Areas of practice:
These are the three main areas of focus, which can be carried out as one off workshops (virtual or F2F) or as part of an onging engagement.
Define:
The first step to success is defining the strategy and to achieve that we need to explore and answer the following questions:
What are the short medium and long term goals of the Board/Shareholders?
Do the current solutions and offerings support those goals?
Does the company’s current market position support those goals?
Is the market place defined and going in the same direction?
What company and market place analytics are available to support the above?
SWOT analysis of the above
Interactive feedback session
Engage:
A sales strategy on its own won’t succeed without the whole company being onboard and on message so being able to answer the following questions is vital.
Are the shareholders and directors aligned?
Is the leadership team united and engaged?
Can the the senior stakeholders clearly articulate the strategy?
Do all employees clearly understand the plan?
And do they know the part they need to play?
How will the market place be engaged?
Do you have the right sales team in place?
Have they had the right coaching and training to ensure success?
SWOT analysis of the above
Interactive feedback session
Train:
A great strategy with an engaged workforce still needs a highly skilled sales team to ensure success! At Future Consulting we will firstly assess the team and hire where appropriate and once the right team is in place we will train and coach them to go from “good to great”.
Great sales people are always looking to execute the following 3 steps:
Teach customers something new and valuable about how to compete in their market.
Tailor their sales pitch to resonate with the decision-maker’s hot-button issues.
Take control of the discussions around pricing and challenge customer’s thinking around the problem
They achieve this by:
Leading with their unique strengths, to ensure the client wants to buy from them over anybody else.
Consistently challenging the customer assumptions, and getting them to see the problem from a different perspective.
Giving the customer a strong and compelling call to action with an associated urgency.
Being industry experts with key insights into the customers market place and its challenges.
As well as the above we will also cover:
Value lead selling
C suite selling and positioning
Pipeline management
Market assessment
Account planning
Client meeting engagements
Additional Services
Although a clear board led strategy and a motivated sales and marketing team are essential in any company, there are other key areas that often need addressing such as having a clear message and brand identity to set you apart from the competition in an ever-crowded market, as well as being able to measure how engaged your workforce is at any given moment. Future Consulting can assist with these and other areas directly and through Associates.