Productivity Tools for Your Sales Force.

WHY BRISTOL STRATEGY GROUP?

What if you could move from sales activity to sales results? What if you could know if a sales lead was a dead end in the first 15 minutes – and felt empowered to quickly move on to another prospect? Bristol Strategy Group will help you replace your tactical make-your-numbers sales operation with a long-term, sustainable STRATEGIC approach.

We will provide you with the methodologies to convert the right new accounts into devoted loyal, long-term repeat buyers to meet market-share objectives. We’ll show you how to manage your relationships with current customers to build lifetime value, create new opportunities and build a referral base, by utilizing customer intelligence.

Selling the SMART Way, BSG’s flagship offering, helps you answer key questions like this one: “does this prospect have enough potential profit to warrant investment in this sales effort?” Our methodology will help your sales force develop an Ideal Customer Profile and use it to answer that key question for ever prospect. It defines the target customer to include desirable characteristics of buyer behavior, the strengths of the company’s offering and the way these elements match up. If it’s a good prospect, then full speed ahead. If not, then cut it loose and move on. Your time is too valuable to invest in sales if there is little or no return on investment.

Other elements of the SMART Way methodology will lock in sustainable ways to reducecost of sales, identify and eliminate internal obstacles to sales productivity, and provide the Customer Intelligence that tells you whether there’s a market trend that deserves corporate attention. You’ll build a sales operation that will create consistent, predictable, sustainable growth.

The SMART Way helps sales professionals become strategic experts, not just tactical professionals and planning soothsayers. It gives you the tools and justification you need to quickly weed out non-starter prospects and improve the ratio between effort and close. Think productivity, not just performance against quota.

Is BSG Alone Out There?

By no means. Google the term “sales methodology” and you’ll find over two million sites. It’s a popular topic these days. Two kinds of companies offer sales methodologies – a large group of CRM solution providers whose methodology is embedded in their software product, and the much smaller group of consulting/training of companies, including BSG, who emphasize the human side of the process. A random selection of the better-known consulting and training companies and individuals includes Rick Page, author of Hope Is Not a Strategy and principal of The Complex Sale Inc.; Prime Resource Group, based in Minneapolis; Huthwaite Inc., providers of S.P.I.N. Selling, and Proudfoot Consulting, the 60-year-old international management consulting firm. Bristol Strategy Group is in very good company.

Those of us in the consulting sector tend to agree that it is more effective to define your sales process, performance benchmarks and process indicators before implementing CRM. Although all CRM systems offer some level of customization, there is always a risk that the underlying methodology upon which the software was based may not be right for your organization, too inflexible, or so far out of alignment with your culture that the sales force will not adopt it. Instead, we suggest that you’ll get better results if you analyze, clean up and standardize your sales process first. Once you have done so, you can map your own process into your selected software solution.