This document discusses sales excellence consulting services provided by Selling Interactions. They focus on research-led sales improvement solutions and offer consulting, training, and diagnostic services. Their team of over 20 international associates can deliver programs in 14 languages. They use a Sales Excellence Diagnostic tool to assess 15 areas of a company's sales system and identify opportunities for improvement. Their goal is to implement effective, proven solutions to help companies improve sales performance in a sustainable way.
While procurement is often associated with a process of cost reduction, in actual fact there is a huge opportunity for procurement to help marketing unlock the value of marketing and promote this value throughout the organisation.
The first step is to define the value of marketing by developing a methodology for calculating ROMI (Return On Marketing Investment)
In this presentation I highlight the fact that marketing, along with sales, is the one area that can grow the top line of any business. By working with the relevant senior marketing leads (those who are responsible for or who significantly influence the P&L) to define the value of marketing for the C-suite.
The three areas where procurement should focus for marketing value are:
1. Cost cutting / benchmarking
2. Waste reduction / process optimisation
3. Performance improvement / effectiveness
Cost cutting needs to be undertaken carefully to ensure you do not impact the top line performance of the marketing function. More importantly is the application of cost and resource benchmarking as a way of identifying inefficient areas of the marketing process, especially where marketing engages with external suppliers.
Waste reduction is a combination of process improvement and optimisation to eliminate duplication within the agency roster, the marketing process and the cost of the outputs and outcomes. This includes improvements in costs and speed to market.
Performance Improvement focuses on looking at implementing ways of improving performance from end to end. Budgeting right through to planning, execution and performance.
Many organizations will have clarity on their strategic direction and exactly ‘WHAT’ changes are needed to drive growth, but they are unclear on ‘HOW’ to operationalize new strategies across every sales channel and make the change sustainable.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
While procurement is often associated with a process of cost reduction, in actual fact there is a huge opportunity for procurement to help marketing unlock the value of marketing and promote this value throughout the organisation.
The first step is to define the value of marketing by developing a methodology for calculating ROMI (Return On Marketing Investment)
In this presentation I highlight the fact that marketing, along with sales, is the one area that can grow the top line of any business. By working with the relevant senior marketing leads (those who are responsible for or who significantly influence the P&L) to define the value of marketing for the C-suite.
The three areas where procurement should focus for marketing value are:
1. Cost cutting / benchmarking
2. Waste reduction / process optimisation
3. Performance improvement / effectiveness
Cost cutting needs to be undertaken carefully to ensure you do not impact the top line performance of the marketing function. More importantly is the application of cost and resource benchmarking as a way of identifying inefficient areas of the marketing process, especially where marketing engages with external suppliers.
Waste reduction is a combination of process improvement and optimisation to eliminate duplication within the agency roster, the marketing process and the cost of the outputs and outcomes. This includes improvements in costs and speed to market.
Performance Improvement focuses on looking at implementing ways of improving performance from end to end. Budgeting right through to planning, execution and performance.
Many organizations will have clarity on their strategic direction and exactly ‘WHAT’ changes are needed to drive growth, but they are unclear on ‘HOW’ to operationalize new strategies across every sales channel and make the change sustainable.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Generate more leads, Close more deals, Expand reveneue in existing clientsJurgen Heyman
This infographic shares some ideas on how you can get organized to:
Generate more leads for your sales teams
Close more business
Expand revenues within existing clients.
Below C Level Strategy (a ChangeThis Manifesto by John Spence)Samuli Pahkala
Whereas C- level strategic planning is for people that ‘make’ budgets; below C-level strategic planning is for those of us that are given a budget. Folks at the C-level
make broad reaching decisions that direct people and departments across the entire organization, while those of us below C-level often have to focus on the few places within the organization where we do have impact, influence and some level of control. Luckily, the most important strategies for creating a highly successful organization fall into a handful of key result areas, most of which are completely within your control.
www.trinityp3.com
Mark Bowling, TrinityP3 Senior Consultant based in Singapore recently addressed the World Federation of Advertisers Sourcing Forum on the current issues and trends in Marketing Management and Marketing Procurement and Sourcing.
In the presentation he discusses:
1. Scope of work setting and management
2. Agency remuneration models and trends
3. The challenges of a performance based remuneration model
4. Issues encountered during agency negotiations
5. Agency roster relationship and performance management
For business leaders developing a strategic approach to marketing, Layline Strategy is your ideal partner. Our
collaborative exercises ignite your team’s passion in order to differentiate your brand, build deeper relationships
with customers resulting in a stronger market position.
Managing a trusted brand in the oil & gas industry requires a variety of tools for understanding and successful implementation. This document outlines various Endeavor Management capabilities such as Brand Trust Measurement, Message Mapping, Sales Training and Culture Design.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Generate more leads, Close more deals, Expand reveneue in existing clientsJurgen Heyman
This infographic shares some ideas on how you can get organized to:
Generate more leads for your sales teams
Close more business
Expand revenues within existing clients.
