We support and deliver tailored training and coaching services to drive sales effectiveness and performance. Services include:

  1. Establishing the framework for essential selling skills
  2. Developing personal selling style, behaviors, and attributes
  3. Providing on-the-ground coaching

We start by establishing a current baseline and framework for sales effectiveness and the process and approach for selling. We design and execute a customized approach to develop, train, and coach sales professionals to drive pipeline volume, velocity, and value and help the sales team reach the next level of sales effectiveness.

The Revenue Architecture Operating Model defines the full-funnel marketing and sales processes, including the customized sales pipeline stages for the active pipeline. We apply best practice models tailored for different business models.  Methodologies and skills are tailored to different business models, including selling professional services, implementation services, services-led products, complex products, and standard products.

Sales Execution

Engaging Prospects

  • Prospecting Activities and Competencies
  • Sales Portfolio & Territory Planning
  • Account Planning and Opportunity Brief
  • Establishing Rapport
  • Questioning, Discovery SPIV Selling
  • Collaborative Qualification
  • Digital Selling with CRM, Social Selling & LinkedIn

Orchestrating Opportunities

  • Organizing Sales and Account Teams
  • Multi-level Selling
  • Architecting Competitive Sales Strategies
  • Top-down Persuasive Communications and SCQA
  • Presenting the Value Proposition “Stand Up and Deliver”
  • Cross-Selling and Up-Selling the ‘3Cs’

Closing Sales

  • Negotiation
  • Gaining Commitments
  • Commercial Management
  • Customer Success Alignment
  • Forecasting