Ensuring the quality of your insights, advice and consultancy trumps that of the competitors. Your efforts to engage execs will simply translate into a hygiene factor otherwise.
Deciding which of the key routes to changing ‘How’ you sell is right. Suppliers are taking different paths ranging from saying something different (e.g. point-of-views or insights), showing something different (e.g. whiteboard-based meetings) through to doing some different (e.g. different & better pre-sales consultancy).
Executing your adjustment or transformation. Even if you decide on the right path, many companies struggle with execution. Sales training alone fails. Additionally, evidencing value created for existing customers 'down the line' is neglected.
Aligning sales reward and other supporting components - to help drive the desired future state. Sales reward drives performance and results. In the transition S&M are wanting to make, key is not letting structures for front-line Sales, management and pre-sales units hamper success.
These challenges can result in little differentiation, poor efficiency and disappointing growth.These issues also need to be considered against the major investment and typical 12-24 month time span to implement a new growth strategy.
US Loyalty & Customer Engagement Solutions provider
Performed a part-time Sales Transformation Leader role to help this global organisation move from product sales to insight-led solution sales. Over a 6 month period, led programme management for a team and operated as subject matter expert on messaging, process and sales leadership infrastructure. Launched programme in multiple countries and handed implementation plans to permanent staff.
FTSE 10 Services Company
Ongoing adviser to Leadership Team in a key division aiming to enter new markets and and change how they sell through engaging executive leaders (not mid-level buyers). Reviewed both the selling approach and supporting customer-facing consultancy unit.
Global Relocation Services Company
Appointed to help it create and launch a comprehensive set of technical learning modules for Sales and Leaders spanning 45 countries. Successfully turned a week long product training event into a growth event sponsored by the CEO.
Fortune Global 500 manufacturer
Working as part of a Callidus Consulting engagement, helped enable this manufacturer target the corporate solutions market. Reviewed and implemented sales force effectiveness change in its B2B arm spanning front-line skills, manager coaching and reward.
Global industrial conglomerate
Installed a trusted adviser insight-selling approach for new and existing business channels.
Major European IT services business
Helped sustain this company's past efforts at becoming a trusted adviser in order to sell.
Top Ten Leasing Co
Engaged by members of the Board, we led a shift towards selling with insights which involved creating new sales messaging through to launching with Sales and Account Management. This client was inspired by the book 'Changing the Sales Conversation' (L. Richardson)
Extensive leadership expertise in pre-sales consultancy and 'Challenger Sale' insight-based selling approaches. New Oxford's MD, Paul Roberts:
Our experience of executing different types of trusted advisor models means we give you informed, candid perspectives on the success factors and risks for each.