Problems I Help Solve

I help organisations fine-tune and / or enhance their B2B sales & marketing processes, launch NEW products & services, and expand their offerings into previously un-tapped market segments.

Most of the businesses who reach out and approach me are experiencing a near universal set of performance related challenges. These key needs and problems typically fall into one or more of the following categories:

1. We don’t have enough qualified leads in our sales pipeline
2. The sales team are continually fighting with the marketing department about the lead quality
3. The marketing department runs successful campaigns and delivers sales leads but is frustrated with the follow-up and closure rate by the sales team
4. Key stakeholders involved in the sales & marketing process are not on the same page and failing to communicate effectively 
5. We are finding it difficult to differentiate our product & service offerings in the marketplace
6. We are struggling to build credibility and awareness among key members of the decision-making unit (DMU)
7. We are unable to easily reach senior management or sell effectively to them 
8. We need to increase the average size of our deals to achieve our sales targets
9. We want to reduce the sales cycle and avoid getting neutral responses from prospects – i.e. repeated delays in moving forward 
10. We want to stop our salespeople wasting their time pursuing opportunities with a low probability of success
11. We are finding it difficult to sell complex technical solutions and / or win enough major deals
12. We are not implementing the same B2B sales process across the sales team or using a common language
13. We are getting a wide variation in our sales forecasting accuracy
14. We need to improve our win / loss ratio and reduce the total cost per sale
15. We need to improve our ROI from our organisation’s current marketing activities
16. We need to improve our salespeople’s time management skills
17. We want to automate some of our repetitive B2B sales & marketing processes
18. We want to build an accurate prospecting database in-house
19. Outsourcing elements of the sales & marketing process is not working as expected or delivering any tangible results
20. Our staff are not getting the training and / or coaching they need
21. We need to increase sales!

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Implementation

The planning phase is certainly the cornerstone of any effective B2B sales & marketing strategy, however, to be truly successful, many other activities need to be implemented including:

• Writing NEW website copy
• Developing generic proposal / quotation templates
• Obtaining testimonials from clients
• Creating introduction letters
• Creating long and shortform marketing videos – i.e. scripts, filming & editing
• Creating case studies
• Developing email marketing mailing campaigns using automated sequences
• Building customised prospecting lists  
• Investing in helpful sales & marketing tools – i.e. to find missing information 
• Upgrading employee LinkedIn accounts to access premium features 
• Making regular cold calls
• Making regular follow-up calls
• Creating engaging PowerPoint slide decks
• Setting up remote discovery calls – i.e. MS teams
• Setting up onsite & offsite face-to-face meetings with prospects / clients 
• Fine-tuning lead generation techniques - e.g., sales pitches to NEW prospects
• Implementing a targeted Google Ads campaign to find ‘Blue Birds’
• Setting up a client referral program
• Advertising offline
• Implementing Search Engine Optimization (SEO)
• Applying proven Social Media & Viral Marketing techniques
• Conducting ongoing market research
• Rewarding success!

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SALES COACHING

Very few professional B2B salespeople who make it to the top have done it by themselves and have more likely attended courses and / or employed the services of a skilled mentor to help them get there. Choosing to engage an experienced sales coach will provide the competitive advantage needed to stand out from the pack.

Just as many athletes work with  sports coaches to improve their on-field performance, I monitor the individual performance of each salesperson, identify areas for improvement and reinforce behaviors that lead to success. 

I take the quality time needed to understand their unique selling style, plus strengths and weaknesses so I can provide practical advice, specific sales techniques, negotiation tactics, valuable sales tips and suggest practical selling tools to help them produce the breakthrough results that managers look for.

All of these actions provide a boost in their confidence which typically results in the mentee achieving or exceeding their sales targets, earning higher commission payments and taking their sales performance to the next level.

The process for 1:1 sales coaching starts by conducting an initial 1-hour long informal face-to-face interview with the mentee to fully uncover all the issues. This will typically be followed by a confidential thirty (30) minute conversation over the telephone or via a MS Teams call on a regular weekly, fortnightly or as needed basis.

The discussion will primarily focus on the individual challenges being experienced or encountered by the salesperson and the most important actions that need to be taken to improve their current sales performance.

My role as a sales coach is to create an environment of acceptance and trust where the mentee is truly heard, never judged, and honoured for exactly who they are. This type of environment is what leads to successful exploration, ownership, action and positive change by the mentee.

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Summary

Many organisations would like to find a magic bullet to solve ALL their B2B sales & marketing needs and problems; however, it’s not possible because there unfortunately isn’t one. My strategy, planning, implementation & coaching services on the other hand will empower your business with the knowledge, wisdom and practical skills needed to address any issues by providing:

• Accurate prospecting lists produced by virtual assistants (VAs) on a weekly basis
• A regular supply of quality sales leads via a semi-automated B2B lead generation machine incorporating an effective follow-up process 
• Marketing material that differentiates your product & service offerings – i.e. client testimonials, introduction letters, slide decks, professional videos, case studies, website copy, ad copy and email templates 
• Advanced low-cost marketing activities using Google Ads with a high ROI
• Improved communication between key stakeholders involved in the overall sales & marketing process
• A structured and repeatable B2B sales process across the sales team using a common language
• Proven sales techniques to bypass gatekeepers and reach senior management
• More effective sales techniques to qualify prospects and thereby avoid wasting time pursuing low probability opportunities
• A methodical questioning technique to sell complex technical solutions and win major sales opportunities – i.e. uncover the real issues
• The writing / presentation skills needed to build credibility and awareness among key members of the decision-making unit (DMU)
• Sales techniques that reduce the sales cycle and avoid getting neutral responses from prospects – i.e. repeated delays in moving forward 
• Negotiation tactics to overcome objections and significantly improve closure rates
• More opportunities to up-sell / cross-sell and increase the average deal size
• Improved win / loss ratio and a clear reduction in the total cost per sale
• Recommendations for sales tools that provide tangible benefits
• Practical sales training and 1:1 sales coaching as needed
• Valuable time management techniques
• More accurate sales forecasting
• Achievement of sales targets
• A competitive advantage
• More profitable sales!

If you would  like to take the first step, then click the button below to …