1. The document discusses putting science into the art of sales through HEED's consulting services. HEED aims to build laser-focused sales organizations through processes that develop the middle 70% of salespeople rather than relying solely on top performers.
2. Research showed that improving strengths is less straightforward than fixing weaknesses, and fixing just 30% of middle performers' weaknesses can yield a 55% increase in sales.
3. HEED's approach involves thorough analysis of sales data and identifying challenges and capabilities, followed by joint work with clients to build, develop, and refine the sales organization through a proven process consulting model.
Beckett Advisors is a business strategy consulting firm that specializes in helping companies identify growth opportunities through analyzing internal and external information. They use quantitative research methods to uncover stakeholder perceptions that clients may miss. This reveals opportunities and strengthens strategies. Clients in various industries have experienced increased market share, profits, and bottom lines through Beckett's strategic planning, branding, pricing, and sales system improvements. Their goal is to provide market intelligence to enable sustainable growth.
Not getting the results you want your design may be wrongThe BrainLink Group
Poor organisation design accounts for 50% of strategy failures. There are seven key questions to evaluate an organisation's design: 1) Do market segments reflect customer needs? 2) Do value propositions deliver outcomes for each segment? 3) Is there clear ownership of each customer segment? 4) Is there accountability for each value proposition? 5) Have you defined how the organisation is structured around customers or value propositions? 6) Should you try to create one culture or allow different cultures for different segments? 7) Is the organisation design changing as quickly as the market? Regularly reviewing these questions can help ensure the organisation is optimally configured to implement its strategy.
Selling the Future
Prof Deva Rangarajan
Just when companies were able to convince their salespeople about selling solutions, a recent study pointed out to the fact that solution selling was dead. This combined with the research on procurement professionals that suggests that face to face transactional selling was a waste of time indicates that sales organizations need to rethink their approach towards equipping their sales force with the right tools to be successful. In this session we will focus on tactics used by successful salespeople.
Hbs moorman sales force transformation 060512nlbdraper
1. The document discusses transforming a sales force through an incremental or transformational approach. It outlines a case example of a company undergoing a sales force transformation journey.
2. A deep dive evaluation uncovered insights into the company's sales strategy, market coverage, processes, culture and skills. This provided precursors to successful change.
3. The transformation required a systematic, fact-based approach across various workstreams from customer insight to operations. Changes to structure, tools, incentives and culture improved sales force performance.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
Huthwaite's Winning Sales Strategies program teaches participants how to shorten sales cycles, identify and influence customer decision criteria, and differentiate offerings. The program provides proven tools for analyzing competitive positions and frameworks for handling difficult situations. Participants will learn to recognize customer buying cycles, develop sales strategies aligned with each phase, and influence decisions to win deals. The program aims to increase confidence, skills, productivity and help participants close more business.
Beckett Advisors is a business strategy consulting firm that specializes in helping companies identify growth opportunities through analyzing internal and external information. They use quantitative research methods to uncover stakeholder perceptions that clients may miss. This reveals opportunities and strengthens strategies. Clients in various industries have experienced increased market share, profits, and bottom lines through Beckett's strategic planning, branding, pricing, and sales system improvements. Their goal is to provide market intelligence to enable sustainable growth.
Not getting the results you want your design may be wrongThe BrainLink Group
Poor organisation design accounts for 50% of strategy failures. There are seven key questions to evaluate an organisation's design: 1) Do market segments reflect customer needs? 2) Do value propositions deliver outcomes for each segment? 3) Is there clear ownership of each customer segment? 4) Is there accountability for each value proposition? 5) Have you defined how the organisation is structured around customers or value propositions? 6) Should you try to create one culture or allow different cultures for different segments? 7) Is the organisation design changing as quickly as the market? Regularly reviewing these questions can help ensure the organisation is optimally configured to implement its strategy.
