Area of Emphasis and Practice:
Sales & Marketing Planning
** Full service cycles - Strategic through tactical planning and implementation
** NOT PLANNING ONLY – we stay with client through program deployment & F/U.
** Sales Function analysis and assessment
** Sales & Marketing Plans as a component of an overall Business Plan
** Sales Plan Creation and Evaluation as needed per client –annual, quarterly, etc.
** Integration of marketing & sales components
Sales Methodology/Process/Tools/Tactics
** Sales as an “Art” and “Science” – presentation vs. technique
** Creation of practical custom fit sales tools – i.e. processes & funnel etc.
** Utilize Consultative Sales methods, processes, tactics, and activities based are utilized
** Utilize Web based CRM/SFA tool – SalesForce.com
** Integration into automated tools – CRM/SFA
Sales/Management/Measurement
** Bottom line and results driven metrics – (ROI, ROS, TCO, Revenues, Profits, etc.)
** Management, Measurement, and Control of Strategies, processes, and tactics
** Creation of practical sales management, measurement & reporting tools
** On & Off site sales management
Sales Coaching & Training
** Team and individual coaching and training curriculums & programs
** Telephone, meeting, group presentations
** Sales call planning and preparation -account & territory strategies & tactics
** Sales tactics and techniques - skills
Sales Programs/Campaigns (See, Why Clients benefit?, below)
** Deployment and follow-up of related and integrated sales programs
** Design, development, and implementation of sales campaigns and programs
** Proactive sales campaigns reflecting business strategy & sales enhancement
** Designed to take First Discovers Advantage (like Hula Hoops & Ipods) over competition
** Capitalizes on service gaps in the marketplace
Detailed Activities and Deliverables:
** Sales Plans – corporate, team, and individuals
** Sales Team and/or Function Evaluations and Assessments
** Sales goals/target creation – market segmentation
** Competitive Analysis
** GAP and needs Analysis
** SWOT Analysis
** Proposal design, development, and assessment
** Sales presentation design and development, assessment, coaching
** Client Facilitated sessions – using our formal/professional and proven methodology
** Client contact and surveys – product and service evaluations
** Product and service evaluations – mapped to targets and clients
** New Product and/or service sales campaign development and rollout
** Prospect / Client database creation
** Prospect calling guide and script development
** Hands on telephone prospecting - training and mentoring
** Account & Territory development, planning, training
** Sales call planning and presentation development
** Sales call – “ride-a longs” and follow-up
** Sales and Sales plan management, control, and metrics
** Sales tools development and training
** Sales coaching and mentoring – group and individuals (practices, tips, and techniques)
** Sales professional evaluations, recruitment, and staffing
What is behind our success? Why are our clients so satisfied?
Our Integritas Sales Programs and Campaigns, the development methods utilized, are engineered around practices, tips and techniques that through the course of time and much study were used successfully by our Founder and CEO - Gary A. Mach. He says "our approach and results with clients comes easy for us. We simply share with them those things we enjoy and do well. Why not, this approach has propelled us to consistent national top honor recognition. It's those things coupled with a passion and commitment towards client deilvery and satisfaction that sets us apart from competition. We believe in delighting the customer. The simple truth is we work hard and earn our "valued or trusted advisor" status. We aim to succeed at the highest of levels - so must all of our clients."
The "Art" and "Science" of Sales - Above and Beyond Consultative Selling
Integritas's Professional's founder (Gary A. Mach) is often referred to as the "Champion of the Art and Science of Sales" He recently wrote an article entitled The "Art" and "Science" of Sales - Above and Beyond Consultative Selling. Readers clearly see what distinguishes those top 20% of sales profesionals from the other 80 %. Understand the difference between the "Art" and "Sceince" and why all top performers can relate. Learn a practical approach to mastering them. Share it with your peers and sales management - use it and you will become one of our industry's elite - NOT TO MENTION WEALTHY!
Request your free copy by emailing us from our contact page. Include the words "The Art and Science of Sales.