Sales Funnel Management
Sales Process Reengineering
Relationship Acquisition & Management Process (RAMP)
Market Offer Development

 

Our approach to sales and marketing starts with the realization that you can objectively value a customer relationship; and it is substantial.  A customer's value is calculated as the annualized “net cash flows” generated from that customer (usually the true contribution margins), over the life of that customer relationship.  In other words, the customer relationship is an annuity; an investment that pays a set amount of money each year for a number of years.

Therefore:

• Every current customer relationship is an annuity that needs to be maintained as an established book of business.
• Every new customer acquisition is an opportunity for incremental repeating cash flows over multiple years.

It is this perspective that helps us dictate where to best focus organizational efforts in order to achieve the significant financial gains desired.  Many organizations spend considerable time and money fine-tuning their operational processes, but by comparison, treat the sales and marketing as an art form with minimal investment and infrastructure.

Our belief is that sales and marketing is in reality a methodical process which can be structured for repeatability, predictability and consistency.

Our Considerations:

• Infrastructure to analyze and manage the sales funnel
• Sales process design to best utilize sales staff to increase new customer acquisition
• Reallocating staff, matching required skill sets and implementing best practices to improve sales funnel flow and maintain current customer relationships
• Filling the sales pipeline with qualified opportunities
• Selling business to business value solutions versus features and benefits of products

As a firm, we place a large emphasis on building operational competencies as these they are of considerable value. However, their value escalates substantially when they are leveraged in the market for a decisive competitive edge.

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