Selling the Future
Prof Deva Rangarajan
Just when companies were able to convince their salespeople about selling solutions, a recent study pointed out to the fact that solution selling was dead. This combined with the research on procurement professionals that suggests that face to face transactional selling was a waste of time indicates that sales organizations need to rethink their approach towards equipping their sales force with the right tools to be successful. In this session we will focus on tactics used by successful salespeople.
Hbs moorman sales force transformation 060512nlbdraper
1. The document discusses transforming a sales force through an incremental or transformational approach. It outlines a case example of a company undergoing a sales force transformation journey.
2. A deep dive evaluation uncovered insights into the company's sales strategy, market coverage, processes, culture and skills. This provided precursors to successful change.
3. The transformation required a systematic, fact-based approach across various workstreams from customer insight to operations. Changes to structure, tools, incentives and culture improved sales force performance.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
Huthwaite's Winning Sales Strategies program teaches participants how to shorten sales cycles, identify and influence customer decision criteria, and differentiate offerings. The program provides proven tools for analyzing competitive positions and frameworks for handling difficult situations. Participants will learn to recognize customer buying cycles, develop sales strategies aligned with each phase, and influence decisions to win deals. The program aims to increase confidence, skills, productivity and help participants close more business.
Explains the practical CRM tools that can help to introduce repeatable, proven process to your sales team. So you can help them figure out what works best.
Improving Sales Force Performance and EffectivenessL.E.K. Consulting
The document summarizes key points from a discussion between L.E.K. Consulting and Chief Executive Network on improving sales force performance. It identifies common sales challenges such as misaligned sales strategies, poor lead generation and customer retention. It also outlines critical levers for effectiveness including properly defining sales strategies, improving sales processes, and establishing sales force enablers like performance measurement and an effective sales culture. Case studies show how addressing these areas can accelerate sales growth and profits.
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Competitive environment analysis including customer usage & attitude research, measuring competitors, suppliers analysis, trends analysis
Internal analysis including operational process evaluation, customer service program evaluation, CRM evaluation
External analysis including SWOT analysis summarizing weaknesses, strengths, opportunities, threats
Core deliverable of current customer profile analysis by category
This provides a strategic diagnostic roadmap of the business climate including internal/external assessments and SWOT analysis to inform growth strategies.
Customer Lifecycle Marketing is a software solution with tools to manage data, audiences, technology, and brands. It creates a single view of prospects and customers to understand how they engage with a brand over time. The solution includes marketing automation, scoring and nurturing, campaign management, and analytics. It aims to increase sales opportunities through targeted messaging to different customer stages from suspect to active customer. By understanding customer profiles and engagement, organizations can implement automated nurturing campaigns at each stage to increase sales and retain customers.
Maximizing return on marketing investmentsmcvanwensen1
This document discusses how B2B organizations can improve marketing effectiveness through automating campaign processes. It identifies common pitfalls such as undefined funnel stages, lack of nurturing strategies, and non-automated processes. It also highlights challenges around strategy, customer centricity, tools, skills, and monitoring. The document recommends building a lead-to-revenue management process supported by marketing automation to focus on key metrics like revenue and ROI. It presents Capgemini's model for campaign effectiveness which includes assessing maturity, designing strategies, improving processes, adopting appropriate tools, and monitoring performance.
SalesDriver create greater sales results with fewer resourcesTapio Nissilä
This document summarizes a book called SalesDriver that provides a method for improving sales performance and lowering costs through focusing on value and eliminating waste. The method is based on best practices from manufacturing and proven sales methodologies. It introduces a new model for managing sales that has been applied successfully in customer engagements. The book will share case studies and tools to help readers design and implement an effective sales management system aligned with their organization's strategy and objectives.
The document discusses Huthwaite's Coaching Winning Sales Strategies program. It states that effective coaching from front-line managers is key to ensuring behavior change and sales success. The program teaches managers skills to coach their teams on processes, strategies, and customer decision-making to accelerate progress. Upon completion, managers will be able to apply sales strategies, steer opportunities forward, and strengthen key relationships to secure future business.
