Sales Growth Acceleration
Customers research products long before they meet a salesperson. What they want from a meeting is insight into their own business issues — and a supplier who makes it easy to decide. We help sales teams work that way, from the first contact to the long-term account.
Who it helps
Sales teams, sales leaders and account managers who face challenges such as:
- Too few qualified opportunities, or a pipeline full of deals that will never close.
- Difficulty getting meetings with senior decision-makers.
- Losing on price because the value of the offer is not clear to the customer.
- Key customers managed reactively rather than developed.
- Partners and direct sales working against each other.
What we work on
Sales skills and development
Define the skills that matter in your business, assess where each person stands, and focus training and coaching on real development needs rather than generic courses.
New business and executive conversations
Identify likely needs in target accounts, prepare well, and open conversations with executives about their business issues instead of delivering a standard pitch. This includes building a credible professional presence online — social selling — so prospects know you before the first meeting.
Selling customer value
Move from features to value: understand how the customer buys, ask better questions, and formulate value propositions that address the specific needs of each person involved.
Winning complex opportunities
Qualify systematically, map the people involved in the decision, and plan campaigns around what the customer needs to choose you — then learn from wins and losses.
Key accounts and channel partners
Develop key accounts into partnerships with a jointly reviewed plan, and align partner strategy, policies and joint selling with your direct sales.
How an engagement can work
- — We start by understanding your market, sales process and current results.
- — Workshops are tailored to your business, and participants apply each concept to their own accounts and opportunities.
- — Follow-up coaching and opportunity reviews with sales leaders help new habits take hold in daily work.
- — For a high-energy introduction or refresher, a facilitated sales simulation can be part of the programme.