CUSTOMIZED SALES MODELS AND SALES TOOLS TO DEVELOP MORE BUSINESS
Our strategic discussions lead to a prioritization of strategy and ultimately refine the sales models in several areas including:
“West helped by covering customers that we can’t regularly visit face-to-face and delivering a clear, concise and customer friendly message to remind customers of who we are…and to generate sales for us.”
– A large pharmaceutical company
Funnel Development
Building a forecastable funnel of new business targets based on the buyer journey that:
- Effectively hands off new opportunities to the field at the appropriate time based on the stage of the buyer journey
- Enhances nurturing capabilities for those opportunities that are interested but not ready for an appointment/meeting
- Improves forecasting ability through defining funnel based on buyer stage
Sole Territory Coverage
Deployed in “white space” where inside sales hunts and closes business resulting in net new business where the product and or service can be sold without the assistance of field sales. Once business is generated it can move into an account management model.
Team Sell
The agility to penetrate higher value accounts, segments and targets in collaboration with the field representatives accomplished through:
- Account Optimization
- Funnel Development
- Interim Coverage
- New Market/Channel Development
Account Management
Protecting and growing existing accounts is the focus of this model. Sales execution options with this model:
- Protect existing revenue and share
- Grow revenue through expanded stakeholder coverage and improved penetration with additional products and services
- Reduce Churn
