Are you Selling what you're Marketing?
Do Customers buy In Spite of you?
Does Marketing create Executive Buyers?
Does Sales know the Voice of Customer?
Will Customers agree you Create Value?
Does Marketing have a Value Story?
Can they Prove it? ($,%,#)
Does Sales have a Penetration Message?
Our focus is on helping what we call Stage 3 companies regain their footing. The goal is to rebuild the value of the company in preparation for market place success as the basis of Equity Value. Companies that are losing market share, customers, and money tend to to be worth as much as they could be.
We also help companies in Stage 4 who are focused on steady profitable growth within their area of domain expertise. Both scenarios require a specific set of moves quite different from StartUp or Rapid Growth stage.
We help business leaders and senior sales management executives achieve more while failing less often and severely. Nobody intends to fail. Yet errors of commission and commission are frequent for new leaders and for those that fail to adapt to change. More on leadership here.
The Strategic moves for companies in FreeFall (Stage 3) are sometimes obvious, yet frequently exceed the realm of the change resistant. For companies in freefall, there is little room for experimentation.
The most common error is to blame low level sales and marketing personnel calling 'it' an execution problem. The delays this causes are very expensive and long lasting. It is rarely that simple. Strategy shifts reward the business where greater effort in the wrong areas will not. To lean more about our programs Contact Us Here.
As with sports, or any performance art such as ballet, excellence in the fundamentals must be maintained. Marketing communication that reinforces existence, newness, and unproven value are a waste of time, effort, money, and eventually frustrated emotion.
Righting the ship and rebuilding growth require clarity in all aspects of sales and marketing activity. Click here for more on Fundamentals.
Performance requires clear cut goals and productivity measures, performance metrics, accountability, and team development. Moulding talent into a team that acts with common cause is an essential part of any sales leadership strategy.
Sales is often referred to as a numbers game, the question becoming "which numbers?".
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In an ideal world. complex things would not only appear simple, they would be.
We promote a segmentation model based on 4 discrete elements that when combined crate a distinct and unique category we call a value segment.