How do you achieve your next level-sales results in today’s challenging commercial environment? The Keys To The Kingdom will show you just how to do that. Leveraging decades of experience of leading sales organisations and advising sales leaders, Mark Wills shows us how the four levers of sales success; capabilities, culture, compensation and company structure can be leveraged to ignite revenue growth. Packed with guidance and advice for leaders of sales organisations, Mark leaves us with two key questions to ponder:
Understand and play to the rules, because when this happens:
There are only two types of customer meetings; those in pursuit of an opportunity and those for relationship management - both are sales meetings.
Everyone who connects with your customer is in some way involved with sales. Here’s how to know which meeting you are attending and what to do when you get there.
Strategic Account Planning is a business process. It requires careful management, multiple inputs, and of course; strategic thinking.
In Part 2 of this e-book, we move through the key steps of successfully implementing an account planning process, what to implement and how to do it.
When 50% of your revenue comes from just 5% of customer relationships; losing a key strategic relationship can have far reaching implications. The loss of existing revenue, future revenue, market share, key people, and the increased likelihood of competitor encroachment.
In Part 1 of this e-book rationalise why having a robust strategic account planning process is so important and then consider how to select the accounts that you should treat as your key strategic accounts.
To accelerate performance; increase effectiveness and, impact key business results, it requires a combination of both Mindset, Systems and Capabilities. The focus of this e-book is on developing a high-performance mindset. See how mindset systems and capabilities come together to help create exponential movements in sales performance.
Is this the shot in the arm needed to finally get the sales team sorted out?
Can you continue to think and act the same way and get the results you need? This e-book has been produced to help revenue leaders prepare and sustain themselves in the event of an economic downturn. Two important questions to ask:
1- Can you continue to think and act in the same and get the results you need?
2- Is this the shot in the arm needed to finally get the sales team sorted out?
With decades of combined enterprise selling experience under our belt and having coached many B-B sales organisations, we have arrived at a singular inescapable conclusion; selling to large organisations is complex! B-B sellers still think too tactically and not strategically enough but you can learn how to simplify these situations to qualify, predict and win.
Examining the challenges faced in complex business-business sales today and a blueprint for holistic selling methodology to address those challenges.
Embracing the new sales dynamic to maintain and improve margins.
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