Salespeople face all sorts of distractions. Factors ranging from internal corporate demands to ramifications from a reeling economy and shifting competitive landscape all take a toll on their customer-facing time. So how do you keep them focused on their primary task at hand?
Greg Holsen has extensive experience in sales, marketing, and business development. He has over 30 years of experience developing strategies and solutions that drive revenue. Some of his key skills and accomplishments include unifying marketing and sales through data analysis, rapidly pivoting a company to pursue a new market opportunity, and making a small startup appear larger than it was to gain credibility with customers.
Headliner New Music Seminar Presentationheadlinerfm
Bands can now leverage collaborative promotion on social media to reach new fans. This involves bands endorsing and promoting each other's content to their own large fan bases. It allows any band to gain a big reach practically for free by getting endorsements from more popular bands. This new form of social media marketing works well for all bands as it builds relationships and gets new music and messages in front of large audiences. Collaborative promotion has become available to everyone and is a natural progression of social media.
1. Developing a customer segmentation strategy with targeted offerings can increase sales figures by more than 68% within 6 months.
2. Designing an optimal sales structure and size based on data analysis led to over 53% increased sales year-over-year for one client.
3. Mapping a standardized sales process and continuously optimizing it with insights increased sales by 55% on average across industries.
Heed is a consulting firm that aims to increase clients' sales performance through changing their sales approach. The document provides an overview of Heed's philosophy and methodology. It explains that Heed follows a consultative process to understand clients' challenges and objectives. Heed then conducts in-depth analysis and develops a tailored performance system and action plan for clients. The document also includes a sample comparative study analyzing a client's sales data and key metrics to identify opportunities for improvement.
Heed is a boutique consulting firm based in Beirut that assists companies in improving their business development performance. Their approach involves carefully examining clients' needs and challenges, planning tailored solutions, executing plans through training and consultation, and following up to ensure new processes are sustained. Their goal is to facilitate cultural shifts that change sales approaches through disciplined planning, execution, coaching, and follow up until success is achieved.
EyeOnSTYLES allows websites to generate revenue by turning user registrations into advertising opportunities, providing new high-value ad space and attracting clients while giving users a good experience. Opt-in lead generation lets brands connect with interested customers by having users opt into receiving information about fashion products they select from the site.
This document discusses six essential dimensions for sales force success: 1) Strategy and Structure, 2) Customer Knowledge, 3) Talent, 4) Climate, 5) Processes, and 6) Support Systems. It explains that high performing sales organizations integrate these six dimensions and regularly evaluate and adapt them. Specifically, it emphasizes having a clear sales strategy aligned with business goals, understanding customers, developing sales talent, fostering a positive work climate, defining sales processes, and providing competitive intelligence and other support to sales teams.
The document provides an introduction to a customer success operating model. It discusses the need for a standardized methodology for recurring revenue businesses to cover the entire customer journey. The operating model consists of four core elements: 1) the customer journey (bowtie), 2) the SPICED framework, 3) the types of impact (rational and emotional), and 4) critical events. It is presented as a way to drive alignment, standardization, and interoperability across functions to help customers achieve impact and businesses scale sustainably.
This document outlines a sales talent audit methodology to help organizations optimize their sales talent. It discusses identifying the right talent early, screening out mismatches, retaining high performers, and developing talent for future opportunities. An audit provides tools to select, align, engage, develop and retain the sales talent needed to achieve strategic objectives. It can help identify trends, gaps, needs, compare individuals to roles, and target training. The document emphasizes that understanding customer needs and matching the right salesperson type to customers is critical to sales force success.
This document outlines how to build a world-class sales force through understanding sales talent and optimizing performance. It discusses conducting a sales talent audit to identify strengths, weaknesses, gaps and needs. The goals of sales talent management are to identify the right talent early, screen out mismatches, retain high potential talent, and identify and develop talent for future opportunities. A sales talent audit provides tools to select, align, engage, develop and retain the necessary sales talent to drive strategic objectives.
