What We Do
We bring broad experience driving profitable revenue growth from work with hundreds of companies using a range of techniques and analytical toolsets. With multiple sales effectiveness and channel strategy projects in progress at any given time, we are also always aware of the latest developments in best practice and technology and attuned to how macro trends and developments are influencing commercial organizations and their target buyers across industries.
Our Expertise
Sales effectiveness diagnostic
Evaluate sales force capabilities and performance; compare findings to benchmarks (competitors, other industries, best practices) to identify and prioritize improvement opportunities.
Market assessment and sizing
Estimate size and growth trajectory of the market for the client’s offering as well as relevant segmentations; assess competitive landscape to ensure sales resources and investments are focused on meaningful, achievable potential wins.
Needs-based segmentation
Develop segments based on typical needs and purchasing behaviors to tailor the customer engagement model across segments, and to inform the design of the sales organization.
Lead generation analysis
Review primary lead generation sources, analyze performance and cost per lead, compare with industry and competitor benchmarks, and develop recommendations to improve lead sourcing and lead quality.
Sales organization design
Construct operating models, organization structures, coverage models, channel strategies, and supporting enablers to organize resources to effectively and efficiently pursue identified opportunities.
Sales tool design
Define core needs for sales tools and enhancements and data visualization, define requirements, build/test custom solution or assist with vendor selection, build implementation plan, provide change management to ensure adoption and desired outcomes.
Sales transformation
Plan and execute each stage of the transformation roadmap covering transition to new sales organization model, creation and improvement of sales enablement supports, and implementation of performance management systems to support the change and deliver the impact.
