Strategic Sales Services

The sales framework that your company establishes will have a dramatic impact on the sales team’s ability to deliver on target.  By building simple, clear sales processes, your organization will be able to quickly move prospects from lead to close.  Key areas of framework development include Definition of Sales Stages, Creation of Stage Specific Tactics, and Integration of the Sales Framework with the Marketing Framework.  This renewed sales structure will allow organizations to increase their closing ratios, and forecast their sales pipeline with greater accuracy.

Sample Acton Experience:

Technology Company    
A review of the company’s sales method quickly revealed that the salespeople were essentially left up to their own devices for moving a prospect from lead to close.  This resulted in a number of disjointed methods that were not consistent with the firm’s brand or value propositions.  The consequence was very low closing ratios and missed revenue targets.  By dividing the sales process into a series of stages, we were able to create time point specific value propositions, sales tactics, and marketing collateral.  We were further able to greatly improve sales forecasting by understanding the advance levels from lead to final close allowing us to throttle marketing’s lead generation activity up or down as needed.  By integrating the sales and marketing frameworks, the company was able to dramatically increase sales and profitability.

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