A FLEXIBLE APPROACH TO SALES CONSULTING
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We like to take an end-to-end transformation approach to our consulting projects that carefully align world-class sales practises with your business objectives. Taking a holistic approach to solving the problems can include aspects such as:
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Market Analysis -- Who are we selling to? What is the addressable market? Where are they located? What are their needs? This work identifies the highest-priority customer segments to chase and allows us to define value propositions that attract customers.
Buyer Journey Definition -- Buyer behaviours are changing and so is the way that they want to interact with sellers. We map your buyer journeys in detail, giving you a deep and current understanding of how they buy and how to connect.
Sales Process Alignment -- Once we understand how your buyers behave and what they expect from you, we work with you to co-create a tailored sales process that aligns your activity with the buyers' requirements.
Supporting Functions Alignment -- Defining the buyer journey and improving sales systems to better serve buyers almost always identifies that pre-sale marketing and post-sale service functions are not well aligned to the buyer. Aligning Sales with Marketing Demand Gen and Customer Success teams helps define the customer journey and helps acquisition and retention.
Continuous Improvement Initiatives -- Changes in buyer preferences, the competitive landscape and your business model require ongoing improvement initiatives to ensure your sales organisation operates at peak performance levels. We give you the tools to identify and stay on top of these issues, moving you toward a continuous improvement model that keeps your sales organisation ahead of the pack.