Who We Are
Business Developers
Project Managers
Financial Managers
Advisors
Sales Managers
Board Members
Strategists
Trainers/Coaches
Sales Professionals
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How We Got Here
Original model launched in 1998
Taking advantage of deep pool of experienced talent
Recognizing that consultants need advice too
Emphasis on helping clients achieve “Best and
Highest Use” of internal and external resources
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Issues We Address
The “Seller/Doer” Cycle
Limited or stagnant Circles of Influence
Missed opportunities to establish “Beachheads” in new
markets
Weak or invisible new business pipeline
Revenue flow overly dependent on a handful of key
individuals (succession planning)
Prior failures to implement traditional “sales training”
Limited or zero visibility into the firm’s relationship universe
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We Work With:
Strategy/Management/Technology Consulting Firms
Decision Analysis
Organizational/Leadership Development
Software Development
Business Intelligence
Brand Strategy
Private Equity Due Diligence
Data Visualization
Product Innovation
Lotus/SAP Custom Development
Sarbanes Oxley Compliance
And more…
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Our Clients Work For:
High Tech
Pharmaceuticals
Telecomm
Biotech/Medical
Defense
Devices
Financial Services
Energy/Power
Manufacturing Private Equity
Consumer Packaged Retail
Goods
Publishing
Chemicals
Healthcare
Radio and Television
Hospitality
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Growth Specialists
We assess, design and implement
effective growth strategies for
(and with) our clients.
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Assess…
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Been there, done that
Sales process
Leadership
Executive coaching/mentoring
Professional Development
Business Development skills
And…
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Individual Performance Style
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Individual Ambition
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Team At a Glance (TAG)
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CRM Assessment
We have close to 30 years of real world
experience designing, building and integrating
CRM/SFA solutions that work for
Professional Service Firms
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Design…
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An integrated approach
Thought Leadership
(White Papers, Articles, etc. – Timely
and Topical)
Speaking Engagements
Events Attendee -
Exhibitor Networking
1 on 1 Meetings
Emails Phone Calls Press Releases Social Media Webinars Hard Mail
Mass Marketing
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Implement…
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How We Work
Our commitment to our clients is that we will:
Listen to you.
Understand your short and long-term objectives.
Understand your culture.
Understand your products and services.
Recommend and design a strategy that addresses challenges
and root causes.
Implement that strategy with you.
Quantify success with you at critical points along the way.
Be nimble and suggest tactical changes as appropriate.
Focus on results, not \"feel good\" metrics.
Help you grow your business.
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Growth
“All growth depends upon activity. There is no
development physically or intellectually without effort,
and effort means work.”
-- Calvin Coolidge (1872 - 1933)
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Now…
What about you?
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Training and process are great but…
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
SOLUTION SELLING Account
Prospecting Qualifying Proposal Decision
PROCESS STEPS Management
Generate new prospects Probe and assess needs with Evaluation plan to Negotiate terms and
Complete the work (deliver
(via referrals, prospect/ customer demonstrate to decision- conditions
the product/service)
SALES PROCESS networking, trade maker your ability to meet
associations, Create a buying vision that their business needs Close the sale
ACTIVITIES AND Follow-up with the
conferences and maps product/service to
MILESTONES customer:
targeted cold calls) business needs Assess potential (revenue
forecast, internal
1) Closed Loop
Deliver proof to target that dependencies)
Look at existing
Interviews
needs can be met
customer base for
2) Penetrate and
Ask for the business
opportunities
Radiate
3) Non-Transactional
Issue the proposal
Identify communciations
influencers/buyers
within target company
Buying vision and Value demonstrated and Satisfied customer
Initial sponsor Signed Agreement
GOAL access to proposal submitted (repeat business,
identified
decision-
decision-maker reference)
CUSTOMER BUYING Identify business Determine Implement and
Evaluate options Negotiate
PROCESS needs requirements evaluate success
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You need to think it through
Phase 5
Phase 2 Phase 3 Phase 4
Phase 1
SOLUTION SELLING Account
Prospecting Qualifying Proposal Decision
PROCESS STEPS Management
Generate new prospects Probe and assess needs with Evaluation plan to Negotiate terms and
Complete the work (deliver
(via referrals, prospect/ customer demonstrate to decision- conditions
the product/service)
SALES PROCESS networking, trade maker your ability to meet
associations, Create a buying vision that their business needs Close the sale
ACTIVITIES AND Follow-up with the
conferences and maps product/service to
MILESTONES customer:
targeted cold calls) business needs Assess potential (revenue
forecast, internal
1) Closed Loop
Deliver proof to target that dependencies)
Look at existing
Interviews
needs can be met
customer base for
2) Penetrate and
Ask for the business
opportunities
Radiate
3) Non-Transactional
Issue the proposal
Identify communications
influencers/buyers
within target company
Buying vision and Value demonstrated and Satisfied customer
Initial sponsor Signed Agreement
GOAL access to proposal submitted (repeat business,
identified
decision-
decision-maker reference)
CUSTOMER BUYING Identify business Determine Implement and
Evaluate options Negotiate
PROCESS needs requirements evaluate success
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You need to think it through
What do we know about our clients?
What does our “Organizational Rolodex” look like”?
What are the key business drivers in our marketplace?
What do we say to “virgin” prospects?
How do we balance business development activity against billable work?
How do we manage the Opportunity Pipeline?
How do we defend against competitive pressure?
How do we build new business momentum and maintain it?
How do we differentiate?
Phase 5
Phase 2 Phase 3 Phase 4
Phase 1
Account
Prospecting Qualifying Proposal Decision
Management
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Sample Project Timeline: Restaurant/Healthcare PA
60 days 90 days 120 days 150 days 180 days 210 days
Foundation Foundation
Setting Setting
Craft/Refine Craft/Refine
written materials written materials
Trial by Fire/
Trial by Fire/
Message testing
Message testing
Momentum building Momentum building
Momentum/Conversion
Restaurants
Healthcare
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Contact Us
865 Spring Street
Westbrook, ME 04092
207-772-1178
www.praxesgroup.com
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