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The SMART Way®: Products and Services
Selling the SMART Way® is a methodology that marries the art of selling with the science of performance management. It gives you the metrics, benchmarks and indicators to manage your sales efforts for maximum productivity, so you can drive more revenue at increasingly lower costs. The SMART Way® process identifies the potholes in your road to sales success, and shows you how and where to patch them.
Get more out of your selling efforts. Work LESS but earn MORE. Sell the SMART Way®.
SMART Way® Workshops: Craft your customized process framework including ideal customer profile, key performance metrics and other benchmarks, methods and tools. Delivered on site or on line. Includes post-workshop report detailing definition of all benchmarks, performance indicators and productivity analyses. Priced to meet your budget and the size of your sales organization.
- Commercial Sales Version: designed for commercial sales teams with a business-to-business and/or major-account focus.
- Nonprofit Version: designed for nonprofit agencies and NGO's with a desire to improve predictability and consistency of fund development.
SMART Way® Software that Complements Your CRM Investment:
- The SMART Way® Scorecard: Your unique account selection instrument, developed in your Workshop
- The SMART Way® Gameplan: Pipeline and forecasting tools, indicators and targets, developed in your workshop
- SMART Way® Alerts: Alerts and reminders sent to your inbox or PDA based on business rules you define
- SMART Way® Productivity Reports: Productivity drivers and analytic reports
SMART Way® Coaching: Long-Term Support to lock in the learning and drive adoption of your new sales process, delivered via teleconference.
Fundraising the SMART Way® - the Nonprofit Version
- Create "Ideal Donor" Scorecard Profiles for Three Major Funding Sources
- Grant-Makers
- Corporate Sponsors
- Major Donors
- Introduce pipeline management tools and techniques, with appropriate Key Performance Indicators and Targets
- Institute disciplines of development team effectiveness and efficiency
- SMART Way® Software elements available customized for your nonprofit's use
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