Explains the practical CRM tools that can help to introduce repeatable, proven process to your sales team. So you can help them figure out what works best.
Improving Sales Force Performance and EffectivenessL.E.K. Consulting
The document summarizes key points from a discussion between L.E.K. Consulting and Chief Executive Network on improving sales force performance. It identifies common sales challenges such as misaligned sales strategies, poor lead generation and customer retention. It also outlines critical levers for effectiveness including properly defining sales strategies, improving sales processes, and establishing sales force enablers like performance measurement and an effective sales culture. Case studies show how addressing these areas can accelerate sales growth and profits.
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Competitive environment analysis including customer usage & attitude research, measuring competitors, suppliers analysis, trends analysis
Internal analysis including operational process evaluation, customer service program evaluation, CRM evaluation
External analysis including SWOT analysis summarizing weaknesses, strengths, opportunities, threats
Core deliverable of current customer profile analysis by category
This provides a strategic diagnostic roadmap of the business climate including internal/external assessments and SWOT analysis to inform growth strategies.
Customer Lifecycle Marketing is a software solution with tools to manage data, audiences, technology, and brands. It creates a single view of prospects and customers to understand how they engage with a brand over time. The solution includes marketing automation, scoring and nurturing, campaign management, and analytics. It aims to increase sales opportunities through targeted messaging to different customer stages from suspect to active customer. By understanding customer profiles and engagement, organizations can implement automated nurturing campaigns at each stage to increase sales and retain customers.
Maximizing return on marketing investmentsmcvanwensen1
This document discusses how B2B organizations can improve marketing effectiveness through automating campaign processes. It identifies common pitfalls such as undefined funnel stages, lack of nurturing strategies, and non-automated processes. It also highlights challenges around strategy, customer centricity, tools, skills, and monitoring. The document recommends building a lead-to-revenue management process supported by marketing automation to focus on key metrics like revenue and ROI. It presents Capgemini's model for campaign effectiveness which includes assessing maturity, designing strategies, improving processes, adopting appropriate tools, and monitoring performance.
SalesDriver create greater sales results with fewer resourcesTapio Nissilä
This document summarizes a book called SalesDriver that provides a method for improving sales performance and lowering costs through focusing on value and eliminating waste. The method is based on best practices from manufacturing and proven sales methodologies. It introduces a new model for managing sales that has been applied successfully in customer engagements. The book will share case studies and tools to help readers design and implement an effective sales management system aligned with their organization's strategy and objectives.
The document discusses Huthwaite's Coaching Winning Sales Strategies program. It states that effective coaching from front-line managers is key to ensuring behavior change and sales success. The program teaches managers skills to coach their teams on processes, strategies, and customer decision-making to accelerate progress. Upon completion, managers will be able to apply sales strategies, steer opportunities forward, and strengthen key relationships to secure future business.
Salespeople face all sorts of distractions. Factors ranging from internal corporate demands to ramifications from a reeling economy and shifting competitive landscape all take a toll on their customer-facing time. So how do you keep them focused on their primary task at hand?
Greg Holsen has extensive experience in sales, marketing, and business development. He has over 30 years of experience developing strategies and solutions that drive revenue. Some of his key skills and accomplishments include unifying marketing and sales through data analysis, rapidly pivoting a company to pursue a new market opportunity, and making a small startup appear larger than it was to gain credibility with customers.
Headliner New Music Seminar Presentationheadlinerfm
Bands can now leverage collaborative promotion on social media to reach new fans. This involves bands endorsing and promoting each other's content to their own large fan bases. It allows any band to gain a big reach practically for free by getting endorsements from more popular bands. This new form of social media marketing works well for all bands as it builds relationships and gets new music and messages in front of large audiences. Collaborative promotion has become available to everyone and is a natural progression of social media.
1. Developing a customer segmentation strategy with targeted offerings can increase sales figures by more than 68% within 6 months.
