Instant sales Performance improvement
One sales training doesn't turn the Ship around.
We Look At Sales From All Angles.
Acquiring new customers is hard? Your unit economics don’t work out? You can do better. We help SaaS companies to finetune their commercial engine and make sure it works like a charm.
We analyze, optimize and scale your Sales through specialized training and consulting.
The Model of Too many P's
Your commercial performance will not be improved solely by giving better demos or making a change in pricing. Improvement always comprises a multitude of factors.
Therefore, I have elevated Michael Porter’s 4 P model to a less catchy model that covers all possible P’s influencing performance.
The result of the model is a comprehensive maturity model, showing hands-on steps to take to get to the next level with the entire commercial organisation.
Success in Sales comes in three steps: Analyze, Optimize, Scale
B2B Sales ElevationBased on the model of too many P's the commercial organisation will be scanned and findings be plotted in a maturity model. Afterwards, processes, playbooks and scripts are worked out to ensure immediate actionability.
Maturity Model Assessment
Actionable expert knowledge
Playbook & script definition
Recommendations for all 16 P's of the Model of too many P's
Training & more
Let's bring your commercial engine to full throttle.
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Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs, so a month-on-month comparison approach to funnel analytics would already be an improvement. Nevertheless, the blended conversion rates on those month-on-month comparisons, don’t give actual insights about process improvements or individual improvements made over time. Hence, a plea for actionable sales cohorts per sales rep.
This article sheds a light on actionable KPIs to measure the performance of managers. Sales reps are transparent, everything is measured. Sales managers, however, only need to report realized revenue numbers – something that they do not directly influence.
Don’t talk bad about your competition. End of story. I am asking why? And how should I talk about them instead?
On the one hand, we should sustain momentum after a bad call, make more calls, and not dwell on the bad experience, but we probably will not learn. On the other hand, we should stop, reflect, adjust & learn, but then probably lose our ‘flow’. How to combine positive ‘blinders’ thinking with learning from every given opportunity?
Swearing increases chances to close by 50% – what about addressing someone informally in countries of two-level distinctions?
Predictable Revenue has defined a sales process that >95% of all SaaS companies adhere to – specialization. The main argument is ‘people do few things better’. Recently, however, more and more SaaS companies have opted back to the more traditional full-cycle sales process. This article describes the arguments of each side and tries to point the reader in the appropriate direction.