Saco River Consulting helps our clients translate their strategic operating plan to a pragmatic sales process that leverages proven sales technologies, arms your sales team with data driven insights resulting in higher win rates and greater sales funnel velocity.
Deploying a Flexible / Consistent Sales Process that leverages all aspects of Sales Excellence including; leveraging technology, coaching new sales leaders, territory, management and defining meaningful sales key performance indicators.
Your business is constantly evolving. Sometimes these events are minor course changes, like the introduction of a new product or a new sales tool that demonstrates customer value. Other times they are large scale transformations like moving from a traditional commerce model to a digital commerce model.
No matter what the change, your sales process needs to constantly evolve to allow your sales teams to execute consistently and give you the feedback on what’s working and what’s not. Defining meaningful sales process steps and clear exit criteria expectations enables your leadership team to improve forecast accuracy and make real time process adjustments.
In addition, ensuring that sales resources are deployed optimally, and new sales leaders are provided the necessary coaching to ensure success, are essential to achieving growth targets. Based on drawing on over 20 years of sales experience leading, building, implementing and measuring sales processes, SRC works with sales leaders to optimize resource deployment, link your company’s strategy with a consistent but flexible sales process, and develop sales leaders.
Sales, Marketing, and IT leaders are constantly barged with the latest sales and marketing technologies. Three questions CEO often ask relative to these technology investments; is it proven to work, will it work in my business, and can I get my people to use it. The third question is often the most difficult to answer. Corporations are littered with “shelf-ware” that looked technically appealing but was not fully adopted or adopted at all by the business.
At SRC we specialize in understanding our clients change quotient ie., cultural norms, informal influencers, change overload, and the cost of inaction vs the cost of action. Each client is different, but all have stories of success and failure when it comes to the true value received from a technology investment. Best in class corporations use change as the fuel that drives employee performance.
At SRC we work with our clients to answer the question, “how can we make sure our people properly use the technology we have invested in?” Drawing on over twenty years’ experience driving adoption of advanced sales processes and tools, SRC works with Sales, Marketing and IT to build and execute an adoption game plan that creates the bridge from current state to future state and ensures the business case for the investment is achieved.
At SRC we believe that every good pricing decision ever made in a client’s business is reflected in the client’s data. In a Digital Commerce world, the ability to gain insights from your data and use it to create a customized buying experience is no longer a “nice to have” it’s a necessity.
At SRC we put our deep experience at using data to create customer specific pricing strategies to work for you. Starting with gaining an understanding of your current pricing maturity, we collectively build a pricing strategy roadmap, identify the best technology partners, and work with you to turn pricing into a competitive differentiator.
The convenience, predictability, speed of implementation, and the compounding effect of subscription renewals have all contributed to the explosion of companies moving from traditional commerce models to subscription.
Although the outcome of the conversion is highly desirable, the transition period is called the ‘Valley of Death” for a reason. Subscription pricing, contract structure, sales processes, negotiating strategies, the importance of customer success, in fact all aspects of your customer relationship change when you move to a subscription model.
At SRC we have experienced the success of the transition and have also learned valuable lessons that we bring to our clients to help them navigate through the valley successfully.