Our services
Identify
Only 17% of time during the buying process is spent meeting with potential suppliers.
Buying committees are getting larger, with 38% of proposals reaching ‘no decision’.
Sales capacity is finite, demanding structured guidance on where and how to win.
Selling is more complex than ever
Source: Gartner 2021
Identify your customer, their needs & buying process
We audit your sales process and its market fit, discovering and crystallising the profile of your Ideal client. We define the persona’s and their COIN-OP, understand their exit criteria and align your sales process to the customer.
Your team gain a clear process to follow, quickly qualifying accounts and adapting focus and resource on high revenue opportunities.
Market Analysis, what is your TAM and how it can be segmented.
Internal Review (Snr and sales-org), uncover internal view on existing process.
Customer Interviews, anonymous interviews to uncover client perceptions and opinions.
Report Findings with Senior Stakeholders, alignment prior to process redesign.
Commence process redesign (buyer & seller) incl. exit criteria.
Present incl. recommendation on launch and sales adoption.
The process
Excite
Content fuels the buying experience
56% of buyers time is spent researching solutions independently of sales.
“Supports us with expertise” has grown in importance to buyers.
Sales spend 20% of their day lost in content admin (locating & personalising).
Source: Gartner 2022, Merkle 2023, Sales Gig 2022. CSO Insights 2019
Excite customers with content that moves them forward
Only 31% of organisations have a content strategy. Those who do see a 27.1% uplift in win rates.
Based on your customer and business priorities, we present a content strategy designed to generate demand, satisfy exit criteria and move opportunities forward.
Your team gain clear guidance on the right content for the conversation.
Audit existing content and conduct Gap Analysis.
Content strategy recommendation to Snr. leadership.
Delivery plan development in partnership with Marketing &/or Product
Content creation and delivery.
Launch to Sales incl. context, recommended distribution channels and personalisation opportunities.
The process
OPTIONAL EXTRA:
‘Content Platforms Workshop & RFP’
Content platforms provide the ability to manage, distribute and coach content use, embedded into existing tech stacks with just-in-time delivery. This workshop will identify sales content needs (access, delivery, version control, training) and conclude with an RFP ready to engage vendors.
Engage
Sales Training impacts beyond the bottom line
New hires, core staff and top performers are constantly being challenged with changing market circumstances.
Training is recognised as positively impacting performance, revenue, morale, retention and culture.
Engage your sales team with new skills and confidence
The most effective training is based on your business (and not off the shelf).
We equip your team with the skills and knowledge to confidently engage customers.
Review of existing training, assessment of competency gaps.
Recommendation on prioritisation areas, securing alignment t before proceeding.
Develop structured training program focused on training, application and coaching principles. Includes top performer analysis, creation of content and training workshop development
2 day training workshop (15 people)
The process
OPTIONAL EXTRA:
‘Coaching for Managers Workshop’
Enable your managers to diagnose performance issues, hypothesise root cause and possible solutions (field training, coaching) and conduct 1-on-1 sessions.