-- Process Improvement We will evaluate and analyze your current selling and customer interaction processes to help you determine potential areas for improvement that will have an impact on revenue generation; -- Training We train front-line professionals, particularly those whose job is to acquire customer relationships and generate revenue, in new skills and behaviors to achieve the results you're seeking; and, -- Software Solutions We provide software solutions to reinforce the new skills, behaviors, and strategic focus covered in the training programs that will provide long-term impact on your results and your organization.
Our products and services may be used as a collective solution or you may choose to focus on any combination. Our goal is to help you get the results you've targeted in whatever manner is most appropriate for your organization.
Consulting services are used to define, evaluate, refine, and reengineer the sales cycle and related business processes to help you achieve optimum results. Some of the typical engagements include...
Sales activity audits;
Sales force evaluation;
Sales cycle and process analysis;
Prospect/Target/Customer profiling;
Value proposition definition, development, and refinement; and,
Customized training or software development.
The purpose is to help you define how to help you and then to customize the training materials or software products to fit the specific needs or requirements of your organization.
Training is for improving the skill level, understanding, efficiency, and performance of your staff in your defined sales cycle. By introducing a systematic approach for sales and business development, the front-line people always know where they are and what to do next -- no matter what happens - during the sales cycle.
The concept of a strategic focus on their sales activities is introduced to separate them from their competitors. There will be no more "checking in" or "glad handing" sales calls. They will make calls with a purpose... demonstrate value at every step of the way... become a resource for their customers. They will learn how to quickly qualify their targets and spend time -- the right time -- with the people who are making the decisions.
There are 3 major areas which are part of the SalesNavigation training -- Building Blocks, Finding Customers, and the Decision Cycle. The Building Blocks provide the foundation for motivation, human interaction, understanding ourselves as well as others, and methods for achieving whatever we want in our lives. Finding Customers provides new ideas and methods for getting in front of more people -- the right people -- where to find them, and getting invited to meet with them. The Decision Cycle is a systematic approach to quickly qualify and close business with the prospect or customer committed to make it happen.
It's not just techniques... it's also the attitude and behavior to make it happen. All of the programs can be custom tailored to meet your very specific needs or simply modify modules to yield the greatest value to you.
There are software products and solutions to help front-line sales people automate, reinforce, and improve the information flow and decision quality throughout the entire sales cycle. These products not only reinforce the training the front-line people have received, they guide their progress through the sales cycle -- from getting invited for appointments to closing the business.
One of the products is designed to evaluate and navigate through the sales cycle. By using a set of graphical indicators, users are guided through the process from task to task, seeing their progress indicated as they enter key information throughout the sales cycle. Again, it reinforces their strategic focus and will even forecast the business (how much and when) for them.
Another of the products is a pc-based software product to help sales people with telephone calls in order to get invited on appointments. No more begging to "drop by." They appear very professional but not the stereotypical sales person making a telemarketing call.