2. Designing an optimal sales structure and size based on data analysis led to over 53% increased sales year-over-year for one client.
3. Mapping a standardized sales process and continuously optimizing it with insights increased sales by 55% on average across industries.
Heed is a consulting firm that aims to increase clients' sales performance through changing their sales approach. The document provides an overview of Heed's philosophy and methodology. It explains that Heed follows a consultative process to understand clients' challenges and objectives. Heed then conducts in-depth analysis and develops a tailored performance system and action plan for clients. The document also includes a sample comparative study analyzing a client's sales data and key metrics to identify opportunities for improvement.
Heed is a boutique consulting firm based in Beirut that assists companies in improving their business development performance. Their approach involves carefully examining clients' needs and challenges, planning tailored solutions, executing plans through training and consultation, and following up to ensure new processes are sustained. Their goal is to facilitate cultural shifts that change sales approaches through disciplined planning, execution, coaching, and follow up until success is achieved.
EyeOnSTYLES allows websites to generate revenue by turning user registrations into advertising opportunities, providing new high-value ad space and attracting clients while giving users a good experience. Opt-in lead generation lets brands connect with interested customers by having users opt into receiving information about fashion products they select from the site.
This document discusses six essential dimensions for sales force success: 1) Strategy and Structure, 2) Customer Knowledge, 3) Talent, 4) Climate, 5) Processes, and 6) Support Systems. It explains that high performing sales organizations integrate these six dimensions and regularly evaluate and adapt them. Specifically, it emphasizes having a clear sales strategy aligned with business goals, understanding customers, developing sales talent, fostering a positive work climate, defining sales processes, and providing competitive intelligence and other support to sales teams.
The document provides an introduction to a customer success operating model. It discusses the need for a standardized methodology for recurring revenue businesses to cover the entire customer journey. The operating model consists of four core elements: 1) the customer journey (bowtie), 2) the SPICED framework, 3) the types of impact (rational and emotional), and 4) critical events. It is presented as a way to drive alignment, standardization, and interoperability across functions to help customers achieve impact and businesses scale sustainably.
This document outlines a sales talent audit methodology to help organizations optimize their sales talent. It discusses identifying the right talent early, screening out mismatches, retaining high performers, and developing talent for future opportunities. An audit provides tools to select, align, engage, develop and retain the sales talent needed to achieve strategic objectives. It can help identify trends, gaps, needs, compare individuals to roles, and target training. The document emphasizes that understanding customer needs and matching the right salesperson type to customers is critical to sales force success.
This document outlines how to build a world-class sales force through understanding sales talent and optimizing performance. It discusses conducting a sales talent audit to identify strengths, weaknesses, gaps and needs. The goals of sales talent management are to identify the right talent early, screen out mismatches, retain high potential talent, and identify and develop talent for future opportunities. A sales talent audit provides tools to select, align, engage, develop and retain the necessary sales talent to drive strategic objectives.
This document outlines how to build a world-class sales force through understanding sales talent and optimizing performance. It discusses conducting a sales talent audit to identify strengths, weaknesses, gaps and needs. The goals of sales talent management are to identify the right talent early, screen out mismatches, retain high potential talent, and identify and develop talent for future opportunities. A sales talent audit provides tools to select, align, engage, develop and retain the necessary sales talent to drive strategic objectives.
This document outlines a sales talent audit methodology to help organizations optimize their sales talent. It discusses identifying the right talent early, screening out mismatches, retaining high performers, and developing talent for future roles. An audit provides tools to select, align, engage, develop and retain the sales talent needed to achieve strategic objectives. It can help identify trends, gaps, needs, best fit roles, and target training across levels. The document emphasizes that understanding customer needs and matching the right salesperson type to customers is critical to sales force success.
This document outlines how to build a world-class sales force through understanding sales talent and optimizing performance. It discusses conducting a sales talent audit to identify strengths, weaknesses, gaps and needs in order to select, align, engage, develop and retain the right sales talent. The document also examines what customers want from sellers and outlines critical sales skills, such as understanding the customer's business and being accountable for results. It emphasizes that top sellers focus on business benefits rather than just products and take responsibility for managing customer relationships.
