We help clients build pipeline, larger, higher quality opportunities, and deeper, more productive relationships with customers. Our high-touch, hands-on approach maximizes both impact and knowledge transfer.
Pipeline Development and Management
Need more pipeline?
Our pipeline development and management services help clients to quickly build and manage high quality sales pipelines. We design and implement formal field-based processes that drive identification of new opportunities in strategic accounts, existing customers and new logos, build visibility and velocity through the pipeline, and provide effective late stage deal management and "desiring". In most engagements we help to coordinate existing Account-Based Marketing activities; in others we partner with a marketing agency to create and coordinate effective ABM campaigns.
Opportunity Development and Management
Need help developing stalled pipeline, or increasing coverage?
The Opportunity Development Workshop builds on the processes and knowledge initiated in the Pipeline Development Workshop, including the business value hypotheses, stakeholder maps, team alignment and more. Specifically, the goal of this workshop is to identify the activities and information needed to move an opportunity forward, to highlight the risk factors in the deal, and to surface any structural issues or other deal-breakers that suggest a pursuit should be terminated.
Account Planning and Management
Want deeper, more productive relationships with your strategic and named accounts?
Large account management is a "team sport", with multiple reps covering a variety of portfolio products. Coordinating and managing the activities of this group is critical to the success of the relationship with the customer. Yet typically the account director has little or no prior team management experience. Our Account Management services help large, key and strategic account teams to focus on strategic business issues, relationship building, account penetration and customer satisfaction. Typical results include larger multi-product deals, higher deal profitability, higher customer satisfaction and loyalty.
Sales Performance Management
Challenged to improve sales productivity?
High performance sales organizations look at growth through multiple lenses and manage performance via a variety of levers. The Acelera Group works with clients to identify the critical metrics and to optimize the processes that improve sales performance and productivity.
Buyer/Seller Journey Alignment
Considering an Account-Based Selling strategy?
With enterprise buyers conducting significant background, product and supplier research online, sellers may engage mid-process with no visibility on the buyer's prior activities, level of knowledge or key outstanding issues. To be effective, sellers must quickly sync their selling processes with the buyer's evaluation and decision cycle. We help enterprise organizations to build alignment between these two cycles via greater collaboration between marketing and sales and with processes that assist the seller in reframing evaluations to their benefit.
Need to identify root cause issues that stand in the way of sales success?
Conducting interviews with both members of the sales team and the customer's buying team, we probe on the key issues that came up during the engagement and provide feedback on both the strengths ands weaknesses that surfaced during the engagement. While reps may typically cite "price competition" as a primary reason for losing a deal, customers almost never reference price.
Important meeting coming up?
If you have an important upcoming business meeting, with multiple stakeholders and complicated inter-relationships…perhaps with customers and business partners involved…you need an independent facilitator to help ensure that you achieve your goals and come away with mutual alignment, agreement and a formal action plan.
To Learn More
To learn more about our services, and to explore how we may be able to help you to improve your sales performance and productivity, please contact us to arrange an initial discussion.