Selling Solutions

YOUR BUSINESS PRIORITIES
It starts by understanding and aligning with your priorities and the priorities of others within your enterprise.

Your top-of-mind initiatives are in response to solving critical business problems.

 

REQUIREMENTS TO ADDRESS THE PROBLEM
Addressing business problems begins by recognizing and addressing a number of requirements.

 

CRITERIA FOR MEASURING SUCCESS
Containing and avoiding costs, making operational improvements, and contributing to organizational results determines success.

 Download Printable PDF

C R I T E R I A

Our criteria for measuring success:
Cost Containment/Avoidance
Bad hires by 20-30%
(Business Certification, Player Coach)
Effectiveness of Marketing materials by > 20%
(Buyer Standards, Content Architecture)
New hire ramp time by > 20%
(Business Certification, Content Architecture, Player Coach, Prescriptive
Transparency)
Non-qualified sales activities by > 20%
(Buyer Standards, Player Coach, Prescriptive Transparency)
Travel & entertainment by > 20%
(Buyer Standards, Player Coach, Prescriptive Transparency)
Operational Improvements
Account development and opportunity identification by > 50%
(­Business Certification, Buyer Standards, Player Coach)
Executive access and presence by > 30%
(Business Certification, Buyer Standards, Content Architecture, Player Coach)
Average sales cycle-times by 10-20%
(Buyer Standards, Player Coach, Prescriptive Transparency)
Win rates by > 20%
(Buyer Standards, Player Coach, Prescriptive Transparency)
Customer loyalty by > 20%
(Buyer Standards, Content Architecture, Prescriptive Transparency)
Organizational Results
Revenue and margin per transaction by 5-10%
Sales/marketing operating expenses by > 10%
Cash flow requirements for sales/marketing operations by > 10%