This document outlines a sales talent audit methodology to help organizations optimize their sales talent. It discusses identifying the right talent early, screening out mismatches, retaining high performers, and developing talent for future roles. An audit provides tools to select, align, engage, develop and retain the sales talent needed to achieve strategic objectives. It can help identify trends, gaps, needs, best fit roles, and target training across levels. The document emphasizes that understanding customer needs and matching the right salesperson type to customers is critical to sales force success.
The document discusses managing the personal selling function in business marketing communications. It covers organizing the sales force by geography, product, or market. It also discusses recruiting and selecting salespeople, training them, motivating and supervising the sales force, evaluating performance, and controlling the sales process. The key aspects of managing a business-to-business sales force include organizing the sales force structure, administering the sales program, and focusing on salesperson performance.
Marketers relying on indirect channels undertake unique challenges to capture partner mindshare and maintain sales velocity throughout their demand chain. A comprehensive incentive strategy can help overcome these challenges. This eBook presents some of the practices to follow, and pitfalls to avoid, to ensure an efficient and effective incentive strategy throughout your demand chain.
Customer Analytics in Retail - Know Thy CustomersDhiren Gala
A solution to decode the mysterious ways in which customers move is closer than you think.
Customers are at the heart of any business. One unshakable rule of any business is to “know your customer.” In today’s business climate, this means using Business Intelligence (BI) to analyse complex customer data. With BI, companies can answer a wide range of critical questions about their customer base.
This folder introduces customer insight expert emnos, an international consultancy which helps retailers and consumer businesses across the world make better commercial decisions.
emnos offers a unique combination of data analytics, consulting, solutions and services that enable its clients to effectively use, and benefit from, customer insight. With this, clients are able to optimise communications, pricing, promotions, ranging and store layout and make marketing communication relevant and integrated across multiple channels.
More information: www.emnos.com
Yaqoob Yousif is a regional aftermarket sales manager for Atlas Copco in the Middle East with over 7 years of experience in sales, marketing, business development and management. He has consistently achieved sales targets and has expertise in relationship building, strategic planning, and account management. Yousif is seeking a head of sales position and has a background in marketing support, sales management, and business development.
Justin Cannon's Presentation at Mumbrella's B2B Marketing SummitMaurizio Zanotti
The document discusses customer journey-driven marketing and how it can increase brand equity, market share, leads, sales, revenue and profit. It explains that the customer journey identifies steps in the customer experience that drive marketing and sales moments. B2B customer journeys are particularly nuanced as they involve multiple decision makers and a long sales process. Understanding the "job to be done" at each stage of the customer journey allows companies to deliver the right message to meet customer needs. Aligning all marketing activity to the customer journey framework can improve results by addressing the real motivations and goals of customers at each stage. The document promotes a customer journey marketing platform that integrates these concepts to optimize marketing and drive more revenue.
This document summarizes the services provided by HEED, a company that helps other companies implement science and data into their sales processes. HEED provides strategy and consulting, analytics, digital transformation, and sales training. For strategy, they help clients address sales challenges, restructure processes, and transform their approach. Their analytics services provide insights into sales performance, marketing ROI, and sales forecasting. For digital transformation, they implement CRM systems and sales automation tools. HEED also operates an academy that provides a 6-month sales training curriculum to standardize sales competencies. Case studies provide examples of projects optimizing sales models, building scalable sales organizations, and implementing performance dashboards and forecasting.
This document summarizes an article about the evolution of strategic sales organizations in business-to-business marketing. It outlines pressures from customers for higher service, relationship investments, and risk management capabilities that are driving changes. A framework is proposed for the strategic sales organization with imperatives around involvement in strategy, customer intelligence, integration across functions, internal marketing, and infrastructure development. An example is given of Procter & Gamble's Customer Business Development organizations that take a collaborative approach across functions to develop customer strategies. The conclusion discusses the strategic role of sales organizations in developing both business and marketing strategies.
