We offer a series
of products to complement and extend our professional services.
These offerings have been developed from the work we have conducted
with thousands of sales professionals in over 20 countries around
the globe. They bring together thought-leadership, best-practices,
and the benefit of working with these sales people in their
day-to-day lives.
We offer a series
of hands-on workshops for sales
professionals and sales
managers, as well as our technology application
eSP.
Workshops
Pipeline Management
for Sales Managers™
An empowering
two-day workshop that will transform your approach to the business
of sales.
Focusing on the
skills, methods, and practices that sales leaders require to coach
their selling teams to build a free-flowing sales pipelines.
Today’s leading
sales managers should be much more than high-performing sales reps.
They must become business managers whose purpose is to coach team
members to develop a healthy sales pipeline that maximizes both
short- and long-term results.
To that end,
Pipeline Management for Sales Managers™ is much more than an
off-the-shelf two-day workshop. Whether they are involved in direct
or channel sales, this customized, five-phase program helps sales
leaders develop and apply the skills and aptitudes they need to
become high-performance business managers. Participants use data and
situations from their own sales pipelines in the program, making for
a more authentic and highly applicable experience.
Download Pipeline
Management for Sales Managers™ Brochure
Pipeline Management
for Sales Professionals™
The companion
program to Pipeline Management for Sales Managers™ for the selling
teams. Using the same approach and concepts from the management
program, this one-day workshop introduces sales professionals to the
powerful concepts of planning and managing the sales
pipeline. Emphasis is placed on opportunity management and how to
leverage the stages of the sales pipeline to focus selling
activities on increasing the win probably, deal size, and velocity
of deals through the pipeline.
The Sales Game
The Sales Game is
a four hour, or one day, workshop that is designed to be both fun
and insightful. It introduces selling teams to the concepts of the
buying process and looking at what they do from the perspectives of
their customers. Although designed as a motivational session to fit
the traditional sales meeting agenda, it delivers powerful lessons
about how to adopt selling approaches that better match how the
customer is buying, resulting in less effort to reach sales goals.
Visioning Workshop
The Visioning
Workshop is a two-day program designed to take cross-functional
teams through a process of visioning what could be. The task of
selling and servicing customers is examined on an outside-looking-in
basis. Time is dedicated to first understanding the customer - how
they buy, what they value - and then how the organization wants to
service and influence these processes. The participants are led
through a series of insightful workshops designed to help them
examine how the organization could optimize its customer-facing
activities and processes.
Technology
eSP is a
web-based application designed to extend the capabilities of a sales
force automation or a CRM system to provide sales managers the
information they need to drive their business. Today’s SFA and CRM
systems offer the sales manager a view into their current pipeline
but fall short on being able to show historic, changing, or trend
information. We have found that it is more important for a sales
manager to know what has changed in their pipeline than to gain a
single-dimensional view, or snapshot, of the current sales pipeline.
Just as cash flows are used to illustrate the moving picture of what
is happening to a company’s finances over time, eSP is used to show
the sales manager the changes in their pipeline.
eSP offers a
simple Sales Manager’s Dashboard where the changes in the sales
pipeline can be summarized. From the summary report, the sales
manager can drill-down to see the detail of the sales opportunities
that are won, lost, newly identified, slipped out, pulled in, and
increased, or decreased, in value. The sales manager can simply see
what happened to the deals that were forecasted the previous week or
month.
eSP also offers
comprehensive metrics and trends. Business metrics such as cycle
times, conversion ratios, or average deal sizes can be easily
studied – as can the trends in these metrics. This allows sales
managers and analysts to better understand the business, pinpoint
skill deficiencies and identify market trends. With this information
now readily available, grounded decisions can easily be made about
the business. Resources can be moved to areas of opportunity and you
can track the success of marketing investments. Also, the sales
process can be continually optimized.
eSP can be
integrated with all of today’s CRM systems, and is available as a
licensed software product, or on a subscription basis.
