"Marketing Strategy: New Business from Old Clients"

"Business Marketing: Warming Up to Cold Calls"

"Business to Business Marketing: Making Sales His Number-One Priority"

Every business and industry has its own style of selling that defines its “sales” culture. There are many ways to sell effectively. In an attempt to balance limited resources, many companies struggle with deploying the most effective sales model.

There are many “go-to-market” strategies that use outside, inside or hybrid structures. These choices are further compounded by options such as reorganizing into a centralized, decentralized or outsourcing model. Our Consulting Proceess develops the most cost effective sales strategy for your company by using the knowledge gained from Best Practices Benchmarking and Gap Analysis combined with sales and marketing business intelligence to create a balanced approach designed to ensure the greatest chance of success.

We first analyze and document how our clients' current sales organization “goes to market.” With these results, a comparison is made between the existing model and external best practices within similar industries. The result is a clear understanding of the strengths and weaknesses that exist within the sales organization. We then fill the gaps with appropriate externally defined best practices. The next step is to develop a logical sales cycle that is aligned with the sales model. Once the sales cycle is developed, the supporting processes, policies and procedures can be developed with confidence.

Our step-by-step approach to Sales Models looks like this:

Identify & document current "go to market" strategy and sales model.

Compare "go-to-market" strategy to external best-practices in similar market spaces.

Identify gaps and internal best practices.

Develop action plan to fill gaps and proliferate internal best practices.

Develop appropriate sales cycle in alignment with new model.

Begin forming sales processes in support of the new sales model and cycle.