implement programs and processes that increase revenue volume and velocity
Drive More Revenue
With over forty years of sales and marketing experience driving profitable revenue, we've learned that successful go-to-market programs begin with tactical marketing activities and end with integrated sales processes. After all, it takes both sales and marketing to drive revenue.
That's why our demand generation programs always include both a sales and marketing component.
We develop and integrate creative sales and marketing tactics that generates leads and increases pipeline velocity.
We develop sales tools and collateral to guide sales efforts and influence prospect interaction and decision making.
SALES PURSUIT TACTICS
We implement effective sales processes transform skills that combine consultative and value-based sales methodologies.
Demand Generation Campaigns
there's no shortcuts but there are fast tracks
From Prospect to Customer
Our demand generation programs take an integrated approach, leveraging multiple channels and touch-points to create interest and engage with prospective customers.
To ensure sales ready leads fill the pipeline, we build qualification procedures into each phase of a demand generation strategy . We integrate sales enablement tools and sales methodologies to accelerate the flow of leads through the sales funnel to generate revenue faster.
The secret to effective demand generation campaigns is to integrate sales and marketing at every stage of identifying prospects and turning them into customers.
That's precisely what we do.
The Integrated Sales Development Process
The Moving Parts of an Integrated Demand Generation Campaign
For maximum impact, we integrate our content, digital, and email marketing programs with our sales enablement and sales process programs to provide a complete arsenal of tools and techniques. We strike a balance between in-bound and out-bound tactics to maximize campaign effectiveness. Using customized templates, content, and conversational scripts, we enable proactive lead follow-up that opens up meaningful sales conversations and accelerates revenue generation.
CONTENT. DIGITAL. HUMAN.
The 2-Sides of Revenue Acceleration
Our integrated demand generation campaigns have two sides. The first is based on proven marketing best practices. We define the target market and create awareness programs to stimulate market interest, connect with prospective customers and produce marketing qualified leads. But we're not done.
Our campaigns have a second side. The flip side includes tactics and qualification methodologies that turn those marketing leads into sales qualified leads, ultimately opening a valid sales conversation. From there our campaigns employ sales pursuit strategies and sales processes that accelerate the movement of qualified prospects through the sales funnel to generate revenue.
COMMUNICATE. ENGAGE. ACQUIRE.
equip your sales team for success
Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.
Why Sales Enablement ?
Executive buyers tell us that only 20% of the salespeople they meet with are successful in achieving their expectations and creating value.
Only one in four of these salespeople get agreement from executive buyers to meet again.
Sales enablement is about preparing customer-facing teams to interact with buyers in a meaningful way that buyers will value. But it's not a one-size-fits all proposition. Successfully communicating with executive-level buyers is quite different from interacting with procurement-level buyers.
We provide innovative tools, processes and methodologies to guide your sales team in winning more business by communicating value and differentiation in clear, consistent, and compelling ways. We develop value-based content in the form of sales collateral and sales aids to fortify sales processes.
The bottom line is that sales enablement guides effective go-to-market execution.
Sales Pursuit Tactics
processes and skills to increase win rates and shorten sales cycles
Selling in the 21st Century
The way customers buy has changed from the way many sales organization have grown accustomed to. There was a time, not so long ago, when buyers welcomed help in finding solutions to identified problems. In some cases, they even sought help in identifying their problems and needs.
But today, buyers have become much more independent, The digital age puts vast amount of information at buyers' fingertips about products, services and vendors. Buyers a quite adept at identifying problems and investigating solutions. As a consequence, buyers seek much less help along their buying journey and have developed barriers restricting vendor interaction. In fact, many industry experts attest that the buyers journey is between 60-75% complete by the time they contact a vendor.
Two-Thirds of the Buyer's Journey is Completed before Engaging a Vendor
TODAY'S BUYER JOURNEY
The challenged faced by vendors is engaging with buyers earlier in the buying process to have greater influence during the buying process. Our integrated marketing processes combined with transformational selling skills are used to engage prospective customers earlier to become a trusted and valued resource.
WE HELP COMPANIES ENGAGE WITH POTENTIAL BUYERS EARLIER IN THE BUYING PROCESS
Differentiate the Way You Sell
The way you sell can be a differentiator in highly competitive selling environments. It's becoming difficult however, to rely on a consultative or solution-based sales process to separate yourself from competitors as the adoption rate of these methodologies increase.
We help companies develop and implement advanced sales processes that do differentiate them from competitors by including value-based components into each phase of a consultative approach. It's more than demonstrating the tangible and intangible value of your market offering. It's about getting connected with the buyer earlier and adding business value to every stage of the customers' buying journey to become the preferred choice when it's time to make a buying decision.
WE HELP COMPANIES IMPLEMENT A VALUE-BASED CONSULTATIVE SALES METHODOLOGY
Two Fundamental Questions
Your Buyers are Asking
Our sales and marketing processes and supporting skills facilitate prospect interaction during all phases of the buyer's journey, not just in the later phases when they typically invite vendor participation.
Should we make a change?
Buyers begin their journey making go/no-go decision; analyzing if they have an investment-worthy problem that needs to be solved. It's here where deals often stall and even fade away. Using value-based tactics, we help companies become more active in the buying process earlier, positioning them to have greater influence and keeping deals moving forward.
What vendor should we use?
Later in the buying process competitive pressures mount as the buyer begins their vendor selection. Value-based tactics change from the earlier phases, but they are no less important. Here our processes and tactics are used to demonstrate your differentiated value and separate you from competition.