Improve your sales and business development results
Win, retain and grow better clients and customers
Programme Outcomes
Sales Leadership
∗ Genuinely effective business development leadership
∗ Inspiration & motivation
∗ Unambiguous accountability
∗ The key to improved performance
Processes & Pipeline
∗ Better proposals and key account plans
∗ Greater volume of opportunities
∗ Use CRM more effectively
∗ More accurate deployment of resources
Confidence
∗ Support and encouragement
∗ Greater motivation for business development
∗ Growing knowledge, expertise and momentum
∗ Leads to greater client confidence
Improved Results
∗ Win better new business
∗ Retain the best existing work
∗ Improve profits
Why should you consider changing current ways of working?
Professional services are changing at an unprecedented rate
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Changes are being driven by increasingly sophisticated clients who can choose from a growing range of competitors
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Everybody is learning to be more and more efficient and effective
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Conventional business development strategies are proving inadequate
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We believe that it’s time for professional services firms to embrace global best practice from the world of full-time B2B sales teams
How we work with you
BD Team Leader
- We will help you to identify, equip and inspire this key individual
- This may be a new role in your professional services firm
- The new role is modelled on the pivotal impact of an effective sales manager in a B2B sales team
- Your Business Development Team Leader will support and enable their colleagues to succeed
BD Team Member
- Everybody in the firm engaged in business development or client account management needs continuing support
- BD team members will learn how to require and receive all necessary coaching and help from their BD team leader
- This new team dynamic within your firm will result in better performance
- Client satisfaction will rise because client needs have been identified and met more accurately
Three innovative processes that will enable you to compete more effectively…
- Your programme will start with a Real World Sales Review
- We will look together at everything that has an impact on your sales and business development performance
Objectives
- Identify how your sales and business development results can be improved
- Prioritise these findings in terms of ease, speed, cost and risk
- Make recommendations and develop action plans
Process
- Interviews with key team members
- Review preliminary findings and possible recommendations
- Investigate implications of potential routes
- Interactive presentation of findings
- You and your colleagues will learn how to use your professional expertise to:
- COACH your clients and customers, enabling them to understand their own needs better
- CO-CREATE more value for all stakeholders in business proposals and plans
- CONCLUDE discussions by managing decision processes
- Our experience is that people working within professional services embrace 3CSELLING because it is evidently respectful of client priorities
- Learn more about 3CSELLING here
- Structured 12 month programme to improve business development and sales performance
- Focus on the pivotal role of Business Development Team Leader
- Combination of coaching and mentoring, workshops and independent surveys
- Content and outcomes co-created uniquely for your situation
- Fixed programme fees
- Learn more about the programme here
How can we help?
It will be great to hear from you. Please complete the contact form and we’ll get back to you quickly. Alternatively, contact us on Twitter:
We’re BIG fans of this book
• Published May 2014
• Rigorous academic approach
• Highly readable
• “For everyone who wants to build a future-proof sales organisation”