Sales Management
“There is no substitute for victory.”
- Douglas MacArthur
“There is only one way... to get anybody to do anything.
And that is by making the other person want to do it.”
- Dale Carnegie
We have not yet met the organization whose sales we are not able to improve. And we’ve worked with some fabulous companies! From industry leaders with 60% market share to third generation family owned businesses, there is always something we can do to help. The reason for this is the very nature of selling; convincing a customer or client to purchase. It’s simply more effective to have an independent outsider assess the situation and make improvements than for someone deeply involved in the process to attempt to assess the situation from within.
Our clients are focused on achieving profitable growth. Businesses drive growth with their sales strategy and tactics. However, a variety of external, uncontrollable factors have made selling increasingly challenging for almost a decade now. Customers’ spend on commodities is rising, reducing funds available for other goods and services. Buyers’ attention is increasingly spread across a larger number of distractions including many more media forms and product and service offerings competing for their attention.
Our customer value focused approach to developing sales strategy, tactics and training prepares the sales team to meet these challenges and target customers and close deals. Our focus is on buyer characteristics that drive behaviors and make certain goods and services more valuable to them than others. Our market segmentation and targeting efforts are driven by this value focus. We believe that a strong customer value perception plays a critical role in the dialog between the seller and buyer right through to deal closure. When done properly, customers buy and sellers don’t need to sell so much or so hard.
Below are some examples of activities we routinely assist our clients with:
- Marketing plans
- Market segmentation including white space analysis
- Account targeting
- Strategic account planning
- Sales and account management
- Sales effectiveness audit
- Sales process improvement
- Sales and customer service coaching and workshops
- Sales management and reporting including scorecards
- Proposal development assistance
- Sales Balanced Scorecard Development
Small Company Sales Case Study
“Since 1929, and through four generations, the Muskingum Iron & Metal Company has specialized in the processing and recycling of ferrous and non-ferrous scrap metals. Our success begins with our customers and their need to get the highest return for scrap. We never lose sight of the fact that they are the reason we are in business. GBQ Redbank Advisors is our consultant of choice because they recognize the needs and challenges that a successful, growing family business faces.”
Josh Joseph,
Vice President,