Services

Sales enablement should be a serious topic for just about any forward thinking B2B technology company sales executive.

Here are a few reasons:

• It can take 9-12 months+ to fully ramp a new sales person, and natural attrition rates can mean that up to 20-25% of your sales team may need to be replaced annually.
• Companies are realizing that better product knowledge is not ‘sales enablement’. Shaving weeks or even months off the ramp-up time for new sales hires, compressing sales cycle times and improving deal sizes and win rates for the average performer, can translate into millions of dollars in additional revenue.  We call this building a stronger “sales middle class”.
• Less sales reps are making quota, win rates are falling, buying and selling dynamics are changing dramatically. The bottom line is that it’s harder than ever to engage and sell effectively.  Effective sales enablement programs can result in up to 20% in higher revenues according to CSO Insights.

Yet, some companies still cling to anachronistic thinking and process.

According to recent B2B studies by SiriusDecisions and CEB, the dynamic between the Buyer and Seller has changed.  Buyer’s are not engaging with sales for 60%-70% of their evaluation process.  That’s a frightening stat for any sales exec, who must realize that you simply can’t dictate your sales process to the prospect anymore.  Sales has more pressure than ever to execute flawlessly in order to win.

Business buyers are more sophisticated than ever and control when they engage with sales people.  The days of dictating a sales process to your customer has fundamentally shifted towards understanding your customer’s buying process and aligning your sales and marketing processes to it for an optimal outcome.

This is at the core of our approach to Sales Enablement.  It is ultimately the “join” between corporate GTM strategy and successful field sales execution.   What are the key business conversations that will resonate with your key stakeholders?  What is your point of view (POV) that you bring to the table as a domain expert?

So, somewhere between ‘pistol-whipping’ and ‘spoon feeding’ the sales team is an enablement process that captures and codifies sales best practices, as well as what not to do.

It’s as simple at that, yet:

• Why do so many companies have new product information masquerading as Sales Enablement?
• Why do the same sales mistakes keep happening over and over?
• Why do companies use their sales kickoff as an exercise in death by PowerPoint?
• Why do they send in paint-by-numbers sales trainers with an anachronistic methodology that’s not relevant in today’s world?

We believe you need to design, develop and teach from a field sales perspective because they are your front line and are closest to the customer.  All of our Field Sales Guides are customized to each of our customer’s specific needs. Our training is experiential based role play training with mock customer scenarios that are an amalgamation of real world sales best and worst practices to avoid gleaned from our discovery efforts with your top sales performers, laggards, and customers.

We pride ourselves on our Progressive Sales Enablement.   This means we do not sell another new sales training methodology or offer product training. We address this new B2B Sales world and develop the sales capabilities that are most important for your sales team to engage and sell more effectively.

True Sales Results has consistently been recognized for delivering world-class sales enablement services.  What is our secret sauce? It starts with our deep dive discovery process that we conduct with your top sales performers, newer sales team members, customers, sales leadership and HQ team.  Through this discovery process we learn and capture your field sales tribal best practices.

We figure out what is working well, what isn’t working well, what sales mistakes your sales team keep making that we need to correct all from a field sales perspective.  Your customers open up and share their experiences (positive and negative) with us about working with your team and company through their Buying Journey.  Your newer sales team members inform us on areas that would help them ramp up faster and be more productive sales reps.

We synthesize and translate all of this into our Sales Playbooks and Field Sales Guides.  We capture and codify the key sales capabilities that your top sales performers are using to drive larger deal sizes, higher win rates and flesh that out with enterprise sales progressive best practices that may be missing today on your sales team.

Here is a sampling of the sales enablement services that we design, custom develop and deliver:

• Sales Enablement Strategy Development and Plan
• Sales Playbook Design and Development
• Sales Playbook Training
• Advanced Sales Discovery Framework
• Customer Case Stories
• Field Sales Guides Design and Development: Customer Discussion Guide, Competitive Positioning Guide, Sales Cycle Guide, Selling to the C-Suite Guide, Effective Sales Coaching Guide, etc.
• Field Sales Guide Training
• Modeling Sales Best Practices Videos: How to Tell Your Story, Elevator Pitch, Whiteboard Storytelling, Value Prop, Competitive Positioning, Handling and Overcoming Common Objections, Sales Best Practices Tips and Insight, Sales Leadership Videos, etc.
• Virtual Sales Training Workshop Design and Development
• Sales Kickoffs (SKOs) Sales Training
• Quarterly Business Review (QBR) Sales Training
• New Hire Sales Bootcamp Training Design and Development
• Coaching the Sales Coaches Training
• Executive Sales Leadership Mentoring and Solution Training
• Train the Trainer (TSR Sales Enablement Methodology & Knowledge Transfer)

True Sales Results also provides outbound demand generation services.  We’ll build, train and manage a “virtual” demand gen team for you to start your sales pipeline building from scratch..think of us as your outsourced demand gen team.  Or we can augment your existing demand gen team for a sales pipeline jump start or stimulus boost.

We are real world practitioners in outbound demand generation and sales development who have had to execute similar or much larger programs and understand how challenges around doing sales development will impact its effectiveness without further value-add to make you effective.   Our unique boutique integrated approach to sales development provides multiple outcomes and value-add to your business needs, such as:

• Most importantly, intro sales meetings with target prospects in support of the your stated sales pipeline goals stated. This is obviously our prime focus and your most important business driver.
• A rapidly growing and organically cleaned working database of prospects and usable sales forecasting knowledge based on ‘interested’ and ‘qualified’ conversations, plus intelligence on key data you need to sell going forward with or without our involvement. We navigate and deeply profile your target accounts using progressive techniques and social media tools.

Here is a sampling of the demand generation services that we design, custom develop and deliver:

• Outsourced Demand Generation and Sales Development services
• Demand Gen Strategy & Planning
• Demand Gen Analysis and Funnel Plan with conversion rates
• Demand Gen and Sales Development augmentation services
• Unique rent-to-own SDR resources