Your business-to-business sales process is how you systematically “manufacture” your customers and prospects. Through a series of specific steps, you discover promising prospects, engage them, and ultimately convert them into long term repeat customers. Using defined steps during this process vastly improves the predictability of the outcome, and the likelihood of closing. There are numerous other reasons for using a documented sales process and they include a.o.:
Whether your sales process is complex, different per division or geography, nonexistent or somewhere in-between, we can help you create or customize a sales process that fits your business needs.
You know as well as anyone that B2B selling is not like it used to be. More hoops to jump through, more buyers in the process, international customers with diverse needs and customers who expect even more from their existing partners. Now more than ever, preparation and a consistent approach is required to make the sale and build a long-term relationship to reach the customer in a way that inspires them to buy from you, and buy from you for a long time.
Instead of just having whole sales teams on training to learn about account planning templates, our strategic account planning pogram assists your sales and services teams for strategic large accounts to:
As a result of adopting this process, account managers will craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability. Furthermore your account teams will avoid being surprised by the loss of key accounts and deals within key accounts.
Our process uses Strategic Selling and Large Account Management Process by Miller-Heiman, SPIN Selling Coversations by Neil Rackham, and numerous other methodologies depending on customer requirements.
Nowadays, large public sector organisations and businesses frequently outsource major projects to external suppliers who can deliver a required outcome using their expertise.
Clients approach us because they don’t have the time, resources or skill set to produce the best quality tender submission for their company. This doesn’t mean that they can’t deliver the contract. It is in fact quite the opposite, with many clients being very well placed to supply the work. It is portraying their strengths and competencies in the bid for the contract that is the tricky task. It requires specific commercial, project management, presentation, financial, and communication skills, and this means that outsourcing your bid management function is a proven methodology for when a business critical, “must win” RfP lands on your sales manager’s desk.
An experienced bid manager will assemble your teams around the bid process and will analyse the RfP, deconstruct the RfP questions, develop the bid strategy, delegate and project manage the deliverables of the individual bid team participants and will ensure a structured response with compiling evidence and supporting documents. All of these contribute to assembling a winning response for your organisation.
It may also be more time effective to outsource your bid to a professional writer who will be able to complete the submission in a shorter time frame due to their experience and skill. This is often the case in last minute submissions where organisations don’t have the resources to complete a bid successfully in a short time frame alongside their every day job duties. This might mean it is also cost effective for the submission to be completed externally, with members of the organisation being allocated to other projects and therefore spending time more efficiently.
Outsourcing submissions to an external bid writer allows someone outside the organisation to provide a fresh pair of eyes and new ideas. Managing a bid is never an easy task: sometimes this can prove a lot simpler for an external bid manager who is able to identify weaknesses and fully supervise the process.
Having another person to assist or lead your bid can also ease the stress of the whole process. This in itself relieves pressure for staff and means resources can be allocated elsewhere instead of spending time worrying about the bid!
When it comes to actually writing the bid, we can be as involved as you would like. This ranges from managing 100% of the PQQ or tender, to partial bid writing and reviewing, where we work alongside your bid team to offer our suggestions and improvements.
When people and resources are both scarce and expensive, every investment in your sales force and the teams that support the sales force must count. For any organisation, the sales force is a major growth engine and a critical source of market feedback. It is also a substantial investment and one that can rapidly grow out of control. Stimulating the sales force while simultaneously controlling costs is a necessary but elusive balance.
Our program is based on extensive experience from managing national and international sales teams and assisting B2B2B and B2B2C organizations with implementing a growth engine called sales teams. The extent of our program is defined by the size of the organization but the main element of our program always contain:
It is painful when you see some people in your sales organization succeed brilliantly, while others fail miserably. It is especially painful if you cannot leverage or replicate that success through your training and development efforts.
Our sales talent assessments will help you better understand the state of sales talent in your organization, enabling more precise and accurate decisions in hiring, onboarding, and development.
As part of our assessment we can provide advice about the end to end performance management process that consist of objective setting, performance feedback, performance evaluation, performance improvement plans, and 9box sales team performance evaluation.