Developing Sales Strategy
Determine prospect databases and information sources to help the client contact and sell projects to pre-screened companies. Allows companies to effectively target prospective customers.
Sales Channel Analyses
Assess the
channel by which products and services enter and move through the market
to get to consumers by obtaining data on: the market in general, the
client’s sales operations, the various channels available to the end
user, third parties such as agents and distributors, and the customer
base. The overall analysis helps the client understand the most
effective sales channels to reach targeted consumers.
Sales Benchmarking
Develop
processes for the client to measure the performance of its sales
resource against direct and indirect competitors and to assess
customer satisfaction. Data analysis helps the client understand best
practices.
Executing Sales Strategy
Act as a sales coach for the client’s executives and/or its sales force. Instruct the client on integrating our proven four-step sales process into their organization. The process begins with the first meeting and ends with a closed sale. The result: the client increases its close ratios and spends time efficiently on the best prospects.
Distributor Identification
Identify a list
of screened potential distributors for the client’s
products by examining appropriate industry publications, exhibitions,
websites, and other information sources. Narrow the list by analyzing
how well the distributor fits benchmarking criteria developed in
conjunction with the client. Contact remaining companies to gauge
interest and pre-qualify the value they could add to the client. Final
result is a short list of distributors that best fits the client’s
needs.
Account Management
Work with
clients to develop and grow key accounts by creating
Key Account Customer Profiles, Opportunity Forecasting,
Sales Campaigns, and effective Customer Service Plans. These
four components help clients thoroughly understand their
large/multinational customers. Determine how to profitably and
effectively capture opportunities within large accounts and how to
better implement projects with each account studied.