Whitehat have identified four areas where we can positively impact the sales process: Organise, Optimise, Align and Transform.
We often work with sales leaders whose teams are performing well but they lack visibility and repeatability into their sales process. Sometimes their sales teams haven't fully adopted the CRM, maybe they keep forecasts, notes and deals outside of it.
It can be a scramble to put sales forecasts together and difficult to know where the pipeline could be improved. It can also lead to some inconsistent performance among reps. Does any of these sound familiar in your organisation?
We often work with sales leaders whose teams are performing, yet they feel like their reps are not always using their time well and could be more productive. Industry stats say that an average rep spends 66% of their day on things other than being in front of prospects. They are getting bogged down in things like emails, creating presentations, and chasing down prospects for meetings when they should be talking with prospects. Does this sound familiar?
Where marketing and sales are not always on the same page. There are typically opportunities for marketing to generate better leads for sales, and for sales to better follow up on leads from marketing.
Where the way they are selling hasn’t caught up to new ways that their buyers are buying. Oftentimes their strategy, playbooks, or sometimes even sales talent needs some updating, in small or large part.
Some questions you may be asking:
The buyer starts to identify the problem or goal that they want to pursue. They also set priorities.
Buyers now have a clear idea of their goals or the problem that they are facing. They have also made a decision to research and evaluate different solutions.
The buyer have made a broach choice about how they will address the problem or goal that they face. They now need to choose one from many different options available to them.