Sales and Marketing
The best marketing in any organization, walks around on two legs.
Customer facing is the moment of truth for any B2B or B2C sales organization. Does your team represent your message, operate effectively and deliver the results you want?
At The Method Effect we work with your experts to design, develop and deliver customized strategies and training that represent your company brand.
Brand Partners we have worked with:
The Method effect generally works with sales teams of 5 to 200 persons, with sales territories of 1 to 40 million, including individual executive sales coaching.
Face to face, on the phone, on the web and via email. A good sales strategy requires that your people connect and communicate with clients both on site, in their offices, in public settings and in non face-to-face environments. It also requires specialization, differentiation, segmentation and concentration. No business can afford to apply the same strategy across all client channels and opportunities, rather, it starts with having a multi-layered strategy.
As much as 80 percent of selling today is accomplished by clients first researching products and services and then connecting through technology (phone, text, email, social media) with the sales group. Effective sales strategies may need to include effective image management, real time connectivity and heightened tactical skills to deal with well-informed customers that can quickly turn away if they wish.
Chasing potential and existing customers (especially low value ones) with outside sales teams is expensive, while at the same time using inside sales people to create strong relationships with larger critical clients can cost you a sale. What is required is segmenting clients and applying the appropriate contact strategy based on the value they bring to your business.
And just tracking activities is not all of it. Establishing a good sales process that includes effective planning and intelligence gathering is hyper-critical. We believe that every time you launch a sales campaign, be it advertising or one to capture just one key customer; there is a moment of truth. Once you press your launch button, you better hit your target. Miss the target and you cannot recapture the acquisition costs.
Sales Strategies – Effective Time Management, Cold Calling, Real Time Connectivity and Heightened Tactical Skills
As much as 30 to 60 percent of selling today is accomplished by clients first researching products and services and then connecting through technology with the sales group. Effective sales strategies may need to include effective image management, real time connectivity and heightened tactical skills to deal with well-informed customers that can quickly turn away if they wish.
We will ensure your potential and existing clients feel valued.
Sales People. On the street, face to face, strategically and tactically. An effective, multi-managed approach to driving your customer facing activities. There are different types; transactional selling, multi-relational selling and collaborative selling. There are steps to take; sell your idea, sell yourself and sell yourself executing your idea. We should talk proof and we should talk persuasion. We need to build trust and influence.
Sales is a complex recipe and the secret is to know how to not just be a cook, but a chef; how not to just follow the recipe, but to create a sales experience. That is where the prize is.
Sales Is a Science – Effective Territory Planning and Tactical Sales Execution
We believe that sales is a science… a science of effective territory planning and a science of tactical sales execution. Both require the right people, getting the people right, the right training and the right processes.
Territory Planning With Strategic Mapping™
Territory planning requires thoughtful, logical strategies to ensure that every sales step taken will deliver maximum value. Tactical sales execution requires that your customer facing activities create the relationships or results that you are expecting. The Method Effect uses Strategic Mapping™ sales tools to ensure that every activity is a winner.
Think ROTI (Return on Time Invested)
Forget ROI, with sales think of ROTI (return on TIME invested). Your sales efforts are time sensitive. Every moment of the day, your sales team is either wasting time or building sales, and effective territory planning coupled with effective sales skills will ensure the latter…growing the numbers.
What Makes Strategic Mapping™ So Good?
So what makes the Method Effect and Strategic Mapping™ so good? Strategic Mapping™ focuses not just on activities (like today’s CRM systems), but on deep planning as well. Without the right plan, activities are just a waste of time. Developed from years of observing high performance team and from studying military strategies and decision making, Strategic Mapping™ strengthens planning efforts to ensure that sales people are gathering the right customer intelligence to make informed sales focused decisions. Data just takes up storage space without strategic direction.
Sell Yourself Using Strategic Mapping™ and Tactical Sales Training
Sell yourself, sell your idea and sell yourself executing your idea. Once the planning has been completed, Strategic Mapping™ tactical training teaches your sales team the needed sales skills to close sales including both attitudinal and tactical skills. Closing sales … the end game, correct?
The Sales Process