• Marketing Consulting

Sales Coaching
Act as a sales coach for the client’s executives and/or its sales force.  Instruct the client on integrating our proven four-step sales process into their organization.  The process begins with the first meeting and ends with a closed sale.  The result:  the client increases its close ratios and spends time efficiently on the best prospects.

• Sales Consulting

Account Strategy and Targeting
Determine prospect databases and information sources to help the client contact and sell projects to pre-screened companies.  Allows companies to effectively target prospective customers.

Executive Telequalifying
Contact senior-level management of targeted companies on behalf of the client; calls are focused on reaching company decision-makers.  The purpose of the calls can be to arrange business appointments, pre-qualify interest in a product or service, or other reasons determined by the client.

Sales Benchmarking
Develop processes for the client to measure the performance of its sales resource against direct and indirect competitors and to assess customer satisfaction. Data analysis helps the client understand best practices.

Key Account Management
Work with clients to develop and grow key accounts by creating Key Account Customer Profiles, Opportunity Forecasting, Sales Campaigns, and effective Customer Service Plans. These four components help clients thoroughly understand their large/multinational customers.  Determine how to profitably and effectively capture opportunities within large accounts and how to better implement projects with each account studied.

Sales Channel Analyses
Assess the channel by which products and services enter and move through the market to get to consumers by obtaining data on: the market in general, the client’s sales operations, the various channels available to the end user, third parties such as agents and distributors, and the customer base. The overall analysis helps the client understand the most effective sales channels to reach targeted consumers.

Distributor Identification
Identify a list of screened potential distributors for the client’s products by examining appropriate industry publications, exhibitions, websites, and other information sources. Narrow the list by analyzing how well the distributor fits benchmarking criteria developed in conjunction with the client. Contact remaining companies to gauge interest and pre-qualify the value they could add to the client. Final result is a short list of distributors that best fits the client’s needs.