A uniquely tailored and efficient sales process will produce increased closure rates, reduced cycle time, bottom line growth and effective resource utilization.

Today, most businesses understand that SALES is actually a PROCESS.  A sales process is generally unique to a particular organization as all business are different. Whether it be an assessment of an existing sales framework or the creation of a customized sales process, the end result will be a documented selling process aimed at meeting your customer’s needs.

Our training is primarily focused on behavioral change and ongoing utilization, not just presenting materials that are a flash in the pan and ultimately gather dust on a shelf.

After a collaborative assessment of your current sales organization and practices, we will recommend training that is designed to further develop your sales team to realize greater success and provide the highest return on investment. The customized training program can include any of the following sales disciplines:

• Prospecting
• Opportunity and Pipeline management
• Consultative selling
• Negotiation techniques
• Account development
• Account retention
• Sales management

Working together with our client’s sales leadership, we develop customized lead generation processes for long-term cultivation of potential customers and/or quick-hit qualified lead prospecting programs.

Continuous pipeline management as well as sales growth are fundamental to the success of most organizations. It is vital to understand the most efficient methods to grow sales and knowing when to deploy long-term vs short-term customer growth programs.

We provide a custom framework to define and identify Key Accounts as well develop the process and methodology for your own focused KAM.

Very often roughly 80% of revenue is generated by 20% of the customer account base.  Are you doing enough or structured appropriately to service and protect those highly sought-after accounts? Key Account Management (KAM) should be a vital part of any organization where the relationship goes beyond sales to encompass a strategic and mutually beneficial account plan. 

We have the expertise to collaborate with our clients to evaluate and optimize current CRM processes or source, integrate and implement an entirely new CRM program.

Effective Customer Relationship Management is vital to the success of nearly all businesses today. CRM is an automated approach to managing a company’s interaction with current and potential customers. An automated CRM system starts as a repository for existing and new customer data resulting in a rich database of information designed to streamline business operations and provide meaningful insights. These insights enable greater organizational efficiency, enhanced business relationships, increased business retention, new sales growth, enhanced business relationships and customer loyalty.

We have the expertise to translate our client’s available data into dashboards and scorecards to drive a high performing organization.

Meaningful dashboards are essential for employees to visualize current performance and easily see where their time is best spent to realize desired results.  Equally as important are scorecards for leadership to manage performance and calibrate achievements across the organization. 

A well thought out approach to performance management is essential to any high performing organization, despite the difficulties associated with proper execution.

Starting with the overall strategy and goals of our client’s organization we can develop a unique integrated process for performance planning, ongoing feedback, stakeholder input, performance evaluation, performance review, as well as the tools for flawless implementation.

Organizations today can count on the need to effectively implement change.  It is essential to harness the power of change to mitigate the uncertainty associated with it. We will create a customized change management strategy based on the unique characteristics of the impending change as well as the needs and attributes of your organization.

While it is common to design or implement new business practices and have a vision of the end result, it is often a lot more difficult to pilot an organization to get there effectively – from gradual changes to massive restructurings. Change management focuses on people, and is about ensuring change is thoroughly, smoothly and lastingly implemented. Managing the people side of change involves one of the most unpredictable variables that you will ever encounter: people.

All organizations need to pursue a growth strategy – at the very minimum to mitigate attrition.  We provide both hands on business development assistance as well as a strategy and structure to support your own business development efforts.

We are extremely well versed in articulating a client’s value proposition to a qualified pool of prospects which have been jointly developed with the client.  

While some people are born leaders and others grow into the role, every leader can improve their leadership style and hone their skills.

Whether it is one-on-one coaching for a top Executive or focused individual development for the Senior Leadership team, we have the knowledge to develop and implement programs fostering leadership growth.