Sales Enablement Consulting
Drive double-digit improvements to sales force productivity and revenue growth
What We Can Achieve Together
Improve Sales Productivity
Selling enablement programs can achieve a 12% sales productivity improvement in 90 days. That creates 4.8 hours of additional selling time for every salesperson every week.
Increase the Sales Win Rate
Applying best practices to increase the opportunity win rate by only a few percentage points creates immediate, significant and sustained revenue growth.
Build a High-Performance Sales Team
Better use of content, coaching and technology creates a workforce multiplier impact and realizes the elusive goal of achieving a high-performance sales team.
A Better Way
Sales enablement is the process of delivering information, content, guidance, and tools to salespeople, so they improve their performance and grow company revenue.
Sales force enablement programs are measured by their ability to improve salesperson productivity, grow customer acquisitions, reduce sales cycle duration, and increase top line revenues.
Successfully equipping the sales force with enablement assets facilitates customer engagement and is proven to improve sales productivity, sales conversion rates and revenue growth.
But success is elusive for many.
The first challenge is failing to align selling enablement capabilities with both the buyers’ purchase cycle and each sales persona. For example, SDRs are going to apply selling enablement capabilities very differently than account executives.
A second challenge is taking the all-too-common tools-only approach which essentially delivers an IT solution to salespeople that don't really care much about IT. Salespeople care about sales results and making quota. So, a better approach is to directly align enablement capabilities to drive the most important sales outcomes.
And the three most important sales outcomes that can be accelerated and increased as part of a selling enablement program are improved sales force productivity, increased sales win rates and building a high-performance sales team.
Even small gains in sales performance measures such as salesperson productivity and sales win rates deliver a linear payback when scaled across the salesforce. Research firm Aberdeen found that salesforces with successful selling enablement programs achieved 23 percent higher lead conversion rates and 32 percent higher team sales quota attainment. Those kind of results are worth replicating.
Sales Enablement Consulting is our Business
We help clients apply the right combinations of content, coaching and technology tools to achieve significant improvements to sales force productivity and revenue results.
We are experts and certified with the market leading CRM and enablement apps. We are well versed in applying enablement technologies to drive significant and sustained sales results.
Our prescriptive methods, best practices and acceleration tools bring proven techniques to achieve lasting improvements. Our purpose-built analytics bring visibility and predictability to progress and forecasted results.
And to de-risk our programs, we integrate our services with program management, organizational change management and governance programs.
What Sets Us Apart
We apply four competitive advantages to achieve better results for our clients.
The seniority and experience of our consultants is unmatched. Our staff are prior revenue leaders, such as VP of Sales and Chief Revenue Officers for high growth and public companies. The average tenure is 23 years of full-time sales experience.
So, instead of the norm which is a part-time senior sales consultant supported by a team of junior staff, our entire team consists of seasoned professionals.
We are experts with sale methodologies, sales processes and sales technologies, including CRM apps such as Salesforce Sales Cloud and a variety of enablement apps.
The biggest outcomes always result from integrating optimized processes into sales technologies for improved process automation, information reporting and scale.
Simply installing enablement apps and hoping for success will challenge user adoption and at best, leave you with tools that capture data and not much more. But there is no ROI from capturing data. You only earn a payback from actions and best practices that deliver measurable sales outcomes.
Best practices are prescriptive plays to achieve things like Sales and Marketing Alignment, Sales Win Plans, Sales Playbooks, Strategic Account Management, sale methodologies and sales analytics to name a few. Outcomes include things like increased sales conversions and decreased sales cycle durations.
So, a smarter approach is to start with the end goals and configure the apps to those ends. We design enablement actions that directly drive the most important sales outcomes. We create a clear line of sight from enablement to performance results.
CRM with enablement apps can tell you what leads will convert, what sale opportunities will close (and which won't) and the competitive prices for your products or services.
But data must be converted from a raw material to a finished product of information or insight. That's when sales and customer data become your most valuable company assets.
We have the use cases and accelerators to transform data into insights that predict outcomes and drive actions to improve sales results.
The most successful sellers are defined by their ability to apply the right data for improved customer engagement and sales cycle advantage.
Flexible Services
We offer a range of services to accommodate different levels of engagement.
Guide Me
- Maximum flexibility
- Minimum business interruption
Do It With Me
- Maximum collaboration among teams
- Maximum learning and knowledge transfer
Do It For Me
- Fastest time to value
- Highest performance results
We welcome an introductory call with a sales enablement consultant to discuss the options that best achieve your goals.