Modern Trends in Selling

Our Mission

To be the undisputed key resource to sales and service leaders globally and we will do this by bringing expertise and precision to how our clients more effectively engage with their customers.

A Rich History World Class Client Engagement Methodology

Depth and Reach An un-paralleled suite of solutions

Overall Sales Performance is Deteriorating

Expectations of the Buyer is Rising & Process is more complex

More People InvolvedBuyer: 5.8 2015 /4.74 5yr avg

Seller: 4.4 2015 / 4.1 5yr avg

More Formalized ProcessSignificantly formalized:61% 2015 / 45.2% 5yr avg

Average sales cycle time: + 2.82% 2015 / 2.6% 5yr avg

More Political DecisionsOur Customer requires formal ROI: 61.4% 2015 / 40.2% 5yr avg

Retention rate increase: + 5.4% 2015 / 4.8% 5yr avg

Tim

e

Value

EXPECTATIONS

Don’t Waste

My TimeKnow My Business

Know Your

Solution

Add Value

Ask Insightful Questions

Customers expect a Perspective

OLD WORLD

NEW WORLD

Sales Process Product/Service Delivery

Client Expectation of When Value is Delivered

Client Expectation of When Value Is Delivered

► Help buyer’s navigate the purchasing process; sharing systems and methods for evaluating decisions

► Providing tools and methods for assessing/calculating ROI

► Understanding and documenting unintended consequences of various decisions

► Assisting in creating implementation plans

Providing Perspective

Signed Contract

How we help

SKILLSYou’re Good. You just want to get better.

EFFECTIVENESSYou Need

A Recognized Problem Fixed.

And Fast.

TRANSFORMATIONYou Need A Strategy

and Culture Shift.

INDIVIDUAL TEAM ORGANIZATION

We uncover what the customer needs and see that requirements fit into three distinct categories