The SMART Sort, a process to develop a smarter, faster sales model, is straightforward, affordable and designed for quick results.
Our knowledge of business buying patterns is joined with your sales information to generate insight into real, near-term opportunities. Analysis of sales data alone provides only a cursory view of what's going on. Early sales success looks more random than than it really is.
Your sales and marketing resources will be aligned and focused on driving sales from clearly identified and defined customer segments. You'll build sales momentum by closing business in your reach, not wasting effort against business you wish you had.
For companies bringing new, tech-based solutions to business buyers, the sales process is typically longer and more complex than anticipated. As a result, chunks of time (that senior sellers want to spend on high-value activities to close new business) get absorbed by other support activities:
Presale: The need to fill the pipeline with an increasing number of prospects creates a big role for sellers in qualifying a wide assortment of inbound leads--many which are low fit / no fit for the company's current offerings
Transaction: An early stage business does not have standardized terms & conditions and business processes that fit different types of customers. Sellers spend too much time negotiating and administering individual customer contracts, setting up account contacts and communication protocols, etc.
Postsale: The 'newness' of the solution dictates that sellers spend considerable time addressing customer support concerns: training, tracking of critical implementation activities, dealing with unexpected hiccups, managing account relationships, etc.
We know what barriers to speedy sales are created when the sales rep role grows too big. We will show you how to remove them. Consider the SMART Sort one of the best investments a CEO can make in his / her venture.
Smart execution, based on insightful, ongoing market intelligence, is key to adapting your sales model as the business grows. Customer development, a core principal of the lean startup approach, relies on FAST Feedback to refine & expand your offerings and to fine-tune various components of your business model as you scale. There are a number of different ways we can help you do this.
Laser Insight-- We'll use our experience and understanding of market dynamics to zero in on actions needed to overcome specific challenges. Be confident we know the right questions to ask in the right situations. Whether your specific goal is scoping out important changes in the competitive landscape, gaining a clear understanding of the needs of your best customers, assessing the impact of changing market conditions, or testing the feasibility of new channel models, The BREAKAWAY TEAM will give you the insight you need to make critical decisions that will quicken your revenue capture.
Full 360º Market View-- Benefit from a comprehensive review of your market situation, from the outside in. This assessment looks at customer needs & buying behavior for each key user segment, the competitive landscape, and market coverage & capabilities delivered by your salesforce / channel partners today. We possess the qualitative research skills to elicit feedback on difficult issues that are hard for a company to address directly. You'll get a clear understanding of the size & scope of your near-term market opportunity, allowing your team to move forward with clear direction and purpose.
PERFECT Pitch ensures your company's value position and offering are a clear match with buyers. Customer segmentation aligns the right offering & sales strategy with each important customer group. We make certain your programs & tools are complete, compelling and more than just competitive.
Smart Scan -- Let us inventory & evaluate your go-to-market programs for completeness. Don't let an ineffective story & inadequate tools slow you down. Do you really have a customer-oriented sales pitch or are you stuck talking about feeds & speeds? What's missing? What support issues haven't you thought about yet?
Prep Me -- We'll identify and segment prospects and key customers, and evaluate offerings and programs based on their real-world, real-time feedback. Ensure your offerings stay current and competitive. Outsource the creation of missing tools, from sales presentations to 'sell sheets' to program overviews. As you build out your sales team, our proven sales training programs will make buyer acceptance certain.
RAPID Results helps new companies that have hit a sales plateau identify the 1-2 levers that will speed up sales again. It is a proven, 3-step process that can be implemented in as little as 45 days.
Consider this. Every time a new sales, marketing or customer support role is added, the rest of the sales model should shift to make the model faster and smarter. It rarely happens! Why? There are too many distractions, too much commitment to the approach that got the business where it is today.
The process starts with a comprehensive analysis of your market situation to identify the 1-2 levers to accelerate revenue. The RAPID Results workshop format aligns the sales & marketing team with a tight game plan designed to take the lead in the chosen, highest value market segment. Move from strategy to actions in just two days. The BREAKAWAY TEAM will provide timely follow-up and high-level support to ensure follow through on the implementation plan. rA
Selecting the right tactical moves to make in a highly competitive field requires early market intelligence, a well-thought out game plan & ongoing adjustments to respond to new factors--those that you anticipated as well as those you didn't see coming. Winning efforts start with FAST Feedback.
WMYD Work-Session (We Move, You Don't) -- A high impact analysis of your go-to-market situation, which includes all stakeholders in the dialog. Combine our market knowledge + your team's expertise, and you'll emerge with a clear focus on the opportunities and challenges ahead.
Laser Insight -- We'll use our experience and market knowledge to zero in on actions needed to overcome specific challenges or hurdles. We can scope out the competitive landscape, gain a clearer understanding of the needs of your best customers, assess the impact of changing market dynamics or explore sales channel options to give you the insight you need to make critical choices now.
Full 360° Market View -- We'll conduct a comprehensive review of market dynamics, customer needs & buying behavior, the competitive landscape, and sales / partner capabilities to give you the knowledge required to be successful in a new and changing market. We possess the qualitative research skills to elicit appropriate feedback and bring a real-world perspective back to our clients. You’ll gain a clear understanding of the size and scope of your market, allowing your team to move forward with clear direction and purpose.