Can Your Sales Force Sell Ice Cream to Eskimos? Neither Can Your Competitors.
And they don’t have to. That’s because for every sales person who can, there are nine others who can’t. Yet some companies win and others falter. Why? Sure, talent is important, but it comes down to following a well designed sales process.
| “With discipline, sales is easy. Without, sales is the hardest job in the world.” |
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PLAN: Sales Acceleration Kit (SAK)
Football coaches celebrate when their linebackers sack a quarterback. We celebrate when our clients SAK their prospects. The Sales Acceleration Kit contains your whole sales process in a single package. How do you prospect? What makes a lead qualified? How do you prepare for that first meeting? What are the key questions? How do you give a demo? Quote? Propose? Negotiate? Close? Build? You may know these things down cold. But does your team? You might be surprised.
Before you start the fancy footwork, get the fundamentals down.
EXECUTE: Customer Relationship Management (CRM)
Admit it. You dread CRM, like a trip to the dentist. You wish it’d go away, but it’ll hurt worse if you ignore it. CRM done well brings clarity, power and order to sales, customer care and market intelligence. Done poorly it is a really expensive contact management system.
SFCG’s CRM practice centers on getting the most of CRM for the least amount of effort. Using best practices developed with real live sales people we’ve managed to turn CRM nightmares into sales successes. Keep everyone on the same page in less time with streamlined process. That’s the CRM promise. We make it your reality.
>>Click here for more information on Siebel CRM OnDemand.
MEASURE: Win/Loss/Stall Analysis
Everyone loves to celebrate their wins. But who likes to dissect losses? No one. It’s too painful. And the stalls? Why worry about them, they’re going to close any day now, right? Sure.
Analyzing wins, losses and stalls does not have to be a witch hunt. It should be a chance to improve your game plan. Our researchers can build a Scoreboard Report™ that will spot strengths, weaknesses and trends based on first hand interviews with your customers. You’ll know the score. Take corrective action based on the facts.
