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Business Development Consultancy |
| Accelerating sales growth |
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Sales Consulting
 "Pro Excellence has helped us to introduce a more professional approach to sales management which has led us to be more effective with our business development time."
Ian Stewart, Director, Print IT
"From just a one hour session I got great insights as to what I need to do to redress our lost direction in sales! We will certainly be working closely with Richard and his associates."
Gael de Kerdanet, Chief Executive, Calcium Software Ltd
Our specialist business development consulting services are focused on increasing sales effectiveness. Our consultants all have a successful track record in business development and sales within IT and business services.
Sales Lead Generation Strategy
We can help you to clearly define specific strategies for generating more sales leads. Strategies for new business, with cross-sell and upsell strategies, as well as account development and key account strategies. We can also advise on proposed cold tele-marketing campaigns to increase their effectiveness.
Sales Performance Review
We work with proven tools that pin-point potential for sales performance increases. The results will expose the underlying issues and what to do about them. If you feel that your sales team are under performing, (or specific individuals within the team), and you would like to know how to move forward then this cost effective service is ideal. The results are guaranteed to be actionable and will highlight where best to focus management time and resources in order to achieve fast increases in sales performance
Sales Process Improvement
Many small and medium sized companies do not have a formalised sales process with a common language and method. We are able to design a formal sales process and assist in the implementation. Where a formal sales process already exists, we are able to perform a review and make recommendations for improvements to increase sales effectiveness and assist in the implementation of the business change.
Development of Value Propositions
We can facilitate the generation of specific service offerings for your target market.
Development of Sales Collateral
We can advise and help develop sales and marketing collateral including case studies, customer stories, sales presentations that will prove highly influential in the sales process.
Sales Management
We can provide a part-time experienced sales manager, for as little as two hours per month, to work with you or your sales team. The sales manager can help to identify new opportunities and provide advice on moving forwards and winning deals, and install some formality into your sales review process.
Opportunity Analysis
Sometimes sales people can be too close to the day-to-day activities to notice opportunities. We can facilitate opportunity meetings to generate new ideas. We can also help you review your customer data and specific accounts with fresh eyes to identify new opportunities.
Account Planning
For businesses without a formal sales management structure and professional service firms where fee earners also manage accounts. Our consultants will help plan for large bids and periodically work with individual account managers to review accounts and produce action plans.
Coaching, Mentoring and Training
We can help you and your sales team to increase your effectiveness and confidence in sales either on a one-on-one basis or with your whole team. You can be confident that you will be working with people experienced in successfully selling know-how and expertise.
Sales and Customer Intelligence
Our consultants have both a business background and also understand the technology that can help make sense of the masses of customer data in order to analyse trends, identify opportunities and budget/forecast revenues. We are product independent and will normally seek to work with your existing systems. Typical applications include:
- Revenue and Customer Analysis
- Key Account Profitability Analysis
- Client Project Profitability Analysis
Success Factor Modelling
Every sales team has sales superstars. These top performers are rarely able to completely articulate what they specifically do differently as it will often be done unconsciously. Using proven NLP modelling methodology, our consultants will identify the 'difference that makes the difference' and formulate cross-training programmes based on accelerated learning principles.
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