This document discusses strategies for improving customer relationships and loyalty through effective communication, delivering a quality customer experience, and going beyond expectations. It recommends conducting customer surveys to understand buyer behaviors and satisfaction levels. The surveys would provide insights to improve customer service and identify areas for growth. Additionally, the document suggests training sales teams and focusing on building long-term relationships with customers after the sale through consistent communication. The overall goal is to differentiate the brand and leverage positive customer experiences.
This document provides an overview of a playbook to help B2B marketers transition to a more customer-obsessed organization. It recommends that B2B marketers shift from a focus on products to understanding customer outcomes, build systems for customer insight and engagement across channels, and manage marketing performance across the entire customer lifecycle. The playbook guides marketers through discovering their current state, planning the transition, operationalizing changes with a focus on customer engagement, and optimizing programs. The goal is for B2B marketing to measure business outcomes rather than just outputs and to make marketing more helpful, handy and human-centered.
One of the first steps to creating or refreshing your customer success strategy is to develop a holistic segmentation approach that allows you to deliver on customer needs in an affordable way. In this webinar, we'll explore frameworks and benchmarks to help you get started on crafting your strategy.
1. HEED Datasheet
I
rrespective of what hiring actions and plans we set, it will be in best cases structured as 20% top
performers, 70% middle, and 10% bottom ones. Jack Welch further insisted on the “act” part, asking
managers to act according to this categorization: stars to be nurtured and given right incentives to
excel, the bottom 10% to be weeded out, and a smart act would be to focus on increasing the
performance of the middle 70%, since they make up the majority.
Research showed that improving one’s strengths is less straightforward than fixing one’s
weaknesses. What we mean by this is that fixing only 30% of the middle performers’ weakness will
yield to a 55% increase on their sales performance. This sums up with at least 38.5% increase of
your overall company’s sales performance.
Accordingly HEED S.A.L came to fruition through the experiences and mentality of its partners. With our
solid experience and understanding of the society and the way of selling, we came to bridge the gap by
putting science into the art of selling. Our intent goes by tapping into and unleashing the potential
within sales organizations, addressing the root causes of problems, the challenges and the capabilities
on the macro, processes and the people level. This will push the sales productivity curve to the right,
thus driving tangible on-going results.
How Can We Help
P
utting science, processes and structure into the Art of Selling. This is the essence of our services
in which all modules move around to orchestrate the success of this cultural change. In other
words, it’s the methodology of not relying on the gut feelings and the natural sales talents of
individuals and rainmakers only, but rather focusing on building a laser-focused sales organization,
plans, processes that constantly develop the middle 70%. Further this facilitate in their supervision
and management, as they don’t dance anymore significantly through their peaks and valleys.
Past time, the thoughts and attempts of putting science into the art of selling failed. This was due to
many factors mostly lying behind the belief that a salesperson is born. Today, debates circulate around
which comes first, but what is obvious and could not be denied anymore is the importance, potential
and the necessity of such combination.
2. Our Approach
O
ur approach and action plan is based on developing a complete understanding of our client’s
situation leaving no stone unturned. This understanding is developed through identifying all
challenges and capabilities. It goes through a thorough analysis of your sales data building
different metrics and analytical hypothesis while keeping an eye on all none quantitative sales variables
(the art part). The latter could not be noticed without on-ground sales examination.
Our clients have better insights and passion about their organization, people, and culture. Thus coming
from different point of view and as process consultants we move shoulder to shoulder with our clients to
facilitate in building, developing and refining the sales organization.
Execution shows how to link together people, strategy, plans and processes. It’s the discipline of
execution which measures the success of any consultancy, and in execution we believe. We follow the
process consultancy approach with a buildup-breakthrough flywheel model to insure consistency and
coherence until we guarantee the success of the project.
