Sales Renovations focuses on 9 critical areas, delivering manageable, transformative, and quantifiable revenue growth
Opportunity Assessment
Winnable deals, worth winning at customers worth having. The ability to manage deal flow quality and sustain the discipline for experience to triumph over hope is central to sales success at management and individual levels. We help develop add implement
- Consistent application of selection criteria
- Deals prioritization by deal quality on a consistent basis
- Deal quality heatmapping
Pipeline Management / Forecasting
- Our unique process captures a consistent, three-dimensional, phase gate view of deal progression. Sales Renovations shows how to capture:
- Vendor selling process
- Customers buying process
- Customer enthusiasm
- Buying role activity
- Opportunity Events
Lead / Opportunity Conversion
- Sales Renovations focuses on a consistent strategy to turning each lead and opportunity into a long-term asset. We recommend:
- Filtering deals, customers and competition for quality
- Customizing strategies for lead assessment, management and disposition
- Identifying and using buying intent indicators
This is how top management stays focused on what matters, no mater when its due.
Reporting / Sales Analytics
- 10 largest deals in the pipeline, no matter when they close or what stage they are at – to maintain continued visibility
- 10 largest expected to close this month and this quarter for revenue management
- Closed and future deals for month /quarter for complete revenue visibility
- 2nd order derivative data –ratios – provide deeper insight into performance and the relationship between inputs and outcomes, especially when trended. Examples include
- Activity trends – calls / meetings / email against results
- Salesperson / Territory / Enterprise comps of activity to sales progression and closes
- Individual’s sales stage durations against enterprise averages
- Individual closes to activity ratios against territory averages
- Individual % attainment against territory and enterprise attainment over time
- Territory % attainment against enterprise attainment % over time
Sales Management
We help ask (and answer) What is the real added value of your sales management?
- How much sales management is clerical and spreadsheet work?
- Do you have a go to market strategy?
- Can you articulate it to your sales team?
- Can your team articulate your value proposition to your customer?
- Are you using CRM data to drive sales improvement?
- How well are leads integrated into the sales process?
- How are you tracking lead and opportunity conversion?
- How well are you tracking and leveraging deals you lost with customers you want?
- What percentage of your day is training, coaching and motivating your team?
- What percentage of your day is spent on everything else?
- What and how are you communicating to senior management?
- Are you in control of your results, or just responsible for them?
- Do you run your process, or does it run you?
Sales Process and Technology
The Sales Renovations team works with you to seamlessly incorporate the insights of sales methodologies directly into your daily routine. We do this without giant methodological efforts that go nowhere, cost a fortune and are a giant distraction.
Properly done, it requires less day-to-day effort than the current process from the sales team and sales management yielding transformational visibility, accountability and results improvements.
Don’t believe it’s possible – try us. Half an hour will change your mind.
Client Engagement
There are specific, quantifiable techniques to Client Engagement. We capture key metrics on your client engagement, measuring client engagement using CRM data
Email / Search Strategy
Blanket email to generate leads and opportunities do not work and create can create brand antipathy and negative social media affect. Having nothing to say and saying it is not the best way to establish relevancy with your clients.
Better establish brand awareness and value through email (did you know…, regulations have changed…, industry best practices are …. your competitors are doing ……) save the selling for when they call.
When your clients need a product or service, they search for it to educate themselves. If you publish something relevant and interesting you educate your customers in your solution vision.
Once educated, when they search for solution providers they pick providers they recognize as having value. Let us help integrate email and search with your goto market strategy to turbocharge results
Social Media / Brand Alignment
There are hundreds of social media outlets. Your clients, employees and partners are all active on more than one of them. Linked In has thousands of large groups and hundreds of thousands of small ones, same for Facebook.
Do not underestimate the power of a coherent media presence across all groups, platforms and participants for affect your results.
