Sales strategy and execution

Thorough thinking and tough calls always precede the planning and execution phases. It is still necessary to know and use the right data to make the right decisions. Total addressable market, servicable available or obtainable market, propensity to buy, weighted account potential are essential data to segment your territory, prioritize your actions, and allocate your resources. Before defining your sales organization and critical missions, find the right balance between figures and intuition, between strategic vision and historical data.

Who said that Territory planning sessions should be painful? Yet getting the content and review of territory plansis an exercise that few managers and sales people are comfortable with. Territory plans are the pillar of your sales strategy.. Current quarter analysis, progress on strategic objectives for the current year, definition and monitoring of key performance indicators:from pipeline generation to the in-depth analysis of your business opportunities, build and leverage territory plans that turn your salespeople into the CEOs of their franchise.

AccountPlanning or account plans concern only your key accounts. Not only the accounts where you sell the most, but also those where you expect to sell more and build a strategic relationship. Account plans are the natural extension of the detailed analysis of your data such as the propensity to buy the segmentation of your territory, and your territory plans. Building account plans template, account reviews fequancy and pace,commitment and team collaboration,, information, data and metrics to gather and master to sell more and better: let us define the process and the support adapted to your business.

Opportunity management is not just about qualifying and using BANT or MEDDIC. It’s all about aligning with your customers’ buying process…Not checking off the boxes in your sales process. A solid plan and the ability to adjust it based on customer interactions provide a sound basis. The ultimate goal is to differentiate at every stage of your customer’s buying journey. Sales process steps, deliverables, verifiers, stakeholders identification, psycho, power and influence: we deliver the methods andthe toolstoclosemore and faster. Along with a realistic and reliable forecast.

Read our articles on commercial strategy & execution

Sales: exploiting the Blue Ocean strategy.

The Blue Ocean strategy is not just for strategists. It provides a powerful framework for sales professionals to rethink their entire sales approach, from qualification to value creation. In the competitive landscape of sales, where companies vie for market share and...

Leadership: failure is failure.

You’ve probably seen and perhaps reacted to the video of Giannis Antetokounmpo answering a journalist’s question about the Bucks’ season: “should we consider the Bucks’ season a failure”. Yes, Mr. Journalist, you don’t get...

The Keys to B2B Key Account Management

Key account management is an organizational process used by B2B vendors. The name is self-explanatory: the point is to adopt a specific approach with your most strategic customers. Many KAM programs fail, are partially implemented, or dropped after a few months. Here...

Harnessing the power of data, leveraging key performance indicators, territory planning, account planning and opportunity management:

Raise your game on the 4 pillars of sales execution

Discover the 4 Bold & Sharp pillars



& Workshops