Sales Strategy in Action helps B2B organizations achieve 3 core objectives;

• accelerate core selling activities to improve sales performance and effectiveness
• deliver measurable business value and ROI (revenue, margin, market share, brand value)
• strengthen your value proposition sales offer to your customers

We advocate a disciplined approach to sales performance improvement which puts systems around the art of selling; boosting productivity of individual sales reps, integrating measurability and repeatability for sales managers, and making sales processes simpler and more predictable.

We utilize model-driven tools, to assess the changing dynamics of selling environments, map customer value, integrate building relationships and selling process, align to performance goals; then quickly apply process and guidance to accelerate measurable execution and results improvement.

We engage on a broad range of strategic sales issues that challenge selling teams, all which tie to creating business value, and ensuring your strategic business priorities are embedded in the daily execution of sales strategy and sales process. These issues generally fall into five practice areas:

• Sales strategy, focusing on increasing your competitive advantage as your sales force applies your targeted offerings at market, customer, solution, and deal levels
• Sales effectiveness, focusing on targeting markets and offerings, optimizing structured processes, tools, and automation to build value quickly with customers, and secure sustainable differentiation relative to competitive alternatives in your market
• Strategic negotiation, focusing on helping salespeople become better negotiators, redefining how the organization thinks about deal negotiation using identifiable and measureable metrics
• Six sigma and lean selling systems, focusing on rethinking sales and marketing processes as sales production process, and using evidence-based approaches to find, win, keep customer results
• Talent management, focusing on providing talent strategies, education, tools, and best practices to help sales executives/managers best utilize their salespeople to achieve their business objectives

We recognize many clients have commitments and investment in an existing selling process. In these situations you should expect we will ask up front; Is it working? How do you know? How does it link to your sales strategy? How does it contribute business value? We may recommend conducting a sales operations audit to support your conviction and commitment.

Our role in these situations is to advise what can help you improve sales performance, accelerate your business results. We will not needlessly advocate throwing out the baby with the bathwater; instead we will collaborate with you taking next steps to ensure a successful business outcome.