Successful companies sell. Struggling companies don’t.
Investors look for companies with management teams who know how to sell. I have repeatedly been engaged to help otherwise viable companies to improve how they do this. Research shows that the sales process itself is a major differentiator in the eyes of company buyers.
It is not uncommon for brilliant founders and savvy managers to be clueless when it comes to marketing and sales.
We’re not too sure about sales in the UK. Is it a profession? Is it a little suspect? Common parlance puts sales closer to con than to service. Myths abound and common sense or (gasp!) real research can be scarce. We need to get over it.
It’s a business process that turns leads into customers. And it needs to work well.
I often find that this process is fragmented. Marketing and sales aren’t aligned. ‘New’ and ‘existing’ accounts are handled as though by different companies. Sales people promise more than the company can deliver – they have to be ‘policed’ by review processes. I have frequently met CEOs who don’t ‘get’ sales and patently don’t trust anyone who does.
You have a proposition – but how best do you exploit it in today’s markets?
Eshape can help you plan your sales operation and put in place the processes, channels, people and tools you need. We can diagnose what’s going on and benchmark you against best practice. We can create change plans and build confidence for you and your backers. We can help you generate leads, draft compelling support materials, organise events – advise or arrange anything from websites and collateral to conferences and training. We can provide management or long term guidance as you need.
I enjoy sales and working with sales people. I get it. I have been a salesman, a sales director and a consultant on sales issues to owners, boards and investors over many years. Do give me a call if you’d like to discuss any aspects of your company’s sales.
