Sales Execution: Training, Skills, Tools
The pressure on sales leaders to close profitable business has never been more intense. To succeed, their sales teams must find new approaches to turning sales opportunities into high-margin revenue—quickly and consistently.
Executing Profitable Growth™ meets this need.
Executing Profitable Growth™ gives your sales team powerful concepts, skills, technology, and tools they need to close more profitable business. It shows them how to expand their vision of what they might sell (and to whom), improve the viability of each sales opportunity, and maximize the value they create at each step in the sales process. It is a simple yet effective approach to faster sales planning…and more profitable execution of sales opportunities.
Based on decades of research, development and successful client engagements, Executing Profitable Growth™ provides an effective, systematic, quick-to-deploy process that closes the gap between sales opportunity planning and its profitable execution. When implemented with Situational Sales Negotiation™ and BayGroup International technology solutions it provides an integrated end-to-end sales performance approach that gets results.
Executing Profitable GrowthTM focuses your team on:
- Identifying and executing Pivotal Agreements, the critical few agreements made throughout the sales process (and especially at early stages) that determine the ultimate size and profitability of final contracts;
- Using six fundamental Dialogue Principles to determine what they should say and do during critical customer calls to advance opportunities quickly through the sales process;
- Use the proprietary Value Mapping approach to identify sources of new value that differentiate, add value, and drive more profitable customer relationships;
- Asking more Provocative Questions at each stage of the sales process that challenge your customer, inject new value into the dialogue, and create productive tension that leads to greater results.
How is Executing Profitable Growth™ implemented?
Executing Profitable Growth™ is implemented by BayGroup International's Sales Performance Practice, a team of experts who partner with your leadership team to get results.
The team's mission: to help your B2B sales organization build larger, more profitable customer relationships by embedding a consistent, disciplined sales performance methodology. The BayGroup International team applies its extensive expertise to achieve a focused goal: closing the gap between the results you expect and the bottom-line sales performance you achieve.
The Sales Performance Practice deploys Executing Profitable GrowthTM, along with the Situational Sales Negotiation™ and a combination of in-company research, change management consulting, training, online tools, and structured management activities. The results: revenue and profitability are maximized. Opportunities move through the sales pipeline more quickly. Customer satisfaction and loyalty increase.
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BayGroup International's powerful sales performance methodology is based on more than three decades of research, development and successful client engagements. This work was profiled in the New York Times and Wall Street Journal best seller, The Last Link: Closing the Gap That is Sabotaging Your Business, by BayGroup International CEO Gregg Crawford.
Case Study: Sales
Performance Methology
Gets Results at...
Read an in-depth profile of a successful sales performance improvement initiative at Chevron Energy Solutions. The case study available for download on the Client Successes page..
