Your sales process is leaking value each and every day. We help you fill in those leaks so you can improve your bottom line results—without investing more in marketing or costly demand generation programs. By focusing on the post-lead generation process, implementing strategic lead response systems, and improving your team’s training, process and mindset we help you convert more of your leads into paying customers.
How Do Sales Optimization Engagements Work?
Like all of our engagement opportunities we start out with a conversation focused on uncovering your needs. We listen. We ask a lot of questions. We try to understand what’s driving your business and where the opportunities for improvement are. After we have a good feel for the “why” we then go and secretly shop your business. There’s no better way to get a feel for the sales process of your organization than to put ourselves through the complete marketing and sales funnel and pay attention to every last detail of the experience.
Who Should Consider Sales Optimization Engagements?
Any company that uses traditional marketing, advertising and demand generation to drive prospects to an internal or external sales team can benefit from sales optimization. Companies that offer high priced products and services (or high CLTV) are uniquely positioned to benefit from our sales optimization services. We provide the tools, process, training, and support needed to take your internal talent to new levels, shatter sales goals, and build repeatable, scalable, teachable process.
Using Data and Analytics in the Sales Optimization Process
You’ve heard it before—what get’s measured gets managed. All of our sales optimization engagements includes a deep dive into your sales funnel metrics. We scour the data and uncover missed opportunities and identify bottlenecks in your sales process. We create dashboards and reporting cadence that’s in line with your organizational, team, and individual sales goals. Data doesn’t always tell us what we want to know so we combine our quantitative analysis with a relationship and research engagement. Getting to know your salespeople, what drives them, and their problems (both perceived and real) allows us to craft the right solutions for your problems.
Achieve Alignment Between Sales and Marketing
Effective sales teams align their goals and metrics with those of the marketing department, sales managers and your broader business goals. We ensure that sales and marketing are working together to achieve long term results, fulfill your brand promise, and act with integrity.
Who’s a Good Fit for Sales Optimization?
Professional Services Firms—Professional services firms with short or moderate sales cycles can greatly benefit from sales optimization. As competition increases and service offerings become commoditizes in the eyes of your buyers we can help you better communicate your value, decrease sales cycles, close more deals, and scale your sales processes.
SaaS Companies—Software as a Service firms that require a high-touch sales team can greatly benefit from sales optimization. By finding the untapped value already in your pipeline and demand generation programs we can unlock new levels of success, improve your sales playbook, help you develop a sales development program and improve lead response programs.
Small Businesses—Small businesses can benefit from a re-tooling and modernization of their sales department. By evaluating existing processes and mindsets within your sales culture, and presenting fresh ideas and tools we can help you improve the customer experience, decrease friction in your sales team’s day to day operations and improve referral rates.