Achieving Sales Effectiveness requires a delicate balance of strategy and execution, brain and brawn.
When visibility into the field is limited as when your team is
Losing key sales opportunities - and blaming everyone without specific evidence.
Completing inadequate customer and sales analysis and thus negotiating prices poorly, with the worst customers getting your best prices.
Unaware of whom your best (and worst) customers are granting non standard discounts as if they were the new standard.
We can help you
Determine if and how your sales representatives are capturing all potential revenue through adequate account planning.
Perform a fact-based market and customer segmentation using your customers' history and prospects' attributes.
Design a strategic pricing framework to determine the proper price to charge each customer, in every situation, with fewer non-standard transactions.
Specifically in high technology firms, with short product life cycles, driven by fierce innovation and competition, we provide the machine learning and data science expertise to design and execute these analyses.
When you fight your own system, including
Time consuming and inefficient pricing and quoting processes, leading to price leaks.
Not understanding why your team price or discount a certain way - as an exercise in complexity or arcane arts.
Challenges merging or integrating different operations using different go-to-market principles.
We can help you
Establish industry standard sales and pricing analytics systems and practices.
Build a road map to manage the timing of investments in people and infrastructure.
Craft the policies and processes to harmonize pricing structures of merged or acquired operations.
Specifically in high technology firms, with short product life cycles, driven by fierce innovation and competition, we help you design your deal desk to handle negotiated discounts across product lines, geographies, and sales channels.