Below C Level Strategy (a ChangeThis Manifesto by John Spence)Samuli Pahkala
Whereas C- level strategic planning is for people that ‘make’ budgets; below C-level strategic planning is for those of us that are given a budget. Folks at the C-level
make broad reaching decisions that direct people and departments across the entire organization, while those of us below C-level often have to focus on the few places within the organization where we do have impact, influence and some level of control. Luckily, the most important strategies for creating a highly successful organization fall into a handful of key result areas, most of which are completely within your control.
www.trinityp3.com
Mark Bowling, TrinityP3 Senior Consultant based in Singapore recently addressed the World Federation of Advertisers Sourcing Forum on the current issues and trends in Marketing Management and Marketing Procurement and Sourcing.
In the presentation he discusses:
1. Scope of work setting and management
2. Agency remuneration models and trends
3. The challenges of a performance based remuneration model
4. Issues encountered during agency negotiations
5. Agency roster relationship and performance management
For business leaders developing a strategic approach to marketing, Layline Strategy is your ideal partner. Our
collaborative exercises ignite your team’s passion in order to differentiate your brand, build deeper relationships
with customers resulting in a stronger market position.
Managing a trusted brand in the oil & gas industry requires a variety of tools for understanding and successful implementation. This document outlines various Endeavor Management capabilities such as Brand Trust Measurement, Message Mapping, Sales Training and Culture Design.
Fem camí. Guia de criteris de qualitat per a projectes de voluntariat ambientalXVAC
Aquesta guia, editada per la Xarxa de Voluntariat Ambiental de Catalunya (XVAC), té la finalitat de definir criteris de qualitat per a projectes de voluntariat ambiental, analitzar de manera global el panorama actual del voluntariat ambiental català, crear debat sobre el tema entre les entitats vinculades al voluntariat ambiental i esdevenir material de formació útil per a entitats i persones voluntàries.
Proceso de Autoevaluación en el Colegio Público Mercedes Indacochea Lozano, camino a la acreditación de la calidad educativa del Ministerio de Educación IPEBA, culminó con su primera autoevaluación con un informe y plan de mejora a implementar. http://www.youtube.com/watch?v=GKwlmOyR5K0
Introduction to Integrated Marketing Solutions (IMS)IMS
IMS is a leader in providing innovative solutions that ignite brand performance.
We are a seasoned team of Solutionists with the experience and expertise to improve the performance of brands and brand teams.
We simplify the process of developing solutions that matter. We bring proven methods and deep expertise to help clients tackle challenges in key areas that are essential to brand performance: Strategy, Activation, Transformation and Advisory Services.
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Four Feathers Management Solutions Ltd., Founded since 2012 is an Indian based professional management consulting company that helps small and medium enterprises to grow. We guide our clients to grow their business through top-notch business plans, creative branding and marketing solutions, events and promotions, attractive business proposals, financial projections and business presentations.
At Four Feathers, we help SME's fly to the top. We take care of all CEO's, Entrepreneurs and Business Owners to grow their business through our management consulting services and business opportunities across most industries in India and Abroad.
visit our website: http://www.fourfeathersgroup.com
Rilwood Associates is an international executive recruitment company with its head office in Leeds, West Yorkshire. We are part of a privately owned group with a multimillion turnover, one of the largest independent recruitment businesses in the country. We know the secret of our success lies in the continued development of our people.
Rilwood was established in 2003 by two successful and experienced recruitment managers, Ben Riley and Wayne Underwood. They envisaged a professional recruitment consultancy which was focused on its employees and committed to providing a truly consultative service.
The realisation of this vision saw Rilwood expand into larger offices in 2004, and continue to grow quickly over the following two years. New divisions were set up, including a very successful FMCG division and a training service.
At the end of 2006 the business moved to the current purpose built office, with capacity for 100 people. Today, in addition to Leeds, we also have offices in London and Halifax. We operate across defined markets with specialist teams recruiting in Healthcare, Engineering, Construction & Building Products, and FMCG. We have built an enviable reputation for delivering results in each of these markets.
Through our total dedication to client satisfaction, we have successfully placed over 4,500 candidates since 2003.
Whilst proud of past achievements, we remain ambitious to improve and grow further, and cement our position as the market leader in our field. By offering a fantastic level of service and providing a great environment for the people who work for us, we aim to continue to be the recruitment partner of choice.
2. 2
Research Led Sales Excellence
It’s at the core of everything we do. When you invest substantial time, money and
resources in sales improvement projects, you want to know you are implementing effective,
proven solutions. And yet how do you find the time to establish what works and what is
snake-oil?
Selling Interactions invests over 10% of its revenues on researching sales
excellence so that you don’t have to.We continually scan for best practices, emergent
trends, and research that informs our consulting and training. And our fact-based
methodologies ensure your initiatives are credible and most likely to succeed.
At the same time, it’s our philosophy that all work must be pragmatic, relevant and high
impact, because achieving the right balance between analysis and action can be an art form!
3. 3
Our Services
We offer the broadest range of sales solutions to help you and your organisation
become more effective in personal selling. These include consulting, implementation
coaching, training, and turnkey solutions where a multi-partner approach is necessary. We
stick to our knitting and advise you when it is best to involve other specialists to deliver a
truly sustainable sales improvement programme.
