Create prospect experiences worth your buyers’ time!
Gartner identified 3 key priorities for Chief Sales Officers in 2020
- Improving sales manager effectiveness - 43%.
- Improving the effectiveness of sales prospecting activities - 34%.
- Improving early pipeline and lead management - 32%.
The prospect experience is one of the most overlooked strategies for improving sales at game changing levels!
Gone are the days when sales organizations can thrive simply pushing product features and benefits!
Buyers buy solutions to their problems not your product features!
Gartner reported that fear of change and lack of decision confidence results in status quo decision making. This is ONE OF THE BIGGEST UNADDRESSED competitive threats facing salespeople today.
Confidence stalls and buyer frustration builds as organizations try to force a linear “selling” process to depict the buying journey. This may not reflect true decision making reality on the part of target buyers.
How quickly can your salespeople instill confidence in buyers that a decision to buy from you won’t backfire on them?
Services for Sales
Sales Team Assessment
Working with sales, sales enablement and marketing, we will assess the current state of your sales process to include People, Process, Technology.
The results of our assessment are delivered back to our client with recommendations about next steps to consider.
Prospect Experience Strategy
Salespeople are struggling to get to first base; yet, prospecting is treated like a throw away portion of the sales process.
Positive Prospect Experiences are created at the company and indivdiual selling level. You need a strategy and the right tools for both.
Prospect Experience Messaging
Message matters. Most sales messaging completely misses the mark and creates poor brand experiences to boot.
One executive described the emails he receives from strangers trying to sell something as feeling as if they are “trying to crowbar their way into my inbox.” These sellers have NO idea what problems target buyers are trying to solve. They often seem not to care.
Executive Brand Building
Sales executives need to build their personal brands and often lack the time, skill, tools or the know how to get it done.
Customized to meet the individual needs of each executive. Typically includes personal brand strategy, content development, building your digital audience, social media management done for you, media visibility/engagement and more.
Who hires us?
Chief Sales Officer, VP or Director of Sales, Front-Line Sales Manager
Thriving in an increasingly challenging environment
Sales leaders at all levels are grappling with the right approaches to innovation, adapting to buyer expectations, technology, talent, enablement and operational decisions and the financial investments needed to ensure that the sales function delivers on revenue and profitability goals.
Sales Enablement Leader
Increasing sales effectiveness.
Sellers report sales enablement adding complexity to their jobs or in some cases not adding enough value to their sales activities.
Chief Marketing Officer, Digital Selling Director, Social Media Director
How we work
Our services are billed on a retained basis for a minimum of 6-months.
All engagements begin with an assessment. The one-time assessment fee is credited to any company that then engages us for a minimum 6-month contract.
If you choose not to move forward with a consulting engagement after the assessment is completed and delivered to you, we thank you for your business and hope the recommendations will be useful in planning improvements to your overall selling strategy.