Develop a sales content strategy and sales tools that speak to the business and the C-suite
Consulting
Align processes and activities on the customer readiness to buy
Conversations we’d love to start with you
- How to win over the hearts and minds of Empowered Customers
- What are the criteria for a Sales Methodology that works for your business
- What do you need to maximise Sales Performance and results
- How to set up a Sales Academy to boost your team in the long term
- How can Sales and Marketing Alignment fuel continuous improvement
Looking to optimise buyer journeys or increase the accuracy of your forecast? Keep getting stuck in sales content creation? Want to review your current performance? Or explore new ways of growing your business faster, with increased profits?
Transform into a Customer-Centric Organization
We often hear that the commercial organization needs to increase pipeline, improve win rates, retain valuable customers, shorten the average sales cycle, forecast revenue more accurately, etc… but it’s a bit more difficult to assess the reason why they face such situations. And the reason is because multiple factors contribute to improve sales numbers:
- Go-to-market, content and tools
- Processes and the organization
- Individual DNA, skills & capabilities
In most cases, companies do not know where to start, what the most appropriate sales initiative is and how to launch it. This is where our expert team comes into play: helping you transforming into a customer-centric organization.
Ending the War between Sales and Marketing
Nothing new here. “Ending the war between sales and marketing” is a statement from Philip Kotler in Harvard Business Review. This was in 2006 and is still amongst the most commonly heard requests from sales to marketing: make cold calling unnecessary and help me close more deals. On the other side of the coin, marketing people complain that sales do not follow up on leads that they pass on. So what does it take in the digital era to eventually foster sales and marketing collaboration?
3 components are needed: shared metrics and rewards, experience sharing and an adaptive buyer aligned process.
At Perpetos, we help companies:
Having an Adaptive Buyer Aligned Process
Aligning with the buying process is key. From lead management and prospecting up to delivery and account management, aligning actions and messaging to the buying readiness of customers is a no brainer. What you need is building a scalable commercial organization capable of executing the business strategy while optimizing sales costs. This calls for a customer-centric sales process and a common language.
Our Business Coaches help:
Boosting Core Sales Skills
Core competencies in sales are the individual’s sales DNA, a sales attitude, and sales skills. It goes without saying that obtaining a minimum set of sales traits is necessary. Also, a certain willingness or drive to sell is a determining factor for success in sales. But you also need to consider and evaluate whether your team has what it takes: sales running through their veins. In sales you have more farmers than hunters. A company can ask farmers to become hunters, but if it is not in their DNA, it won’t work.
Besides the individual’s DNA, there is your organization’s DNA. This includes multiple factors that influence sales readiness: from sales strategy to performance management. Management needs to clarify and drive the organization towards becoming a leader either through product leadership, customer intimacy or operational excellence.
Once the DNA is clarified and goals are defined, an organization can start searching for the people who have the tenacity to achieve those same goals.
Once both the individual and corporate DNA have been taken into account, sales management can consider the next step: people development through training & coaching.
Successfull companies are arming their commercial teams with the skills and content they need to help identify and solve the client’s biggest challenges. To enable this, they improve the sales pitch, build a customer-centric organization, and train & coach the extended commercial team.
Improve Your
Messaging
by translating their strong points into clear messages, so as to transform their added value into larger margins and conversions.
Improve Your Messaging
Build a Customer-Centric Organization
to make sure the sales team undertakes the right actions at the right time in order to shorten the sales process while improving their chance of success.
Customer-Centric
Train, Coach & Measure
by creating outcome-based learning roadmaps that drive desired selling behaviors through ongoing coaching and learning reinforcement. Read more
Train, Coach & Measure