Develop Winning Sales Strategies

I strongly believe that the abiding characteristic of a successful strategy is simplicity. KISS – Keep It Simple Stupid, like most clichés, is firmly rooted in truth, and over the years this has been proven in every walk of life. By utilising a number of simple techniques, you can improve your sales success rates, reduce your cost of sales and increase your profitability.

• Is your Sales Strategy truly doing you justice?
• Are you focussed on the markets you can succeed in?
• Are you targeting the right prospects & opportunities?
• Are you prosecuting the best and most winnable bids?

I will critique your existing strategies and work with you to evolve these into winning strategies and where desirable, develop new strategies.

In addition to your overall sales strategy we will look at Sector Strategies, Line of Business Strategies and both Customer and Prospect Strategies.

And we mustn’t forget individual bids. I run regular bid clinics and I red-team bid documents. Every bid that leaves your company must be given the best chance to win you the business. I will use simple tools and techniques to ensure the following:

• You have the best solution
• You understand the competition
• You can identify and articulate your USP’s
• The timescales are appropriate
• It isn’t too small or too big for your organisation
• Need, authority and budget are established

Following the detailed qualification, I can then red-team your bid from a dispassionate position, as if were the customer, to ensure that it actually makes sense and addresses the questions. It is a common circumstance that the team gets too close to the bid and can easily lose sight of the original objectives.

Grow & Develop High Performance Sales Teams

How fit for purpose is your sales organisation?

Is the structure best suited to success in your markets?

Are your people:

• The right calibre?
• Properly trained?
• Adequately supported?
• Displaying the right behaviours?
• Do you have a Sales Culture across your Organisation?

For the past 30 years, I have recruited, training, developed and led high performing individuals and have built very successful sales teams, and I would like to share my skills and knowledge with you to ensure that these questions  are not only adequately answered, but that your organisation can readily move to the next level.

Break into New Markets e.g. Public Sector

If you want to break new markets, it is essential that your strategy is designed to fit your aspirations and capability. Many companies have fallen at this fence because they broke the basic rules, some of the most important of which are:

• You take a realistic approach which fits within your capabilities.
• You ensure that your people, and by that I do not restrict this to the sales teams but to the entire company, have a proper awareness of the industry you wish to enter and that they receive the correct training, so that they truly understand the customers’ needs.
• You manage your expectations and don’t expect quick results. Of course, it is imperative that you look for “low hanging fruit” and achieve some early wins.

The Public Sector is often seen as a desirable market, particularly as it is often buoyant when the Private Sector struggling, as Governments traditionally invest in the Public Sector to get the economy moving in times of recession. However, it can be a long and costly process breaking into this market,so you have to weigh up the potential lomng term benefits against the shorter lost opportunities.

Win “Big Ticket” contracts

Chasing Big Ticket contracts is always appealing but it can be time-consuming, devour resources that would be better applied elsewhere, and ultimately disasterous to the overall wellbeing of the company. Even winning can be detrimental to the company if it means that expensive and scarce resources are diverted from the bread and butter business. However, winning can mean that the company can move to the next level, build critical mass and improve the long term prospects of the company. To achieve this, we will:

• Implement strong qualification processes
  
• Work with you to develop robsut bid strategies & evaluation
• Develop the politics of the sale
• Ensure that you have the capacity to deliver
  

Develop high levels of Customer Satisfaction

As previously stated, we believe pasionately that successful business is built on strong Customer Relationships. As a National Assessor for the prestigious Sunday Time and Management Today Excellence in Customer Experience Awards, I have seen what excellent looks like and, believe it or not, it isn’t that hard to achieve, provided that the culture of delivering excellence courses through the lifeblood of your organisation. I will work with you to:

• Develop a customer centric culture
• Build and sustain strong symbiotic relationships with customers
• Maintain long term, loyal customer relationships
• Turn customers into advocates
• Deliver your promises