As the Momentum Framework has evolved over the years, we've built a substantial collection of proven tools and techniques. Here are some of the most useful...
Win-Loss Analysis
We've observed that few companies conduct win-loss analysis in a disciplined way that extracts all the available lessons from a qualified opportunity - whatever the outcome. We've developed a more effective approach. You can learn more here...
Voice of the Customer
We've found voice of the customer studies to be tremendously effective in identifying what really matters to your most valuable prospects, and how they go about searching for solutions and making buying decisions. You can learn more here...
Winning Habits Workshops
We usually kick-off client assignments by holding "winning habits workshops", which allow us to systematically capture the winning behaviours of top sales performers and make them accessible to the whole organisation. You can learn more here...
Ideal Customer Profiles
According to the latest research from CSO Insights, companies who have formalised their definition of an "ideal prospect" outperform companies who haven't throughout the sales process, resulting in 9% higher average sales win rates. You can learn more here...
Decision-Maker Profiles
But it's not enough to just identify your most valuable existing and prospective customers - you also need to anticipate the likely concerns and motivations of your key stakeholders by creating role-based decision-maker profiles (also known as buyer persona). You can learn more here...
Consistent Opportunity Qualification
Qualification is rarely a problem for the most gifted natural sales people. They have the ability to invest their time where it is likely to generate the greatest impact. But as we all know, these sales superstars are in the minority. The majority of sales people struggle with the idea of qualifying deals out of their pipeline.
You can learn more about improving the qualification skills of your entire salesforce here...
Selling Through Storytelling
If you observe the most gifted sales people, one of the key reasons for their success lies in their ability to earn the trust of their prospects through telling compelling, credible stories that make the listener respect their expertise and want to learn more. You can learn more about turning your whole salesforce into gifted storytellers here...
Successful CRM Implementation
Few CRM systems deliver the hoped for results. Fewer still truly achieve their potential. The problem is particularly prominent with "out of the box" implementations in which the vendors default systems are accepted without thoughtful analysis. We help vendors make intelligent decisions about getting the most out of their CRM investments. You can learn more here...
Find Out More
Are you keen to find out how the Momentum Framework could help you? We recommend that you start by downloading a simple free self-assessment that will help you identify key areas for improvement.
Once you’ve completed the assessment, we’ll help you interpret the results, and provide our recommendations for action. Or if you’d prefer not to wait, please call us on 0118 975 0595 or contact us here.