Sales Acceleration

We define and implement the new ways of working that lead to accelerated sales.

Key areas of work: Prospect targetting (ICP), Customer segmentation, Sales pipeline set-up, Definition of KPI, Coaching of sales teams with playbooks, Sales org size & structure.

Below is an overview of the levels we often work with in sales accelerations:

Sales/Value Creation Strategy

  • Maturity assessments

  • Growth levers diagnostics

  • Value creation plan development

  • Sales strategy development

  • Go-to market model development

Prospecting and Targeting

  • Lead Generation and Lead Scoring

  • Prospecting approach set-up

  • Pipeline set-up and tracking

  • Customer Segmentation and Account planning

  • Digital channel set-up

  • Value Selling & Playbook development

Winning Product/Service Offerings

  • Marketing Message Testing

  • Brand Performance Trackers

  • Product Development Strategy

  • Customer experience optimisation

Organisational set-up for growth

  • Salesforce size & structure

  • Capability building

  • Overseeing of recruiting

  • Field force incentive systems implementation

  • Set-up and embedding of KPIs

Pricing Opportunity Capture

We identify products or services that are under-priced and implement pragmatic ways of capturing theses opportunities through custom tooling.

Key areas of work: Transaction Pricing, Value Pricing, Customer Cluster based Pricing, Custom Pricing Tooling (CPQ and other)

Sustainable Pricing Optimisation Levers include:

Pricing opportunity capture

  • Discount management

  • Identifying of underpriced products/services

  • Training of sales teams in how to spot price increase opportunities

  • Implementation of price bands

  • Cost pass through (tariffs, material costs)

Price setting tool implementation

  • Analytical set-up of price recommendation

  • Implementation of supporting tools

  • Market research and competitor analysis

Value pricing & Value selling

  • Development of value pricing methodology

  • Training of teams in how to apply it

  • Set-up of Value Selling Tools

  • Pricing model/approach

Price communication/negotiation

  • Negotiation training

  • Price communication and collateral development

Pragmatic Custom Tooling

We develop and implement off the shelf and custom tooling required to embed the change quickly.

Key areas of work: CRM (Hubspot, Pipedrive, other), Pricing Tools (Transaction Pricing, Value Pricing, CPQ).

Opportunity capture can often be delayed to due IT roadmaps which is why we took this in-house and developed the capability for a very pragmatic and fast implementation of the core systems needed for impact.

We drive the execution of the Sales Operations set-up which includes:

Pragmatic set-up of management information system

  • KPI Dashboards

  • Weighted Pipeline

  • Board Pack reports

CRM Implementation with focus on selling more (not bulky IT processes)

  • Hubspot

  • Pipedrive

  • Pragmatic, simple custom solutions where needed

Pricing Tool implementation

  • Custom CPQ

  • Quotation tools and price setting tools

  • Custom Value selling tools