growth.
Success is systematic. We take an holistic approach to our assignments, using a combination of advisory services, training and coaching linked to agreed business outcomes.
Your organisation will benefit from measurable results within 100 days as part of an intentional behavioural change programme, engineered to drive pre-agreed business outcomes. Imagine the difference if your client-facing teams were having more effective conversations at all stages of the buying process...
What We Offer
We offer a range of delivery options, including traditional classroom-based training, live online sessions and self-directed learning 24/7 supported by Artificial Intelligence applications. In today’s business environment, with the benefits of communications technology, we can effectively deliver training and coaching remotely with face-to-face, real-time interactions.
Coaching & Mentoring
You can leverage a broad range of coaching and mentoring resources to support leaders and individual contributors. We offer 1:1 and group sessions to reinforce skills, methodology frameworks and tools, and advance your most important pipeline opportunities. We’ll also confidently add value to initiatives such as market entry strategies, prospecting campaigns and key account growth.
We offer advisory services focused on all elements of business development and sales effectiveness. Our approach is systems-agnostic and focuses on enhancing sales enablement. In addition to value-based consultative selling, we can advise on technology, recruitment, onboarding, sales management effectiveness and change management.
What To Expect
You’re here for one of two reasons: you have some critical sales challenges to overcome; or you’re doing OK but want to raise your game significantly to accelerate growth and outperform your competitors.
You will benefit from leveraging a proven diagnostic approach to assess the potential for measurable improvement over time. We’ll discuss the specific outcomes you are looking to achieve, the behaviour changes and skills required, options to consider, and the ROI you can expect.
We’ll then design a tailored programme of teaching, practice and coaching that will start to deliver material, measurable results in under 100 days.
Success is measurable.
There are some common themes in our programme, including but not limited to:
Effective Prospecting Or Lead Generation
Zero Cold Calling
How To Conduct Great Diagnostic Conversations
Rigorous Qualification Techniques And Tools
Effective Stakeholder Management
Developing Competitive Win Plans And Strategies
Proactively Handling Objections
Confidently Talking About Money
How To Create Presentations And Proposals That Win
Conducting Win/Win Negotiations
Capturing New Accounts
Penetrating Key Accounts
Increasing Transaction Values
Improving Win Rates
Increasing Sales Pipeline Value And Velocity
Coaching or training alone are rarely cost effective and have limited business impact. A winning sales culture requires leaders and teams to be aligned and focused on sales execution.
Developing a winning sales culture means developing great leaders and effective individuals in combination. It requires alignment behind common goals, with a common language, practical tools and measurable improvements in skills, capability and confidence.
The correct training teaches people how to perform more effectively, however there is a gulf between knowing and doing. Once the team knows what to do, the challenge is getting them to do what they know.
You’ll benefit from a coaching approach that enables behavioural change and improved performance, consistently and deliberately.