Continuously Improve Sales Results
We help you engage B2B executives and their sales and marketing teams to find data they don’t know they have.
Why? Because data and evidence (rather than assumptions) are the key to solving their most important problems.
Prioritize the right sales opportunities (with data).
90%+ forecast accuracy,
2x productivity, and margins.
At least half of your B2B sales (and marketing) budget is being wasted.
B2B sales and marketing teams often don’t realize they are operating by gut feel, with anecdotes rather than data. And selling gets harder every year as more customers choose information on the Internet instead of talking to salespeople.
Professional salesmanship and operational excellence have the same goal – to give the customer what they want and are willing to pay for. If your executives and salespeople can do this by instinct, that's great. It is not a competitive advantage however, because it doesn't scale. Don’t let old fashioned sales and marketing management ideas limit your company’s growth.
B2B Sales and Marketing isn’t getting any easier.
“The customer journey however, isn’t linear any more …. It’s more like a big bowl of spaghetti. Buyers are constantly weaving between different stages -- evaluating and re-evaluating; researching; and validating their decisions.”
Brent Adamson, Gartner Group
We understand. Your sales and marketing team just wants to sell,
not be roped into someone else’s idea of a process.
We bring a simple approach that pinpoints the bottlenecks,
and engages your team’s hearts and minds in expanding them.
Define the problems you’re trying to solve, by tracing terms down to perceptual reality.
3. Launch Breakthrough
Develop respectful agreement around accountability, and how best to overcome roadblocks.
4. Sustain Your Gains
(& Continuously Improve)
Act on common, high-impact issues to elevate the performance of the sales production system.
The first session with Michael was an eye opener. We did identify things we were pretty sure we already knew (and some we didn't) but never had the structure to implement what we found. The process Michael used made things much more clear, and the "how" we came to the results solidified our thinking and gave us a more clear vision. I look forward to continuing through the process.
Business Development Manager
Northeast Region, Carel USA
Find out if we can help in 3 easy steps
"We had a great growth rate. But we knew the time was fast approaching when our growth would be less sustainable and certainly less predictable. The day I listened to our professional sale steam present data and pipelines with probability metrics, I knew our journey was going to be a success. And it was!”
President, Aquion Incorporated
Elk Grove Village, IL
Not ready for a call? No worries.
Check out our books, podcast, articles, and the SPIF news letter
Most Popular Articles
- How To Diagnose What Is Going Right – And Wrong – In Your Sales Production System
- The “Usual Fixes” for Sales Problems,
(and Why They Fail)
- What is the Purpose of the Sales Process in Your Company?
- How do You Map a Sales Process?
- How to Avoid the Four Most Common Mistakes of Sales Process Mapping
- The Role of the CEO in the Sales Process
- Process Excellence Makes Sales and Marketing Problems Solvable
"Our sales process mapping efforts turned out fantastic. I can’t believe how quickly you got the sales team aligned to the approach, and how much we got accomplished in such a short time. Great work! “
Assistant VP Sales
Burr Oak Tool
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