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Sales Methodology
With the long list of methodologies from The Challenger Sale, Customer- Centric Selling, Inbound Selling, MEDDIC, NEAT, SNAP, SPIN, Sandler, Value Selling Solutions selling and more, which one is right for your business? We take the time to learn your business, your people and your customers to find the right approach.
Go To Market Strategy
Your strategy can take you to the next level or turn what was a great idea and product into a downward spiral with no end. Allow us to take a deep dive into your business and analyze your product-market fit, audience and buyers, competitive landscape, marketing intensive vs sales intensive. We’ll work together to define your marketing strategy, lock in product pricing, decide on success metrics, sync up support and provide a roadmap that keeps your budget intact but your revenue growth hitting historic milestones..
Compensation Modeling
In today's environment where every organization has their A, B and C players. We all want to reward greatness but keep our margins aligned with our business, all while keeping Morale and activity at an all time high. We will work through the basic requirements needed, establish role leves, determine OTE. Additionally we will do a competitive analysis to determine base pay vs variable pay, set targets, plan compensation for onboarding and create a sales incentive plan that will have sales reps coming early and staying late.
Hiring
Companies worry about employee attrition in every department, but it’s especially costly in one function: sales. Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. In many industries, the average tenure is less than two years. To minimize attrition we’ll make sure you have a hiring system that ensures you’re hiring the right people, with the right skillset, for the right reasons.
Sales Process
Companies with a formal sales process generate more revenue, why? Systematized repeatable success can be taught and scaled through an organization. With every type of sale there are certain nuances that need to be carried on from leadership to frontline, from experienced account executives to the newest SDR’s. All reps will know where their prospects are in their pipeline because their actions are defined.
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​A formal process will teach how to prospect, how to qualify leads, how to demo your offerings, set the right cadence, handle objections and most importantly close business for your organization. We can build it, teach it and formalize it to ensure years of success.
Tool Stack
For a true sales organization your tool stack can be one of your larger investments especially in the startup phase. Finding the right tools to optimize your account executives' activity, help your marketing lead expand his/her’s reach, fix internal problems and/or just be more efficient can be a daunting task. This becomes even more daunting and costly when the wrong decision has been made. Every time a tool is purchased there is implementation, project management, training, and more that adds up quickly. Let me guide you through how to make what tools will work for your organization.