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


B2B Industrial Science & Engineering marketing & sales

for a single major sale,   a product / service line,   an entire business unit


Technical and Commercial effectiveness are vital... but they will produce zero ...without 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 MountainTM

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 MatrixTM

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 BoxTM

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 SheetTM

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 TM

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 TM

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.

Solving2SalesTM

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.

In8PowerTM

People R&D

Tool 9

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.

SciSales7 TM

Sales R&D

Tool 10

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.

RESOLUTION FORMULA PROJECTionTM

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 CampaignTM

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

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

Innovation Crucible
X
The Innovation Crucible
Why and How B2B Sales are changing
X
Are your B2B Sales up to scratch

logo
reference
Entry into commercial maritime industry
UK MoD / QinetiQ
reference
Maximising the full value of an IP portfolio
Expro Wireless Well
reference
CEO, challenge my senior managers
ENWA
reference
Preparation of companies for sale
NCA
reference
Design & delivery of global sales training
Verder Liquids
reference
Test-market project of capital equipment new product
B & A Hydraulics


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
Cammach Business Centre
Greenbank Road
ABERDEEN
AB12 3BN
Scotland

© One Ten OneHundred Ltd 2017