Solutions

Silver Category Solutions

Silver solutions When you need it Primary Process Deliverables
Demand generation / Go-to-Market strategy Inadequate leads. Slow Revenue. New offering Marketing Audit. ARRC analysis. PENCILS model Audit Report. Demand strategy. Action Plan
Sales forecasting / Sales stage planning Inaccurate forecasts.
Inconsistent methods
Audit current method.
Diagnose weak links
Appropriate technique and new tools & templates
Rationalization of Business development costs Rising BD Costs.
Dwindling profits
Effectiveness and Profitability analysis Revised Cost Plan / Budget
Account Planning / Account management Dwindling wallet share.
Rising service cost
Account Analysis,
Perception-Power-Priority Analysis
Account Management plan.
Status sheet
Motivation / Reward & Recognition Slow Sales. Low drive and motivation Performance metrics audit.
Efficiency analysis
Motivation guideline.
Reward plan
Metrics and Controls Current ones are not effective indicators of business and individual performance Gap Analysis (As is and To be analysis) New/Revised Metrics and Scorecard
Org structure and Comp Plan Communication gap. Suboptimal performance. Low team motivation Efficiency audit. Interface audit New Org structure and Comp Plan

Gold Category Solutions

Gold solutions When you need it Primary Process Deliverable
Sales growth / Go-to-market Strategy / Thought Leadership Slow revenue. Low market share. Rise in costs. Price pressure. New offering. Marketing Audit. SWOT & ARRC analysis. 6R analysis, PENCILS model, Brand building, BDEX360 Strategy, Revenue model, Action plan, Battle card, Channel plan, Tools, Templates, Metrics, Inventory checklist, Cash flow, Scorecard
Sales Process and Productivity improvement Slow growth. Long Sales cycle. Low conversion. Suboptimal channels. Poor performing product line or geography. High Account servicing cost Task Environment Audit. Process Audit. Profitability analysis, 3rd party tool suitability (CRM etc.) Sales stage planning, Communication Guideline, Action plan, Forecast Tools, Templates, Metrics, Scorecard. Account plan.3rd party tool (CRM etc.) implementation
Skills improvement Facing issues with Cold calling, Negotiations, Objection handling, Sales closures etc. Training Training material

Platinum Category Solutions

Platinum solution When you need it Primary Process Deliverable
Revenue and Profitability Growth Slow growth. Poor customer satisfaction. Long Sales cycle. Low conversion. Suboptimal channels. Poor performing product line or geography. Rise in cost. Loss of market. New offering. SAGE framework and ADVICE methodology. Marketing Audit. BDEX360, Opp360+, SaleX model. SWOT & ARRC analysis. Brand building. 6R analysis, Profitability analysis. PENCILS model. 3rd party tool suitability (CRM etc.) Strategy, Revenue model, Action plan, Battle card, Channel plan, Forecast Tools, Templates, Sales stage planning, Metrics, Scorecard. Account plan. Communication guideline. Budget. Cash flow. Training. 3rd party tool (CRM etc.) implementation.