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Navigating sales innovation

Every week brings a new “shiny toy” to market

Sales leaders are faced with four options:

Bury

Bury the head in the sand and hope this will all go away and we can get back to a diary, phone and car.

Buy

Buy lots of “shiny toys” and end up with too many moving parts that don’t work together (and which turn out more expensive than they looked).

Build

Take an integrated approach that identifies, installs and implements the tools that will fit the business and deliver payback.

Bridge

The issue is often not the technology itself. Make the bridge to your sales people so they believe innovations are in their interests and their customers’ interests – not just the company’s interests.

Bury the head in the sand and hope this will all go away and we can get back to a diary, phone and car.

Buy lots of “shiny toys” and end up with too many moving parts that don’t work together (and which turn out more expensive than they looked).

Take an integrated approach that identifies, installs and implements the tools that will fit the business and deliver payback.

The issue is often not the technology itself. Make the bridge to your sales people so they believe innovations are in their interests and their customers’ interests – not just the company’s interests.


A few examples

We can help get the process right and mend if it goes wrong. Let’s look at some examples.

A/B Proof

We reviewed the market for a sales enablement platform, ran an A/B proof of concept and are now working with the company to implement and drive payback from their chosen sales enablement platform.

What matters?

A life sciences sales team had spent a fortune on a CRM which “wasn’t working”. We took 200 salespeople through a process to help them appreciate why this mattered not just to the company but to the salespeople and their customers.

Sales Growth

We provided an overview of the sales innovation landscape for sales leaders from 50 SMEs driving international sales growth.

Sales Forecasting

We applied our SalesCast app to help radically improve forecast accuracy and conversion ratios.

We reviewed the market for a sales enablement platform, ran an A/B proof of concept and are now working with the company to implement and drive payback from their chosen sales enablement platform.

A life sciences sales team had spent a fortune on a CRM which “wasn’t working”. We took 200 salespeople through a process to help them appreciate why this mattered not just to the company but to the salespeople and their customers.

We provided an overview of the sales innovation landscape for sales leaders from 50 SMEs driving international sales growth.

We applied our SalesCast app to help radically improve forecast accuracy and conversion ratios.