Our team helps you develop a sales and marketing strategy and sales process that results in a sustainable sales funnel of potential clients, customers, members or patients:
- Target customer definition: the market segments your sales and marketing initiatives will reach
- Lead generation: Surfacing prospective customers who match your ideal customer profile
- Lead qualification: “Screening in” just those leads with a valid interest, intent, and ability to buy
- Lead development: Nurturing progressive buying signs throughout the sales cycle
- Removal of sales friction: Anticipating and preventing common sales objections that delay or prevent buying
- Conversion: Finalizing the purchase and closing the sale
With the right sales and marketing strategy and sales process, you don’t have to worry about wasting time and money on grand schemes, “bluebird” and “moonshot” deals that never close.
We work with clients to develop practical sales strategies in these areas:
Channel strategy
- Identification of opportunities to form relationships with like-minded businesses or non-profits that help you increase awareness within a particular customer segment
- Strategies that help you sell through other organizations or businesses, rather than (or in addition to) inbound sales strategies, your own direct sales force, etc.
Prospecting
- Lead generation strategies tailored to your product, target customer and overall business goals, whether that’s local or global
- Lead qualification criteria and methods to efficiently and effectively apply them to large numbers of prospective customers
Solution design
- Needs assessment/problem identification and sales presentation – working through a solution and addressing anxieties, etc. (“Objections”)
- Matching what you can do to their problems
Sales friction analysis
- Identifying all of the anxieties, concerns, worries and other obstacles that prevent or delay a purchase decision, from concerns about whether your program will work for them to budget considerations
- Identifying specific ways to eliminate each source of sales friction from your sales process
Sales proposal and negotiations
- Pulling everything you’ve agreed on into a formal, professional sales proposal that continues to sell on your behalf as it circulates through your potential client’s organization
- Preparing your negotiation strategies in advance to protect your profit and ability to deliver on your promises
