OUR SERVICES

“Great content is the best sales tool in the world.” *

SERVICES

M.O.R.E. Sales Advisors offers both advisory services and consulting services. A consulting engagement includes an exploratory audit where time is spent assessing issues as understood by the company’s management team and then providing counsel based on the M.O.R.E. framework as well as benchmarks and best practices.

A more comprehensive consulting engagement includes an in-depth audit that relies on direct interviews with company management, stakeholders, customers and prospects. Consulting engagements also provide customized recommendations, process development and implementation assistance. Engagements include Part-Time VP of Sales, Interim VP of Sales and / or project based consulting.

“When you have a multi-tiered sales effort, the first thing you want to do is understand the market. You want to go out there and map the competitive landscape. You want to know what your customers are saying” **

Driving M.O.R.E. Sales focuses on several areas including:

Know your

Markets
Messaging
Metrics

Build Solid

Operations
Optimized Processes
Outcomes

Provide

Resellers and Channel Partners
Rewards & Recognition
Retention & Referrals

Ensure

Enablement
Essential Sales Tools
Execution

MARKET

Research your market
Understand your competition and what makes your offering unique
Build an economic model
Define your ideal customer profile
Conduct pilots and select lighthouse accounts
Be prepared to adjust when necessary

MESSAGING

Remember WIIFT
Define and refine your elevator pitch
Broadcast accolades
Create a call to action
Leverage digital, social, mobile, and content marketing
Align sales and marketing

METRICS

There are many metrics that can be applied to measure sales activity
Focus on three of the most fundamental metrics
Focus on the sales opportunity pipeline
Increase close rates
Expand average selling price
Align sales and marketing

OPERATIONS

Forecasting
Dashboards
Pricing
Contracts
Revenue recognition
Internal company alignment

OPTIMIZED PROCESSES

Suspect identification
Prospect qualification
Proposal responses and bid desk
Contract negotiation
Closing the sale
Customer delight after the sale
Renewals, Up-sell, and Cross-sell

OUTCOMES

Focus on important customer outcomes
Align your resources around customer outcomes
Use an outcome-based framework
Ensure that desired customer outcomes are met
Recognize the importance of customer success teams
Consider outcome-based pricing

RESELLERS AND CHANNEL PARTNERS

Establish executive relationships as well as field relationships with ownership and accountability
Create the initial market presence
Ensure your agreements are win-win
Develop lead generation programs
Create sales tools that keep things simple and differentiated
Institute deal or lead registration
Establish clear rules of engagement
Ensure channel neutrality and manage channel conflict

RETENTION AND REFERRALS

Retention:

Provide superior service
Focus on feedback
Set up a customer-centric organization
Create loyalty programs

Referrals:

Establish internal referral metrics
Make referrals a component of your qualitative compensation plans
Make it a daily activity—ASK!

REWARDS & RECOGNITION

Commission plans that drive the right behavior
KPIs, SMOs, MBOs to drive specific initiatives
New account bonuses to emphasize new account wins
Regular sales or all-hands recognition meetings
Sales contests to drive specific results
Annual sales clubs for top performers
Employee recognition programs

ENABLEMENT

Solution training
Skills training
Coaching and mentoring
Onboarding

ESSENTIAL SALES TOOLS

Software sales tools
External sales tools
Internal sales tools including
- Success stories
- Battle cards
- Qualifying questions
- Sales playbooks

EXECUTION

Owning your success—accountability and dashboards
Sales and account plans
Sales reviews
Weekly forecast reviews
Inspection and cadence
Bid desk (big deal reviews)
Close plan reviews

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