Building an effective B2B sales organisation requires much more than sending sales people on a sales training course. Today’s top performing sales organisations have established clearly defined dynamic sales processes that continue to evolve in the light of changes to market conditions, the competitive climate or newly emerging legislation and regulation - as well as embracing the latest best practices.
These top performing sales organisations are able to successfully attract and recruit new sales people and new business partners and to induct them into a productive sales environment. They are more effective - and more consistent - in their qualification of new sales opportunities, in their management of sales pipelines, and in the accuracy of their sales forecasts.
We work with high-growth-potential clients to help them design and implement effective B2B sales processes - and to establish a sales environment that combines the winning habits of their own top sales performers with the very latest industry best practices. We believe that effective B2B selling has to be based on solid foundations, and in particular:
Consistent Sales Opportunity Qualification
Top performing sales people, and top performing sales organisations, approach sales opportunity qualification in a consistent and systematic manner. We help clients establish qualification criteria that allow them to clearly separate good from bad opportunities at an early stage in the sales process. Find out more…
Enhancing the Quality of Sales Conversations
According to a series of authoritative studies, the quality of the sales conversation is the single most important determinant of sales success in complex, high-value B2B sales environments. We help clients to systematically elevate the quality of conversational skills at every level within their sales organisation. Here’s how…
Reinforcing the Value of Sales Training
Without regular reinforcement, 80-90% of everything taught in sales training is forgotten or abandoned within a month. We work with clients to help them put the “fuel in the tank” that drives their solution selling engine - by helping them embed their chosen methodology into every aspect of their day-to-day sales activities. Learn more…
Proactive Sales Pipeline Management
Evidence-based, proactive sales pipeline management enables sales organisations to accurately measure both the true value of their sales pipelines, and the real progress being made in converting prospects into customers. We work with clients to help them master the essentials of effective sales pipeline management. Here’s how…
Improving Sales Forecast Accuracy
According to CSO Insights, average sales forecast accuracy is now below 50% - less reliable than flipping a coin. The impact on top and bottom lines is striking - and could be career changing for those who are responsible. We work with clients to help them implement accurate sales forecasting disciplines. Find out more…
Learning from Win-Loss Analysis
Even those organisations that have a disciplined approach to win-loss analysis often fail to learn all that they could from the process. Conducting these reviews through an independent third party can reveal a wealth of otherwise inaccessible information. We work with clients to dramatically increase the learning from win-loss analysis. Here’s how…
Increasing CRM Adoption
CRM has become a “must have” for most B2B sales organisations, and yet few CRM systems deliver the hoped-for results. Fewer still truly realise their potential. Many fail the sales people’s “WIIFM” test - “What’s In It For Me?” We work with clients to help ensure that they get the most out of their expensive investments in CRM. Learn more…
Take the Next Step
We would be pleased to share what we’ve learned about helping high-growth-potential organisations to improve the effectiveness of their sales processes as part of a balanced programme of sales and marketing performance improvement. As a first step, you may find it useful to self-audit your current sales and marketing processes.
As soon as you are ready to learn more, please email us at effectiveselling@inflexion-point.com, or call us on +44 (0) 118 975 0595. We look forward to discovering whether we might be able to help your organisation to improve its performance in this critical area.