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Sales success results from the right mix of process and people.
The best predictor of sales success is how well a sales team uses
what they have received.
At Talcott Group, we first focus on fine-tuning your
existing process, to ensure alignment between goals
and execution. We find what already works, and what
doesn't. We want to know your metrics of success. We find
people often measure the wrong things, then wonder why
results didn't happen.
Today, there are many good customer-centric processes. The commonality - beyond
the initial training all require reinforcement and holding people
accountable.
We work with your team to make sure you meet your Return on
Investment goals.
Customer value is elusive and ever-changing. We observe companies and salespeople
often get stuck defining value around product,
performance, price. To combat this we advocate regular mapping of your
customer value including how your processes can add value for your
customers.
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Our Approach
We help B2B selling teams:
- align strategic goals and sales process
- expand unique value in customer's eyes
- accelerate your manager's impact on results
An initial phone call is a good first step. If you are
like us, you will want to make sure this won't be a waste
of your time. Our initial
assessment
questions can provide some valuable
thoughtstarters.
Our goals for an initial discussion are: understand first your
business goals / direction, then have you articulate your performance needs,
and together agree there is a good business fit between us.
Our mission is to help you gain sales traction and deliver
results. We believe organizational learning is essential to
this mission and your success. We focus first on helping
your selling team assess, plan and
execute your processes, and
then on their own. IE We don't intend to stick
around forever.
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