Commercial Effectiveness
Apply leading commercial practices to accelerate revenue and increase your organization's close rate.
Focus Areas
Commercial clients tell us that the biggest issue they face today is productivity of their sales and marketing teams, i.e. converting activity into new closed business. One hidden factor that many organizations overlook is the variability in performance amongst individuals in the average B2B sales organization.
It’s understandable; most B2B commercial organizations focus on direct face-to-face customer interactions with a heavy coordinating role born by the rep, usually with long-standing industry or product expertise, in mobilizing the company’s resources.
Organizations of this type usually lack formalized selling systems and data-driven approaches, and they are vulnerable, especially in times of change when bottom line performance is needed most, such as companies integrating acquired teams, experiencing high sales turn-over, and onboarding new reps.
Performance in these organizations can benefit greatly from systematization/codification of selling process, shift to more data-driven management techniques, and integrating marketing and service teams into account management responsibilities. These are the techniques and design principles that Growth Arc Advisors focuses on, including:
Consultative Selling
Assess your customer's blind spots, and then advise them so you can place them in a position to hear your business case and value proposition.
Strategic Accounts
Build out your multifunctional teams and capability to convert large, complex buying accounts.
Launch
Prepare your organization and enter the market confidently to drive lead generation & accelerate conversion.
Digital Marketing & Sales
Utilize digital tools & processes to understand customer acceptance and accelerate conversion.
Product Strategy
Product line planning including mix, cost/margin; customer targeting, service levels and promotion.
Pricing
Capture margin through value and pricing discipline.
Market Strategy
Customer buying journey mapping and behavioral targeting as key methods of competitive differentiation; in addition to more traditional methods of customer needs understanding, segmentation & targeting, value proposition development and product plan.
Insights
Let's talk...
If you have work to do on your team's commercial effectiveness, the next step is a conversation about your situation and how we can help advance your vision.
Let's talk today.