Campaigns - marketing, sales, customer service

Workshops - kick-off sessions, progress pumping stations, wash-ups

Market research - single question to complete PESTLE

Interim management - 'steady as she goes' to 'right this fast'

Assignments - medium term briefs, local or global

Long-term role - Board advisor to in-company facilitator / coach

Spot consultancy - single hour, single day, single week

Performance audits - strategy review or issue-based


Board advice, Management consultancy and Project design & delivery

for B2B Industrial Sales capability issues and market opportunities


Technology and Commercials are vital, but they are worthless without Sales

What is the current resource split between the 3 in your company?

( ps. Marketing is not Sales )

The Tools

Quality of Sales Financial Performance RatioTM

Sales Yield

Tool 1

Based on Economic Value-Add Accounting, the ratio highlights the real rate of return on investment in a product, sales campaign, or business unit over the business cycle.

Customer Premium Mountain®

Portfolio Analysis

Tool 2

Of Customers or Products or Sales, in price / profitability bands.

It brings clarity to actual current customer-rated positioning and priority, and so acts as an actions-driver and progress monitor.

Proposition 1-10-100 Matrix®

Factor Analysis

Tool 3

A summary of the requirements to achieve Sales at the 3 magnitudes of contract value.

 

It enables the degree of completeness and coherence of requirements to be illustrated and substantiated.

C-onTest Box®

Validated Proposition

Tool 4

A matrix of 18 factors that comprise a Value Proposition.

It tests the absolute and competitive applic-ability, win-ability, and deliver-ability of a Sale.

DIB Sheet ®

Complete Deal

Tool 5

The detailed schedule of what is offered to a customer, and who does what and takes what risks.  It enables both the customer and the vendor to quickly assess a Sale for a Go / No Go decision.

Coffee Table Convinced5 ®

Influence Analysis

Tool 6

A pictoral of a minimum 5 decision makers buy-states and means.
  It charts the strength / weakness of current influence in a Sale and what can, and, is being done.

COTS5 ®

Plan & Budget

Tool 7

A chart of the customer’s buying process + KPIs, with requisite vendor actions + Gates.

It details the requisites + process, plans + actuals, of an entire Sales function.

Solving2Sales®

Problem Solving

Tool 8

A 5-step method to solve then sell-in the solutions to operational and commercial multi-party problems.

It deals with both the problem and the sale, and charts actions, results, next steps.

SciSales7 ®

Sales R&D

Tool 9

A 7-step process to examine a Technology Road Map and from it originate, design, construct, test, deliver a set of Value Propositions.

Begun early enough, it buttresses commercially the Technology R&D and so guides and safeguards investors.

In8Power®

People R&D

Tool 10

An analysis of the innate customer-centric capabilities of an individual, and the resultant optimal Sales Role of each person.

When aggregated, the profiles provide a matrix which enables a business unit to process optimise + cost minimise each of its 1-10-100 Sales.

RESOLUTION FORMULA PROJECTion®

Plan & Budget

Tool 11

An analysis of Sales effectiveness.

It has 4 uses – ready reckoner for a single sale, business line, entire BU ; campaign planner ; R&D / TRL adjunct ; marketing & sales annual budgeting.  

6-SALTS Sales Campaign®

Sales Management

Tool 12

A focused, structured, detailed approach to conducting a campaign – of whatever scale, nano to macro.

It enables monitoring & control of high-flux inputs and outputs, so managing expectations and budgets.

X
Innovation Crucible
X
The Innovation Crucible
Innovation Launch 3-part sales preparation
X

It is now a very competitive world, everywhere, every lab, workshop, factory and industrial park, ie the world is now GLocal.

Every industrial nation is investing in innovative technologies – electronic, electrical, electro-mechanical
…and that’s just the Inanimate Sciences.

So…… no matter how brilliant and unique your Innovation,
how clever your Business Model Canvas®,
how established your personal reputation/s, how good your existing contacts, and how deep your and your financiers’ pockets
sooner or later, someone has to say something to a Customer ….

What do you say, show & tell, and critically, ask,
to tie the Customer to you, not your competition ?

Please contact : James Bromley

+44 780 294 7200

jtb@1-10-100.ltd

B2B business development Insights, Problem Solving and Sales Yields

Sales R&D to buttress Technology R&D
Business models & quantified value propositions
Planning and delivering B2B Sales Campaigns
Sales Roles & Teams profiling & coaching
Problem solving projects & workshops
Customer profit, plans, pricing
Maximising IP value

Why and How B2B Sales are changing
X
Are your B2B Sales up to scratch
Why and How B2B Sales are changing
X
Are your B2B Sales up to scratch
logo
reference
Test-market project of capital equipment
B & A Hydraulics
reference
CEO, challenge my senior managers
ENWA
reference
Maximising the full value of an IP portfolio
Expro Wireless Well
reference
Preparation of companies for sale
NCA
reference
New product launches and new market entries
Pacson Valves
reference
The most important tool
Sivilingeniore EJ Wiig
reference
Entry into commercial maritime industry
UK MoD / QinetiQ
reference
Design & delivery of global sales training
Verder Liquids


If you want a B2B organic growth opportunity addressed, or issue resolved, please contact :

James Bromley
Director

t. +44 780 294 7200
e: jtb@110100.org

One Ten OneHundred Ltd
5 Rubislaw Terrace
ABERDEEN
AB10 1XE
Scotland

© One Ten OneHundred Ltd 2018