Industries
A solution tailor-made for all industries
Medical Devices/ Healthcare/Biotech
Healthcare sales operates within a disruptive customer landscape. We’ve worked with biotech, startups, established medical device companies, pharma, and healthcare services to design end to end sales processes and systems that support this ever-changing market.
Selling in the hospital environment has changed dramatically. The players and the decision-making power have shifted; suppliers must meet the needs of many different stakeholders in a hospital’s operation. We focus our clients on helping healthcare organizations grow revenue, reduce cost, develop new efficiencies and improve the quality of care.
- Greater Outcomes Transparency
- New Capital Demands
- Long-term Revenue Pressures
- Fully equipped Physician Model
- Shift of Authority
Financial Services
Competing and thriving in today’s financial services environment requires anticipating customers’ needs and actively developing relationships that lead to customer loyalty. Commoditization of products, limited growth in industry, and consolidation of channels requires financial institutions to separate themselves out by providing the ultimate level of service – proactive, needs based selling that solves customers’ financial problems that enable financial stability and growth.
We’ve worked with every facet of financial service institutions: Retail, Small Business, Fleet Leasing, Lending, Wealth Management, Corporate Trust, Private Banking, and Investment Banking to help managers and front-line staff target their proactive sales and service efforts utilizing all channels of customer contact in ways that provide value-added service and contribute to FINS profitability.
We focus on installing a set of proactive relationship-focused activities that increase sales teams’ focus and time spent on target customer segments. They learn to identify the highest-potential, highest-probability customer opportunities, yielding immediate impact on profitable revenue.
Media
Professionals selling advertising, digital advertising or media face a rate of change that’s greater than any other industry. Disruptive technology is creating a dynamic landscape in which priorities are in constant flux advertising, media and digital ad sales professionals align to the right channel or market. Listening for the problem to solve – the intended impact of the campaign – and using needs-based questions and listening to align the solution.
Manufacturing
Manufacturing and industrial companies have encountered a customer environment that has been disrupted: armed with data, customers are engaging professional buying firms that commoditize the purchase of both raw material and OEM solutions. Manufacturing responsiveness has been hampered by varied selling methodologies, fragmented resources, and siloed sales teams, which further complicate this challenge. We help manufacturing companies build and execute strategic account plans that align resources and value messaging, then scaffold in sales training and funnel coaching to drive effective execution.
We’ve worked in many facets of selling in manufacturing, from OEM, distributor, and raw materials.
Private Equity Partnerships
We’ve found a sweet spot in partnering with private equity companies to offer commercial operations and sales enablement consulting to bolster turnaround efforts beyond the traditional cost-cutting and process efficiencies.
We work with PE companies to reframe the opportunity to lay the commercial groundwork to enable sales execution. We can help with sales plan development (where to play and how to win) and commercial optimization (what to do). Our consulting and training programs help their portfolio understand their market, customers, and competitors, their most attractive opportunities for growth, and what products or solutions are needed to access growth opportunities. Then we translate that into how best to engage with customers throughout the buyer’s journey, how to manage execution of the strategy, and measure impact on business performance.
“Fill in your industry”
Sales agility is demonstrated when you truly focus on and take action from the customer’s viewpoint. When sales organizations align to the buyer’s journey, true value can be uncovered and provided. We work to understand you and your customers deeply so that the sales process, skills, and learning journey meshes with your buyer’s journey. We’re always game to learn about a new industry and work side by side with you to view sales execution from fresh perspective.
