Sales Consultancy

ECE - Evolution of Commercial Strategy

Thanks to our methology of change on the Commercial and Sales Habits, based on the best of the breed from proven sales models under the globe, and the experience on the field for more than 20 years doing business all over Latinamerica, we diagnose the areas susceptibles to be improved between the corporate vision and the current sales execution strategy, to build a consultancy service, including mentoring and hands on advisory for IT Services Companies that are strong on technical skills but doesn´t have and structured sales process, they are not generating demand to their services in the correct way, and suffer a lack on sales performance, results, profitability, in a constant changing market, where to be exposed to learn and stay away your confort zone is the daily feeling.

Principles of Transformation

The Sales Direction will be able to monitor the evolution of their teams based on:

• Personal Transformation to the New Focus on Sales Role

• Improvement on the adoption of a formal Sales Process: Sales Cycle and Common Corporate Commercial Language

• Deal Qualification Strategies

• Routines of new Personal and Corporate sales habits

• Pipeline re-qualification, hands on practice of Opportunity Review session by Quarter

Mentoring and Advisory

To materialize the adoption ofthe new commercial sales habits we execute and advisory and mentoring service by business our OnDemand, according to each member on the team in the program for:

• Executing properly the sales cycle

• Finding internal barriers limiting the adoption of the model

• Measuring the new Corporate KPIs for Sales Execution

• Granting the Sales Discipline all over the Team

• Being the mentor that listens, guides and motivates each member of the sales team

Service Bet - ROI

The Sales Teams, the Sales Direction and the Executives will:

• Improve the results based on clear KPIs as follows:

  • Closing Ratio

  • Average Deal Size

  • Conversion Rate

  • Pipeline Generation

• To Align the Organization from and Engineering Firm to a Sales Company

• To Align all the Organization Members to a common Sales Language

• Reducing the Informality on the Sales Process by each Sales Rep

Success Metrics

To motivate the sales teams and the renewed corporate dinamic after the program and mentoring will transform the way the organization interacts with their customers.

Some of our customer has faced improvements like this:

• After a first review 6 months after the Program Execution, they got between 10% and 20% more pipeline, and 10% improvement on the Closing Ratio

• A second review 12 months after the Program Execution, the got 20% of Sales versus the first review

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Preparing the Sales Rep of the Future

Talking about Cloud, Edge, IA, Transformation doesn´t sell. To talk about how we have added value to the customer using hot sales strategies and tools to be more productive, efficient, dedicated and with meassurable results, does.

We prepare the commercial teams on the use of last generation tools to bring a renewed message, fresh and modern that adapts the new normal, close deals remotely, increasing the action field with efficient campaigns and increased productivity.

• Extended Use of AI in the Sales Cycle:

  • Contact

  • Content

  • Emails

  • Chats

  • Demand Generation

  • Personal Brand

• Connecting the dots:

  • CRM with Sales Cycle

  • Sales Habits with Sales Funnel

  • Opportunity Qualification with Deals Review

• Survival Kit for the Sales Rep

• Closing Methods

• Negotiation by Preference