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 )
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.
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.
A strategic tool capturing all the factors that comprise a Value Proposition.
It tests the absolute and competitive applic-ability, win-ability, and deliver-ability of a Sale.
An operational tool which summarises 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.
A technical presentational tool which gives 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.
A pictoral review and tracker of decision makers' roles, buy-states, and means.
It charts the strength / weakness of the current state and influence in a Sale and what is being, and can be, done.
A chart of the customer’s buying process + KPIs, with requisite vendor actions + Gates.
It details the requisites + process, plans + actuals, of a Sales Campaign or single Sale.
A 5-step method to solve and concurrently sell-in the solutions to operational and commercial multi-party problems.
It deals with both the problem and the sale, and charts requisites, actions, results, next steps.
A 7-step process to examine a Technology Road Map and from it originate, design, construct, test and deliver a set of Value Propositions.
It builds a Commercial buttress for the Technology being innovated, and so enlightens and safeguards investors.
An analysis of the innate customer-centric capabilities of an individual, and her/his resultant optimal Sales Role, plus potential tag-team and /or team role.
When aggregated, the profiles provide a matrix which enables a business unit to process optimise + cost minimise each of its 1-10-100 Sales.
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.
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.
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
If you want a B2B organic growth opportunity addressed, or issue resolved, please contact :
t. +44 780 294 7200
One Ten OneHundred Ltd
5 Rubislaw Terrace
© One Ten OneHundred Ltd 2018