Revenue Acceleration Services Overview

Click a section to expand or contract it

Discovery

The Service

• Interview a few:
  • Key internal people
  • Happy customers
  • Prospects who did not buy

• Review:
  • Website
  • Collateral
  • Sales tools
  • Customer feedback
  • Recent campaigns
  • Metrics tracked
  • Competitive sites
• Make recommendations re:
  • Improving Sales and Marketing effectiveness

  The Benefits

  • Create and implement a plan to address high-payoff issues
  • Tailor all interventions for the specific situation

  Measures of Impact

  • Improved return on sales and marketing programs

Market Penetration

The Service

• Management session to align on:
  • Target market
    
  • Value Proposition
    
  • Sales-Ready Lead criteria
    
  • Accelerating the sales process via human and online interaction, sales tools,
    
  • Metrics to drive results
    
  • Action Plan
    

The Benefits

• Capture market window of opportunity
• More effective Sales and Marketing campaigns- that support organizational goals
• Improved coordination and efficient use of resources

Measure of Impact

• Better Return on Sales and Marketing programs
• Higher Close Ratio
• Shortened Sales Cycle
• Market Share growth

Sales Effectiveness

The Service

• Fine-tune Sales Milestones based on buying behavior
  
• Sales (2.0) methods and best practices to accelerate sales productivity and results
  
• Optimal use of human and online interaction
  
• Build new methods and tools into the sales process
  
• Sales team readiness, including Sales and management training, to respond to opportunities quickly and effectively

The Benefits

• Accelerate the sales process
  
• Improve sales and marketing efficiency and effectiveness

Measure of Impact

• Shortened Sales Cycle
• Improved conversion ratios, including close ratio
• Lower Cost of Sales
• Better Return on sales and marketing programs

Sales Tools

The Service

• Recommend online/offline tools for each  milestone in the sales process
  • Web presence
    
  • Demand Generation
    
  • Sales collateral
    
  • Product demos
    
  • ROI tools
    
  • Social networks
• Leverage current content to maximize return on investment

The Benefits

• Sales tools speed the buying/sales process
• Less time spent by sales creating sales tools
• Customers are happier with their buying experience

Measure of Impact

• Shortened Sales Cycle
• Win incremental deals
• Lower Cost of Sales

Performance Management

The Service

• Manage successful adoption of new sales and marketing strategies, methods and tools
  
• Ensure your people have the necessary support (resources and training)
• Track behavior, sales and web results vs. key metrics and fine-tune approach to drive success

The Benefits

• Accelerate the adoption of key strategies, methods and tools
• Improve sales and marketing efficiency and effectiveness
• Ensure metrics support achieving intended results

Measure of Impact

• Ensure new tools and approaches are adopted
  
• Improved execution of market penetration plans
  
• Progress on critical metrics

Plan Implementation

We support you and your team in successfully implementing your Revenue Acceleration Plan- using the new methods, tools and metrics to produce your intended results.