We help you grow
Everybody says that, but our purpose makes us different: to help leaders love sales. That's what we do!
To work somewhere there’s a buzzing sales culture; to attract customers who will happily recommend you; to have confidence in your sales activities. To be proud that your business delivers a great customer experience day after day.
To love sales because it’s helping you achieve your goals.
In today’s multi-channel world, sales is the heartbeat of your organisation. It’s how you gather insight about customers and what motivates them, and it’s what pulls together your internal team to deliver a great customer experience.
How good is your sales capability?
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What you get
Recruit talented sales people. Create a sales culture that motivates your whole business. Set ambitious sales targets and enjoy the buzz of delivering them consistently.
Excite your best customers with engaging sales proposals. Open up new channels profitably. Maximise revenue by controlling discounts and cost price increases.
Build a sales funnel that delivers your business goals. Tighten call rates and conversion ratios to prioritise growth. Integrate sales reports to avoid surprises.
Case Study: Helping clients thrive
Our client was a marketing services company in the south-east, already seeing some sales growth. All the same, they had some concerns about sales as the company expanded and recruited us as sales coaches.
They suspected their sales approach was inefficient, with no consistent pricing
Entering new channels seemed to be expensive and inefficient
They needed to recruit their first sales people but were worried about getting the right fit
There was no sales process and the marketing manager claimed sales leads were getting lost
They wanted performance-based sales targets but their sales pipeline was unpredictable
We mentored the client over a number of months. They had an immediate challenge with quotes not being converted, so we helped them think about how the quote was constructed and what questions needed to be answered before the quote was sent.
Alongside this we helped them identify potential growth channels and used their CRM to separate out direct customers from channel partners.
Behind the scenes we helped them understand the metrics within their current sales funnel. What were their real conversion rates, the most effective lead generation methods and how long was the sales process?
This allowed us to model the sales growth of their new recruits and to predict when they would become profitable.
From here we helped them identify the key criteria they wanted to interview against, both technical sales skills and behaviours. A job description was created, adverts placed and we trained the business owners in competency-based interviews so they had a consistent approach.
An onboarding programme was built so that new starters had the knowledge and skills they needed to succeed.
Once the new team were on the ground we ran a half day workshop where we mapped out the customer process, walking through it in the way a customer would experience it. We actually invited along a real customer, which helped add some jeopardy to the feedback!
Along the way we coached them through a couple of major customer negotiations, helping them raise the price of their core service and reduce their typical sales cycle by a month.
This client is still working with us. Their priorities shift and what we support them with changes by the month, but whatever the focus it’s a pleasure being by their side and watching them grow.