Our interaction with company leaders is largely consultation rather than coaching.
Our primary focus
is consultation intended to insure that strategy is understood and implemented effectively through a sales organization.
Our approach is holistic, integrating all of the elements essential to win in the marketplace and working with the entire customer-facing organization. We enable our clients to create a sales organization of well-developed, business-savvy professionals who can effectively engage in much more than transaction selling and more than consultative selling. We understand enterprise selling and value creation thoroughly, and how to drive sales organizations to become effective at that level.
With company leaders, we focus on competitive strategy and competitive advantage, alignment between marketing and sales, sales structure, brand development, planning and tracking, and performance evaluation and compensation. In all cases, the lodestone around which all of our work revolves is the creation, development and reinforcement of a durable competitive advantage.
