Services

Overcome barriers, reveal opportunities
ServicesOutcomes

There are plenty of resources out there about selling. But how do the leaders of B2B sales teams adapt and improve traditional systems in a fluid marketplace? 

Buyers have become better at buying faster than sellers have gotten better at selling.

There have been tremendous changes in the world of professional selling in the past decade. We face more complex buying processes, intense competition, product commoditisation and impacts from technology.

In addition, the digital revolution has made buyers better informed than ever and far less dependant on salespeople. It’s critical for the sales function and salespeople to adapt and get ahead of these challenges.

We can show you the way to get ahead and stay on top. Our aim is to ‘Future-Proof’ your sales team and career.

These are the outcomes we strive for

Powerful Modern Prospecting

Develop an effective and modern lead-generation capability. Do you want more new customers? Would you like to generate more leads; but find that prospecting methods that worked well in the past, just aren’t as effective anymore?

Prospecting is one area that has changed dramatically in recent years, with customers just not as responsive to traditional outreach methods. We help you implement the prospecting practices that are effective today and will produce a constant stream of qualified opportunities.

Strengthen Core Sales Capabilities

Develop stronger pipelines, improve close rates and deal outcomes.
Are you finding deals are taking longer to close or keep getting pushed out into that pipeline twilight zone? Or even worse, falling into the ‘No-Decision’ bucket where the customer buys into your solution but ultimately decides not to change from their status quo? Or when you are closing deals you are not achieving expected profitability or other key objectives?

These issues have become common as buyers have become more empowered, approval processes more complex and the competition for company budgets more intense. We can help you and your team to engage more effectively with customers by bringing value throughout the sales/buying process. We need to develop relationships based on value, understand our customer’s business drivers, build strong business cases, navigate the buying committees and negotiate effectively.

Through this approach you should develop stronger pipelines, improve close rates and achieve better deal outcomes.

Maximise Retention & Growth of existing customers

Are you maximising your potential with existing customers? Do you have the structure and programs in place to make sure you are leaving no stone unturned to retain and expand your business? Do you have a formal program for developing customer advocates and generating referrals? In this era where winning new business has become much more difficult many businesses have realised how critical it is to maximise our potential with existing customers.

And further to that turn satisfied customers into active advocates in order to expand our business into new accounts. Business from existing customers is 5-10 times more profitable than new business and referrals have much higher close rates and profitability than ‘cold’ new customers. Setting up the right structure and processes to be successful with existing customers is critical to ensure your ongoing success and profitability.

Optimise Sales Structure & Talent

Is your sales structure optimised? Does your sales structure reflect your current company goals? Do you have the right people with the skills and experience you need in key roles? There are so many ways to structure our sales teams, by geography, by industry, between smaller and larger accounts, between different product or service focuses, between existing and new customers, between inside and outside sales resources, just to name a few.

Different structures will be required at different stages of your company’s development and will need to re-align with the business as your goals change. We can help you work through the options and design the best structure for your business today. We can also help you to assess your talent and with a structure for ongoing talent management.

Sales Transformation Support

Do you have some ideas on where you want to take your team but need some support along the way? 70% of company change initiatives fail so if we want to change what our sales teams do and how they do it then we have to take a detailed approach to ensure it sticks. Unless there is sufficient effort around the planning, alignment and reinforcement, change initiatives will often fall flat.

We can help you develop and define the new processes, get clear on roles and responsibilities, ensure alignment across key stakeholders, provide training as required, establish the right metrics and goals, provide coaching to key management and help you with a reinforcement program. This will give you every chance of getting that breakthrough and achieving a lasting and successful change. that will ensure your sales transformation is a success.

How do you reach these goals?

With the external expertise, advice, mentoring, training and professional support you need to lead effectively, and help your team thrive.

Sales Audit and Gap Analysis

smt3 streetview icon B2B system sales audit, and gap analysis. We apply our expertise and critical thinking to give you our recommendations.

Where and how you can develop and define new processes, get clear on roles and responsibilities, ensure alignment across key stakeholders, and a set a concrete plan moving forward.

B2B Sales Acceleration Programs

smt2 person add icon No two programs are the same. Each plan is customised to your unique business needs.

From hands-on training to intensely productive leadership workshops, full steam comprehensive transformation project management, and everything in between.

Keynote Speaking

users icon Steven regularly speaks at company meetings and events to share his insights on world-class next generation sales strategies.

The B2B sales space has changed; but the future is still bright for those that can implement change. His presentation is sure to stimulate and inspire your audience.

Sales Audit and Gap Analysis

smt3 streetview icon B2B system sales audit, and gap analysis. We apply our expertise and critical thinking to give you our recommendations.

Where and how you can develop and define new processes, get clear on roles and responsibilities, ensure alignment across key stakeholders, and a set a concrete plan moving forward.

B2B Sales Acceleration Programs

smt2 person add icon No two programs are the same. Each plan is customised to your unique business needs.

From hands-on training to intensely productive leadership workshops, full steam comprehensive transformation project management, and everything in between.

Keynote Speaking

users icon Steven regularly speaks at company meetings and events to share his insights on world-class next generation sales strategies.

The B2B sales space has changed; but the future is still bright for those that can implement change. His presentation is sure to stimulate and inspire your audience.

We have helped many organisations large and small, transform sales teams and dramatically improve sales outcomes.

Latest Insights

The Perfect Close Continues with James Muir

The Perfect Close Continues with James Muir

James Muir continues his engaging commentary on The Future Proof Selling podcast for Part 2 of “The Perfect Close.” If you missed the first episode it’s a must-listen for salespeople and their leaders that left listeners wanting more. In Part 2 James shares the secret...

read more
The Perfect Close with James Muir Part 1

The Perfect Close with James Muir Part 1

Joining me on the Future Proof Selling Podcast this episode is James Muir, Founder and CEO of Best Practice International, and the bestselling author of the #1 book on closing sales – The Perfect Close. With over 30 years experience in sales as well as having served...

read more
Sales Recruiting & Retaining High Performers with Kara Atkinson

Sales Recruiting & Retaining High Performers with Kara Atkinson

Kara Atkinson returns to the Future-Proof Selling podcast to discuss the in’s and outs of sales recruiting and how we can retain our top talent. Where are we going wrong in the hiring process? Kara is a master Headhunter of 18 years, CEO of ‘The Sales Recruiter’ and...

read more

Contact Us

We’d love to hear from you. Please let us know a little about yourself and we can send you more information or arrange a short introductory call with no obligation.