SALES EXCELLENCE

LEADS. ACCOUNTS. VALUE.

Generate More Qualified leads.

Increase Your Sales Team's Effectiveness.

Differentiate Successfully Against Competition.

For senior sales leaders, revenue and market share growth, customer retention and new business acquisition are key to making a positive impact in the organization. But the challenges appear to remain - Are we generating enough leads? Are we closing enough deals? Is the competitive offering too hard to match? The price of the competition too low?

 

A recent survey by MHI Global revealed the following top priorities for sales leaders to achieve their revenue and growth objectives. The top objectives that emerged from the study  - Capturing New Accounts, Increasing Sales Force Effectiveness, Optimizing Lead Generation - were as any company would expect out of their sales team. 

However, further research on the challenges/ barriers faced while trying to meet the Sales Objectives were many. The most common reasons - Inability to generate enough qualified leads, inability to differentiate successfully, selling cycles being too long, close rates being lower than targeted and so on - are actually common across industries and geographies . 

At 1TEAM, we have faced and understand these challenges and have developed expertise in helping organizations to address and overcome them. We help our customers with Sales Techniques guidance, tools and processes overcome their sales execution challenges and move them towards achieving their sales objectives.

 

The MHI Global Sales System Framework

 

Central to our analysis and sales transformation recommendations is the MHI Global Sales System Framework, which keeps the ‘Customer’ in focus and analyses current state, current gaps and improvement initiatives in the following areas…

1. Customer Management

  • Managing Customer Relationships, Key Account Management and Planning

  • Creating Opportunities – Lead Generation, Sales and Marketing Alignment

  • Managing Opportunities – Sales Pipeline Management, Forecast Accuracy

2. Business Management

  • People skills and Organization structure

  • Sales Operations and Sales Technology (CRM systems)

  • Sales Management Execution Gaps and required Capabilities

3. Strategic Analysis and Decision Making

  • Go-to-market and Territory Planning

  • KPIs and Performance Monitoring

We help customers identify key areas in their sales system that needs capability building and intervention. Using MHI Global’s Sales Performance Meter surveys (short and high impact questions) we identify the gap areas and help build prioritized Capability Development Roadmaps and Transformation Plans that cut across organization structures, people, processes and systems.

We also develop detailed Sales Enablement Plans to address specific gaps around Sales Methodologies, Process, Content and Context Training and Coaching

 

The primary areas we help our customers are:

 

Large Account Management Program (LAMP)

Large Account Management Program® is a framework for breaking down a very “large” strategic account into more manageable “Fields of Play”. We have a 2-day program on Large Account Management Program (LAMP) which helps the participant develop an understanding and the ability to apply a collaborative engagement and development process between customer stakeholders and sales organization. The key outcomes are:

 

  • Protection and growth of sales revenues

  • Highlighting cross-sell opportunities

  • Stronger focus on account’s business direction/strategy

  • Reduced competitive pressure

  • Strengthening of relationships and openness with your customers

Managing Sales Opportunities - Strategic Selling

Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. In our 2-day program on Strategic Selling, sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer's organization. Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with a low probability of success. Organizations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers. The key outcomes are:

  • Secure approval from multiple decision makers.

  • Navigate the internal bureaucracy of customers and prospects.

  • Gain more visibility into the status of important sales opportunities.

  • Allocate resources appropriately for large sales.

  • Improve team collaboration to pursue strategic opportunities.

  • Forecast revenue with greater accuracy.

  • Increase close rates for opportunities with long sales cycles.

Managing Conversations – SPIN

SPIN® Selling is a research-based, advanced questioning skill program that combines SPIN Selling’s proven methodology with today’s best-practices in B2B selling. The 2-day interactive classroom program on SPIN Selling was developed after speaking with sales professionals globally about how to solve their most difficult challenges. SPIN® Selling integrates in-depth exercises, drills and activities, giving participants opportunities to acquire and practice new skills. Online manager-led and individual reinforcement modules and assessments help sharpen and elevate sales aptitude beyond the classroom experience.

 

SPIN® Selling is designed for all sales professionals and leadership (C-suite executives, vice presidents, managers, directors) who want to:

  • Shorten their sales cycles, strengthen customer relationships and improve their sales effectiveness

  • Find ways to differentiate their offerings from the competition, even in a commodity environment

  • Sell to senior executives, buying committees, and end users – often at the same time and in the same account

  • Present their offerings with high impact, avoiding “feature dumps” and discounting

  • Make credible sales calls at senior executive levels

  • Tackle goals related to pipeline growth, funnel management and customer retention

Managing Conversations - Conceptual Selling

Conceptual Selling® focuses on the process of building up customer orientation and planning for optimizing each and every interaction with the customer. Good selling begins with asking relevant, dialog-producing questions, and listening. Without first understanding the business obstacles a customer is facing, it is impossible to qualify the opportunity or propose an effective solution.

The participants of our 2-day Conceptual Selling workshop learn how to:

  • Apply World class Consultative Selling Skills methodology in the context of your real life Sales situations

  • Leverage a unique, proactive questioning process to understand customer’s business priorities and requirements

  • Position your company more effectively by utilizing your unique strengths

  • Identify why a customer “won’t commit”—and what to do about it

  • Distinguish between an objection and a basic issue and learn how to overcome them

  • Position yourself confidently with senior executives

  • Define realistic expectations for sales call outcomes

  • Establish credibility with every buyer, every time

 
 
 

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