Sales & Account Strategy
•Align your sales strategy with your long-term plan to execute at the account level. Your most important accounts are long-term assets of your company and need to have a strategic account plan that aligns your strategy with theirs. A good strategy engages all levels of both parties’ organizations.
Sales Process
•Always know what step to take next – especially when times are tough. A customized, disciplined sales process that matches your customers’ Buyer’s Journey empowers your team to build a pipeline of opportunities with more closes, better outcomes, and predictable long-term results.
Sales Team Development
•Your team should reflect your company’s aspirations and operationalize the “Founders Mentality” in a scalable way. I can help identify organizational needs and design solutions that incorporate sales strategy, robust processes, relevant data collection, and optimal incentives.
Contract Negotiation
•Long-term contracts are critical for reliable growth and require strong negotiation skills to get deals that deliver your long-range plan. Discover areas of agreement, focus on the problems, and use objective criteria - and always know your leverage and alternatives. You CAN get what you want without alienating your customers.
Sales Enablement
•Good teams with bad tools get predictably poor results. It is not realistic to expect every sales person to have complete mastery of every process, product, and customer. Give them a Value-Based story to tell in appropriate, accessible formats so you can leverage the strengths of your entire organization on every sales call.
Channel Strategy
•There’s more than one way to win and customers expect to be able to access your products in multiple channels. Expand your scale and geography by reaching a broader population of customers in more places by utilzing multiple Go-to-Market methods such as Distribution, Direct Shipment, Value-Added Services, etc.