The number one challenge that founders ask us to fix is generating revenue, sales, and pipeline. Of course, it's not the only challenge when you scale however it is the issue that founders find almost front and center. We have found that a fix often falls into one of two buckets and it rests on how advanced your sales team is or isn’t.
If you already have a dedicated sales team:
We focus on upskilling your salespeople to make sure that they are building a realistic, measurable pipeline, so you can be confident with the sales forecasts that are critical to building your growth story.
Our sales training sessions are tailored to your business and industry. We hold them in 90-minute bite sessions and focus on sharing new tactics which can be applied immediately after the session. With each session being 90 minutes, they don’t take much time, allowing your team to stay focused and removing excuses not to turn up.
If you don't have a dedicated sales team:
We focus on the three areas to help your leading team close sales quicker and lay foundations that will eventually help you hire a dedicated sales team. In several workshops we consolidate and deliver the following:
Finding the right packaging for your ideal customer
Transitioning your sales meetings to an outcome focus
Discovering the best player on the pitch
Finding the right packaging for your ideal customer: Founding teams often sell to people within their network first, but the people in your network are usually not your ideal customer. To gain traction, you need to expand your network to new customers and that requires deep knowledge of your ideal customer. We will help you identify that customer, find ways to prove your proposition, and guide price, product, and packaging changes if needed.
Transitioning your sales meetings to an outcome focus: In early-stage businesses, information is often shared informally and not consistently, which can lead to missed opportunities, poor forecasting, and unclear buying points. If ‘sales meetings’ exist, they are more like discussions about good meetings rather than tangible actions to be taken to push a deal to close. We help you build a structure, proven at other high-growth businesses, to build the discussion around winning business rather than talking about activities.
Discovering the best player on the pitch: Selling well is a skill. It’s not just about being good with people and having a good pitch. To do it well requires a process and methodology. The multi-hatted role of a founder works if you already have the skills of a salesperson, but if you thrive instead in finance, operations or tech, you may want to consider finding someone who can take on that responsibility as soon as possible. If you are that person, our sales training will help you take on more opportunities and close more. If you aren’t, we’ll help you build the structure to pass on the baton to a dedicated sales team when your business is ready to expand.
Scaling your business requires a targeted approach to sales. By focusing on upskilling your sales team or establishing foundational pieces within your business, you can overcome common challenges and achieve your growth goals. With a short 30-minute call, we can understand your situation and pull together a plan that will set up your sales for future success. You can get in touch with us here.
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