The Services we provide are underpinned by a Selling Process, and there's what we offer:

  • Define both internal and external sales-making processes based on true customer focus; identify the tools sellers will need to execute the steps of the process; and teach sales people how to use those tools.

  • Allow sales people to recognise that the stereotypical seller often appears to prospects as self-interested (quota, product, manager etc.) and that this view is responsible for many of the difficulties salespeople encounter. We empower them to change their behaviour and to become atypical by showing them there is an alternative. In short we help sellers to differentiate by the way they sell and to be, not just say they are customer-centric.

  • Train sales people on how to build realistic expectations in the mind of the customer and how to differentiate between the seller's and the buyer's responsibilities.

  • Coach sales people on how to achieve control of their pipeline, to measure it and to identify corrective action if needed.

  • Assist sellers in knowing how to shorten their sales cycle, and improve their win rate.

  • Teach sellers how to stimulate demand and stop their pipeline from running dry.

  • Help Sales Managers to really understand the status of an opportunity, how to identify if it is stalled and why and how to coach sales people to get it moving again.

  • Work with Sales Management on how to shorten the lead-time to success for new salespeople.

  • Teach Sales Managers to compensate their teams based on size of opportunity, to manage not just on quota but on interim steps of Pipeline Milestones, and to improve employee retention.

  • Coach managers on how to audit a pipeline and to be confident about its quality and quantity.

  • Advise managers on how to recognise skill deficiencies (and the development potential) of individual sales people and how to address them.

  • Assist managers on how to forecast future revenues based on where the seller is in terms of the selling process rather than asking for the opinion of the seller.

  • Coach managers and sales people on how to measure their performance and its change over time.

  • Train support and sales people how to transition from one phase of the customer relationship to the next; how to avoid the communication chasm that often leads to implementations not delivering what the buyer expected. And how to look for new opportunities as they implement.

  • Guide Marketing with how to focus on the customer, how to help sales people by building selling tools that sellers can use when meeting prospects.

  • Coach Sales Support people on how to maximise the value of their time.

  • Enlighten all, that Selling is everybody's responsibility.

  • Teach that Customer Satisfaction is everybody's responsibility