We start off every consulting engagement by reviewing exactly where you are. Who are you targeting? What have you tried before that works? What have you tried before didn't work? How many qualified leads do you need per months? What options do you need to scale or for flexibility? Once we've worked on these we'll pinpoint exactly what needs to be done from our Predictable Pipeline Matrix.
We then work with you to understand a few key things:
1) What is the ideal sales structure?
2) What is your value proposition?
3) What is your Ideal Client Profile for your best prospects?
4) What social proof, examples and resources we can use to create our outreach programs
5) How can you build value into your sales system so your prospects want to engage with you.
Once we have the foundations nailed we jointly build your system:
1) We build your lists based on the best sources that match with your Ideal Client Profile.
2) We build your ideal sales structure, sales resources and sales infrastructure.
3) We implement the best technology for you to automate as much of the system without reducing the returns.
4) We implement KPI's, monitoring and reporting to ensure you can plan and scale the system.
Together we begin making contact with your prospects. We begin to see what the responses are and test and measure and refine your approach.
You benefit from our expertise driving you forward to make more impact and more first connections than you'd ever imagined.
We design and implement your response processes. At the same time we are working with you to build your playbooks of key messages, presentations, closes, and even Executive briefings and product demonstrations.
Your CRM and metrics are built up to ensure you are building your long term pipeline and not just relying on the short term quick wins available.
We aren't going to sugar coat anything about this arrangement. We are here to make sure you get results so pack your ego up and leave it at the door. Our systems work and get results. It is our job to make sure things get done and are implemented.
Together we drive the most value
You will always know exactly where you are in our consulting system. We have broken the sales process is to 4 main channels:
Quick Wins In
Convert All Responses
Virtual & In-house
Won Deal Analysis
The 'Elegant Meeting'
CRM Setup For
Long Term Pipeline
Reporting And Metrics
Reporting And Metrics
Reporting And Metrics
Working with Predictable Pipeline was a critical business decision for us at a crucial growth stage in the business. As a respected energy consultancy business in the UK and with a relatively crowded marketplace, we were struggling to produce a predictable flow of high quality first new business meetings with new prospects. We were creating around 3 or 4 first new business meetings per month and Predictable Pipeline allowed us to increase that to around 15 to 20. And not only that, the quality has drastically increased and the sales cycle has shortened. The work we did together in short and long term pipeline has added hundreds of thousands of £ to our long term business value.
The Next Step?
This is a mandatory first step in the engagement path. For us to get any traction working together we have to start off knowing exactly where you are in your sales process. This is the best way to do it.
All senior management and stakeholders will be actively involved in this workshop to determine the exact picture of what your ideal sales process will look like and the exact steps needed to get there.
The Predictable Pipeline Solution Design Workshop takes 2 days physically on-site.
The result of this engagement will be a facilitated implementation plan based on the 46 key areas to build and scale an integrated outbound and field based sales process. You will leave with an exact strategy and fully formed plan to create an optimized, scale-able and leveraged sales structure.
No. The solutions workshop is a self contained product that results in a very detailed (but short) report of the findings. These are broken down into the areas that will have they biggest impact in your business, the resources needed to solve it and the recommended plan and action steps. We give you more than enough detail to implement solutions either on your own or with other resources. Obviously we suggest we help post workshop because it will significantly shortcut your time to revenue.
Yes. That is the whole reason for doing this consulting. If at any time you are dependent upon us then we have failed. At all parts of the process we will be ensuring you have the systems, structure, and ability to evolve the ideal sales process in the future. We will always be here for you and can create shared programs and implementation projects if we both decide this is a fit for us.