Will your business support today's sales pressure with tomorrow's scaling?
FUTURE PROOF SALES IN 1 OF 2 WAYS.
Businesses have different requirements for engagement, but it is critical to avoid coming in with a wrecking ball of opinions. Companies got to where there are because of talent and determination. It’s important to recognize that, then build upon that relative to where your organization finds itself:
Foundational work, then implementation
By starting with a process systematic approach, a solid foundation can be put in place. That foundation begins with a a review what is now, empirically addressing any gaps with senior leadership. The process includes matching engagement methodologies with company goals, behavior and desired outcomes. Read more.
Real time engagement
Especially for smaller companies, bandwidth is often at a premium as teams are small. Sometimes you simply need to “build the airplane as it goes down the runway.” Although it tends to take a bit longer, this approach offers a way to get started quickly. It is a jump-right-in approach that typically starts with jointly working on individual sales engagements. Read more.
When agreed upon and complete, second part is putting those engagement and management processes in practice with the team. After the roll out, ongoing coaching and best practice sharing is essential to creating a scalable business over time.
The result is more effective customer engagements while minimizing the time commitment for management and sales. Then when time opens up, this experience can be applied to instituting best practices and scaling.
Optimal engagement maintains a duality of customer centricity with your responsibility to manage the effort and expectations. Having immutable gateways between phases in your engagement methodology (i.e. pipeline) are key to the scalable, reliable and measurable principles for growth. It is the rails the train rides on, which embraces the individual creativity in bringing in customers and deals.
A key aspect of good methodology are the Existential Moments; those “Where is the meaning” check points. The evidence of this endeavor, the result of exceptional customer engagement comes together in the proposal. Defined engagement phases, Existential Moments and the Proposal are the foundation for exceptional revenue generation.
Sales and revenue generation doesn't work in a vacuum. making sure your marketing (pre-sales), matches your selling (engagement), your contracts (legal) and your onboarding (customer success/post sale) is the final measure of a highly effective go to market. We work to properly set expectations and keep your customers overjoyed.
Solving for optimal revenue outcomes with improved business decision making.
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