Solution
This is an interrelated combined solution where every step brings a humongous return on investment by
addressing every single aspect in the sales organization.
Market Sales Strategy
Customer Segmentation Targeted Offering
Customer segmentation based on Product and service offerings for
Internal Factors
External Factors
clients purchasing behavior each customer segment are specified
Customer
Needs
Sales Model and Process
Changing
Mapping the sales cycle for every segment
Environment
Channels
Competitors Sales Force Structure Sales Force Size
§ By territory, product or customer segment
§ # of salespeople of each type
§ Sales People type
§ How will sales effort of each type
§ Roles
of salesperson be allocated to
§ Reporting relationships
customers and products?
Assignment of Responsibilities
Sales targets by salesperson Sales force productivity
3. 1. Build a Laser-focused sales strategy: Nowadays in football, good managers could not
reside on stars only. They should rather align their players, build the formation, and model along their
winning strategy. The same in sales organizations, a well-developed customer segmentation with a
focused targeted offering could be the key in orchestrating your sales performance. Such an exercise
coupled with the proper disciplined execution of the set strategy had more than 68% average
increase in our clients’ sales figures within a 6 months period.
2. Design scientifically the Sales size and structure: Some believe that clients prefer to
have a focal contact with their clients. Some believe they don’t have the luxury to implement a product
specialist sales structure. Designing a sales structure and size is a scientific exercise. Such exercise not
only had more than 53% increase on the sales figures at our client compared to last year. It further
aided us in the execution of the set action plan to reach the sales objectives faster.
3. Follow your clients continuously with the same process: Sales People ask
themselves daily thousands of stuff that limit their performance. Do we follow up on the prospect
today, tomorrow or later? Do we drop this prospect or keep persisting? With handful of sales people,
depending on the hunch of the salesperson seems an adequate approach - As it's hard to see the
variability. But analyzing enough leads and prospects continuously will draw a pattern of a process. Such
pattern when mapped, refined, and optimized with on-ground sales insights would then easily bridge
the gap between rainmakers and the middle 70%. Our cases have indicated that such standardized
structured process had increased sales by 55% as average within different industries even when
rainmakers are in their bad days.
4. Train and Develop the sales people measurably: Surveys showed that most candidates
are trained by being shadowed for few weeks with one of the company's top sales people. But this is not
a teachable repeatable way to sell. Eventually this leaves the management with an only mean of
motivating salespeople or firing the least productive and rolls the dice in hiring newcomers. HEED
builds and conduct a measurable sales development program circulated around the understanding
of selling and how to follow a structured selling approach, rather than any egotistical motivational
stories. Such program could extend beyond three months duration including extensive coaching and on-
ground insights and visits. Its outcome is extremely significant.
5. Maintain the same sales productivity: There is magic when breaking down the sales
process into small wins. Heed will run different rigorous analysis and review on the all sales
productivity figures in order to draw the trend for every individual that he/she must then follow.
This helps salespeople to focus on understanding their prospect management ratios. Through the
development program HEED will strive to implant a scientific selling mindset. A mindset that would
get them to keep an eye on the objectives and milestones set for every step in their sales process rather
than focusing on the end result. For ex: keep the sales team aligned in generating continuously the
same number of leads, conduct the same quantity and quality of calls, maintain a fixed number of new
meetings per week. This would help too in drawing an accurate sales projection.
6. Hire the same successful sales people every time: The purpose of defining a detailed
structured hiring process in advance is to minimize the various challenges and errors most companies
face when it comes to hiring sales people or sales managers. This is due to very important hidden factor
that affects the hiring decision when it comes to interviewing randomly few people, while selection is
based on the gut feelings. HEED will map the profile of salespeople required to every position linked
to a structured recruitment methodology to follow.
4. Return on Investment
B
elow is a list of few factors as per a study conducted by Accenture indicating the increase of
their efficiency. Each factor is a key result behind successfully planning and executing one or
more of the above 6 solutions.