Sales Process Consulting for Solving your Sales Problem
The Business Problem
Start up and emerging technology companies face a number of difficulties unique to this industry sector:
- The highest business failure rates of any business sector
- A very short window for "time to success"
- Intense competition from companies with great ideas
- Customers who are very selective in adding new technologies to their portfolios
- Pricing pressures from competition as well as demanding customers
As a senior executive responsible for leading your company to the "Next Level of Success", you are very familiar with some or all of these pressures. These issues will not go away; likely, they will intensify and are often beyond your control.
The Sales Problem
Gartner Group has identified "Achieving Sales Success" as the critical issue for survival and success. JAMIS executive clients have expressed their problems in the following manner:
- "We're not communicating effectively with our prospects"
- "It takes too long for a customer to make a decision"
- "I can't find good sales people"
- "The Sales force is not performing"
- "The sales forecasts can't be counted on"
- "We need one big deal from a major account"
- "Need a more efficient way to reach customers"
- "Sales has got to start delivering"
At the heart of these symptoms are issues that are particularly difficult in technology sales:
- The difficulty, cost and time to recruit seasoned sales management and good sales personnel
- Industry turnover rate for the sales force of 36%
- A 6 to 12 month period to make sales personnel effective
- Lack of selling skills appropriate for your markets
- Ineffective communications with your customers
In order to affect a consistent change, you need to attack the fundamentals that are causing the problems. Enter JAMIS.
JAMIS Delivers Results
Your Company can solve the fundamental problems and reach the next level of success by implementing processes that will deliver these results:
- Drive New Business
- Sell the big deal
- Maximize revenue and margins
- Accelerate sales and reduce the sales cycle
- Improve productivity across the sales organization
- Build the model for repeatable success
- Measure sales performance accurately
- Establish sales forecasts you can rely on.
- Developing totally satisfied customers
Our clients have achieved these results by selecting the essential issues required for success [Go To Market Plan] and delivered with disciplined and effective sales strategies and actions [Sales Execution]. The techniques that drive these results are based on executive-level selling, customer-centric business value propositions and consultative selling across the enterprise. Sales processes are streamlined and planned for leveraged results and repeatable success.
See the "Pyramid for Success"
for an overview of the cornerstones that build a model that leads to increased sales.