TRAINING & CONSULTANCY
sales strategy & training.
Comprehensive business development training to help you drive revenue
In order to have a great sales team they need to be properly equipped in order to manage their relationships. We have deep knowledge in various CRM’s (Client Relationship Management Systems) and offer audits in how your current software platform is being used. From the audit we’ll assess whether the best tool is being used (and if not, recommend alternative solutions and costs) and what additional data could be collected and/or farmed in order to improve sales and marketing activities.
For those that don’t already have a CRM we also carry out an investigation amongst key stakeholders within their organisation. This involves understanding who their prospects/clients are, understanding what data (if any) is currently captured and where, what additional needs they may have from a CRM and what other software they use across the organisation. We can offer full CRM integration and set up for most of the cloud based systems – this includes but isn’t limited to, permissions, data fields, customised and auto-generated reports, processes and integration into other cloud tools such as invoicing and project management tools.
It’s easy to get on the phone and start calling people. However, time and resources can be wasted if they don’t match the profile of your ideal customer. We work to unearth what a qualified lead means to you, in turn these become criteria that allow a salesperson to quickly identify whether that prospect is in fact worth investing time into. We then advise on new places to look, ensuring that your sales team have a never ending supply of qualified leads.
Acting as a mystery prospect is a great way for management to get feedback on how their business developers are performing in the different areas of their role. We help identify missed opportunities, discover questions that can help further qualify or speed up the timeline of a deal and review the follow-up steps (response times, clarity of written responses, entering of data and setting up next touch points). From this discovery session we’re able to devise bespoke group training or one-to-one mentoring sessions to ensure your team are meeting their targets.
It is vital for any sales team to track their activity. We’ll ensure that your pipeline is tracked to help better understand team and individual conversion rates. We analyse specific metrics, such as how much revenue they have pitched out, what their predicted close times are for each deal versus their actual average close time and how many emails/calls that person is making to close a deal. From this data far more realistic sales targets can be set, both around actual revenue and the activity it takes to generate that revenue.
As deals become larger, more often than not you will be invited to tender for work. At Yellowball we are experts at dissecting tender briefs and helping teams bring their offerings to life both visually and verbally. We’ve handled everything from creating investor decks for start ups looking to raise £1m in funding, to creating whole presentations for companies tendering for big blue chip contracts. We often carry out rehearsals with clients in order to make sure that they are considering all options and ready for that curve ball question! We often run these rehearsals with different teams to help best understand who is going to have the strongest chance of closing.
Sales teams are often the real driving force behind business growth. Through utilising proven sales techniques and processes we help you develop teams that will grow your client base.