Sales & partner enablement transformation
Our sales & partner enablement solutions enable you to ensure every customer facing employee has the optimal knowledge, skills capability, behaviours and supporting processes to optimise customer interactions through each stage of their problem solving / buying lifecycle.
Typical solutions we can provide are:
- Sales and partner capability mapping & definition. A capability model describes the optimal set of capabilities an organization requires to execute its business model or fulfill its mission. A simple way to grasp the concept is to think about capabilities as organisational level skills imbedded in people, process, and/or technology.
- Sales academy creation / enhancement. A clearly defined & structured sales academy provides the framework to provide career development pathways supported by professional accreditation. Delivered professionally this will:
- Improve capabilities & behaviours.
- Empower employees & partners to reach their full potential.
- Attract new talent & invigorate existing employees / partners.
- Enable your business to maximise the likelihood of achieving projected business outcomes.
- Accelerated induction / on boarding. Onboarding new employees or partners into your business or partner programme is critical to customer success. The speed and effectiveness through which new employees or partners acquire the necessary knowledge, skills, and behaviors in order to support the achievement of your goals and culture should be a key performance metric.
- Strategic account development planning. Account planning is a core sales capability which focuses on developing the strategy to grow customer satisfaction, loyalty, revenue and margin. The purpose is to create a blueprint that enables successful implementation of a, customer agreed, growth strategy.
- Customer success plans (Account Development Planning). Collaborate with Customers, Partners and portfolio, technology and business development teams to ensure Customer success plans are developed and agreed with customers and partners. Create a personalised long-term success plan for each client that aligns with their business goals and coordinate appropriate internal domain experts for delivery including partnering with training, consulting, and operations teams to ensure the client is successful
- Customer insights. Build and maintain a comprehensive understanding of shifting business challenges faced by customers and common objectives to appropriately mapping portfolio to address their needs
- Customer experience enhancements / loyalty programmes. Deliver initiatives to develop customer relationships that promote retention and loyalty. Work closely with customers to ensure they are satisfied with the services they receive and to improve upon areas of dissatisfaction.Sales Process Development
- Sales coaching. Developing and embedding a high performance coaching culture enables a sales organisation to drive efficiency, achieve their goals and deliver customer success. Defining, coaching and motivating the right goals, strategies and behaviours is crucial. If sellers or partners feel a strong enough desire to accomplish the goals, purpose will drive them forward to reach their full potential.
- Customer risk management. Identify risks to the customer achieving their stated business goals and work with the business development team to build a risk mitigation plan and goals. Apply project management and cross-departmental influence to drive resolution for escalated client issues coordinating internal and external teams as necessary.
- Customer engagement. Effectively network and build trusting relationships with client operational leadership. Coach customers to ensure they are utilising all available resources including customer support and training.
- Sales process alignment to customer buying cycle. A sales process is simply a series of steps that enables your sales force or partners to close more sales and generate more repeat business through referrals. It is key to ensure that the sales process is aligned to the customer buying process.
- Sales methodology development & articulation. The right sales methodology includes the learned behaviors, tactics, and strategies used by a sales or partner organisation to execute and fulfill the sales process in a professional and conversation manner.
- Deal pursuit clinics. Deal pursuit clinics are high impact, intense interventions that accelerate the sales process through its critical stages.
- Partner programmes management / enablement. Build and enhance a channel partner programme that supports the creation and maintenance of strong commercial relationships with channel partners / technology vendors to fully exploit your portfolio.
- Social selling. Embed a social selling culture to enable leveraging your social network to find the right prospects, build trusted relationships, and ultimately achieve your sales goals. This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. Building and maintaining relationships is easier within the network that you and your customer trust.
The most effective way to retain customers is to make them as successful as possible in deploying products and services. The goal of the Customer Success function is to enable customers to be successful and fully exploit their adoption of portfolio and services.
These are just a selection of our sales and partner enablement transformation solutions. The final solution will be tailored to your requirements. Lets talk.
What does this mean for you?
Execution of a transformational customer success strategy optimises how you win & retain customers.
Blue Nugget Consulting enables Start Ups, Scale Up's, SME's and Enterprise customers to scope, design, embed and sustain their customer success strategy.
This means you can focus on your business and we will focus on enabling your customer success transformation for you.
Services can be provided on a consultancy or interim basis depending on your requirements and preference.