We deliver customized services, training and coaching, and fractional CRO services to drive sales effectiveness and performance. In our diagnostic services, we establish a current state baseline for sales execution effectiveness and the target architecture for sales. We build a customized plan to develop, train and coach sales professionals to drive pipeline volume, velocity and value to help the sales team get to the next level of sales effectiveness.

Methodologies and skills are tailored for different business models including:

  • Expert Professional Services
  • Implementation Services
  • Services-led Products
  • Complex Products
  • Standard Products

The 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.  Sales Execution is activates processes in day-to-day execution through a combination of coaching, training and management across three primary sales execution motions:

Engaging Prospects

  • Prospecting Activities and Competencies
  • Sales Portfolio & Territory Planning
  • Establishing Rapport
  • Questioning, Discovery SPIV Selling
  • Collaborative Qualification
  • Using CRM
  • Social Selling & LinkedIn

Orchestrating Opportunities

  • Organizing Sales Teams
  • Building a Sales Portfolio & Plan
  • Multi-level Selling
  • Architecting Sales Strategies
  • Top-down Persuasive Communications and SCQA
  • Presenting the Value Proposition “Stand Up and Deliver”
  • Cross-Selling and Up-Selling

Closing Sales

  • Negotiation
  • Gaining Commitments
  • Commercial Management
  • Forecasting

See customer execution to review services and strategies for account planning and governance to drive customer retention, expansion and share of wallet.

Sales Execution