OUR SERVICES

“Great content is the best sales tool in the world.” *

SERVICES


M.O.R.E. Sales Advisors offers both advisory services and consulting services. A consulting engagement includes an exploratory audit where time is spent assessing issues as understood by the company’s management team and then providing counsel based on the M.O.R.E. framework as well as benchmarks and best practices.

A more comprehensive consulting engagement includes an in-depth audit that relies on direct interviews with company management, stakeholders, customers and prospects. Consulting engagements also provide customized recommendations, process development and implementation assistance. Engagements include Part-Time VP of Sales, Interim VP of Sales and / or project based consulting.  

“When you have a multi-tiered sales effort, the first thing you want to do is understand the market. You want to go out there and map the competitive landscape. You want to know what your customers are saying” **

M.O.R.E. Sales Advisors focus on several areas including:


Know your

Markets
Messaging
Metrics

Build Solid

Operations
Optimized Processes
Outcomes

Provide

Resellers and Channel Partners
Rewards & Recognition
Retention & Referrals

Ensure

Enablement
Essential Sales Tools
Execution

MARKET
  • Research your market
  • Understand your competition and what makes your offering unique
  • Build an economic model
  • Define your ideal customer profile
  • Conduct pilots and select lighthouse accounts
  • Be prepared to adjust when necessary
MESSAGING
  • Remember WIIFT
  • Define and refine your elevator pitch
  • Broadcast accolades
  • Create a call to action
  • Leverage digital, social, mobile, and content marketing
  • Align sales and marketing
METRICS
  • There are many metrics that can be applied to measure sales activity
  • Focus on three of the most fundamental metrics
  • Focus on the sales opportunity pipeline
  • Increase close rates
  • Expand average selling price
  • Align sales and marketing
OPERATIONS
  • Forecasting
  • Dashboards
  • Pricing
  • Contracts
  • Revenue recognition
  • Internal company alignment
OPTIMIZED PROCESSES
  • Suspect identification
  • Prospect qualification
  • Proposal responses and bid desk
  • Contract negotiation
  • Closing the sale
  • Customer delight after the sale
  • Renewals, Up-sell, and Cross-sell
OUTCOMES
  • Focus on important customer outcomes
  • Align your resources around customer outcomes
  • Use an outcome-based framework
  • Ensure that desired customer outcomes are met
  • Recognize the importance of customer success teams
  • Consider outcome-based pricing
RESELLERS AND CHANNEL PARTNERS
  • Establish executive relationships as well as field relationships with ownership and accountability
  • Create the initial market presence
  • Ensure your agreements are win-win
  • Develop lead generation programs
  • Create sales tools that keep things simple and differentiated
  • Institute deal or lead registration
  • Establish clear rules of engagement
  • Ensure channel neutrality and manage channel conflict
RETENTION AND REFERRALS

Retention:

  • Provide superior service
  • Focus on feedback
  • Set up a customer-centric organization
  • Create loyalty programs

Referrals:

  • Establish internal referral metrics
  • Make referrals a component of your qualitative compensation plans
  • Make it a daily activity—ASK!
REWARDS & RECOGNITION
  • Commission plans that drive the right behavior
  • KPIs, SMOs, MBOs to drive specific initiatives
  • New account bonuses to emphasize new account wins
  • Regular sales or all-hands recognition meetings
  • Sales contests to drive specific results
  • Annual sales clubs for top performers
  • Employee recognition programs
ENABLEMENT
  • Solution training
  • Skills training
  • Coaching and mentoring
  • Onboarding
ESSENTIAL SALES TOOLS
  • Software sales tools
  • External sales tools
  • Internal sales tools including
    • Success stories
    • Battle cards
    • Qualifying questions
    • Sales playbooks
EXECUTION
  • Owning your success—accountability and dashboards
  • Sales and account plans
  • Sales reviews
  • Weekly forecast reviews
  • Inspection and cadence
  • Bid desk (big deal reviews)
  • Close plan reviews

* Marcus Sheridan author, The Sales Lion Blog, ** Brian Frank, Global Head of Sales Operations at LinkedIn