From Diagnosis, through to Design and Delivery, we are able to fully service your sales
solutions.
'Our project was led by Selling Interactions throughout, they quickly identified the "job
to be done" and by working with the team and the selected project leaders were able
to motivate and enthuse them.The project was concluded on time and in full with the
resultant sales process becoming a critical part of our monthly review, and is an
excellent management tool to review sales project overview.An excellent piece of
work.'
Richard Parnell, Director, BHJ UK Protein Foods Ltd.
4. 4
Our Global Team
Our team is passionate about personal selling. With over 22 international associates,
Selling Interactions is able to deliver programmes locally in 14 languages. Our
associates all sell actively and specialise in sales training or in sales excellence consulting.
They are chosen for having substantial experience in consulting and training, an excellent
track record, and the ability to work with both sales strategy and personal selling behaviour
continually in mind.
I am delighted with the support that Selling Interactions has provided to C&W over last couple of years. Their ability to understand
and indeed anticipate our needs is first-rate, and means that I can trust them to develop learning interventions that are right for our
people – fast-paced, focused, pragmatic and highly-interactive. The Selling Interactions delivery team have all then added value
through bringing their own experience and flair to delivery across EMEA, resulting in high levels of engagement in learners. This has
led to improved focus, discipline and consistency in driving business development through powerful client relationships.
Richard Pate, Director of Learning & Development EMEA Cushman & Wakefield LLP
5. 5
Sales Excellence Diagnostic (SED)
Where to start? Because there are many variables that can affect an organisation’s sales
performance, it’s important to clearly frame any sales improvement initiatives. Over 4 years,
Selling Interactions has developed a diagnostic that helps you do this.
The Sales Excellence Diagnostic is based on an extensive academic review of sales
best practice, cross-checked with in-depth practical experience of selling in
multiple environments. Version 5.0 of the Sales Excellence Diagnostic is based on 91
best practice elements that make a difference to sales performance.
15 vital areas of an organisation’s sales system are investigated, including for
example, lead generation, sales process, opportunity management, segmentation/KAM
approach and information systems strategy. The output of the diagnostic will give you a
clear mandate for change and a perfect start point for improvement projects
“A CSO Insights survey by Dickie &Trailer (2004)
reported ‘dismal’ pipeline analysis in many
companies”
6. 6
Consulting Services
Sales Improvement Projects
Understanding the core activities that lead to a successful sale in your context is key to designing training,
managing progress and developing forecasts. Linking this to an effective customer journey ensures client
satisfaction is central. Our methodology enables highly relevant sales processes to be developed that are
owned by the sales team
Sales Force Excellence
Using our databank of sales specific and diagnostic approaches we are able to implement pragmatic
programmes focusing on lead generation, organisational design, SFA, adaptive selling, FLM Coaching,
sales-marketing interfaces, CRM specification and other areas to suit your needs.
Performance Management and Reporting Frameworks
Understanding the real revenue driving activities and their improvement opportunities is vital for sales
people and managers to progress and improve. Having line of sight visibility and consequence
management is critical for true performance management.
Segmentation & Key Account Strategy
Development of portfolio analyses, tools and templates, directly relevant to your context to give clear
direction to the segmentation and management of your strategic customers, including the vital alignment
of internal stakeholders and organization.
7. Trainer
briefing
2
Sales Training
How do you ensure sales training ‘sticks’? Many sales people groan when told they
have to attend “another training course”. Perhaps they have a point.
We believe that standard off-the-shelf programmes are dead.Whilst some are very
good, they rarely get firmly embedded into the fabric of an organisation, they often suffer
from poor “internationalisation” and the content is only superficially customised.
Our approach takes more work upfront, but guarantees much more sustainability of
results. Taking great care at each stage of the training value chain, and applying solid change
& project management principles, Selling Interactions’ global consultant team will make sure
you achieve maximum, sustainable impact. And just like a supply chain, we will help you
optimise your own training value chain to avoid it costing you the earth.
Materials
localisation
“In 48% of the cases where a sales process exists,
it is not used by the salespeople.”
Sandler Sales Institute survey - 2008
Programme
delivery
Business
Strategy
Programme
Design
Programme
delivery
Strategy
Execution
Programme
objectives
Trainer
briefing
8. 7
Our Philosophy
We recognize that you are the experts in your business: Our role is to lead you to reflect on
how to improve what you do by application of intelligent methodologies and practices. In all
assignments we do our best to apply these ground rules:
•Empowerment (we make your team the stars of the show)
•Research led (we value high quality fact-based insight )
•Impactful (we seriously stimulate thinking, behaviour & practice)
•Right-sized (we design the minimum cost project to achieve the result you want)
•Execution focus (we always keep practice and results in mind)
•Results and people (excellence and high motivation are interlinked)
•Global insights (local language delivery and international collaboration)
9. 1
Selling Interactions Limited
2nd Floor – Quayside Tower
Broad Street
Birmingham
B1 2HF
To find out more contact us:
T: +44 (0) 121 277 4642
E: info@sellinginteractions.com
W: www.sellinginteractions.com