SolutionsIQ
It’s common for sales organizations to go through phases of growth. For this client, we started out with a two-day sales foundation workshop focused on gaining a shared sales process and language for the team, with an emphasis on reaching new customers and growing market share. As it happens, they did a fantastic job with gaining new customers, so I was invited back in to work with the team in a two-day workshop focused on customer retention, satisfaction and growth. We worked through what strategic account planning would look like for them based on their customer needs and company goals.
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The JoineryThe joinery builds handcrafted furniture and is obsessed with quality and customer service. Their challenge was how to increase sales while not compromising on their business and brand promise. In other words, they wanted to sell more – but not be ‘salesy’ (one of the most common concerns of a mission or product driven organization). Our workshops focused on using sound sales practices and being totally authentic while learning more about the customers and what they needed, wanted - or just dreamed about having sometime in the future. We practiced asking more questions – better questions. We brainstormed ways to make it easier for the customer throughout the buying process, and how to improve their experience from the moment they walk into either showroom to when they own a piece of their furniture.
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NWEA
NWEA walks the walk and talks the talk. When they say mission driven – they mean it. NWEA consistently makes decisions that are grounded in their mission and commitment to helping all kids learn. While experiencing dramatic growth, I was able to step into a variety of leadership positions as needed while they built their sales leadership team and and sales capabilities. With my background in Sales Operations and Enablement, I was also asked to help them with their increasing need for robust metrics and data, and improvements to their CRM application (Salesforce) to best support the sales team.
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Danube
The client was growing rapidly and also focused on professionalizing their sales team and realized that as the CEO, he needed to bring in someone to help sales. I was brought in to provide interim sales leadership, execute a sales assessment and business review, implement a sales process, to coach and mentor the team, and ultimately support the sales organization and CEO through an acquisition.
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"WELL DONE IS BETTER THAN WELL SAID" –BENJAMIN FRANKLIN