Commercial Scaling for Tech Companies in Cambridge
Technology Marketing, Commercial and Sales Support
On Demand, Versatile Sales Support
Our Sales Support Services
Sales Leadership Development
Leadership Sales Development
Arguably the most critical area for bringing the Sales Strategy to life. Assistence with strategy definition and communicated strategy, creating the tools, develop concepts and define action plans for efficient and effective Sales Steering. Mostly involves the leadership team.
Sales Strategy Definition and Communication
Definition of measurable Result Objectives and alignment with Sales Strategy (either imposed or selfdeveloped). Creation of Strategic Action Plan for the territory using RAC® (Result Objectives, Activity Planning, and Competence Alignment) as the basis for steering the sales team – change of shape of the result is completely dependent on change of shape of competencies and activities undertaken.
Platform & Pipeline Management Training
Using the Sales Platform Activity Management principles define the use of Client Selection Criteria (increasing the quality of the pipeline), Tactical Checklist Coaching (coaching delivered by sales leaders through the use of a tactical checklists) and Key Client Protection (methods and tools to protect existing client base). Assesment and management of Active Selling Time (AST) against Quantity, Direction and Quality of sales team activities.
Sales Planning and Productivity
Optimisation of QDQ activities
The Quantity, Direction, and Quality of activities are three critical ingredients for sales results. Small changes in each of these factors can create significant change in the end result – positive or negative! (depending on the type of change).
Personal Sales Platform Development
Definition of activities in specific areas of Sales Activity (Market, Working and Buying Platforms), as well as self actualisation of the sales team to be as autonomous as possible with developing the above activities.
Definition of Customer Needs and need-fulfilment value (personal and corporate), including the training on the principles, stakeholder perspectives of value (purchasing, finance, CEO, sales), Decision Making Unit (DMU) definition and stages of sales.
Consultative Value Selling
Definition of Customer Needs and need-fulfilment value (personal and corporate), including the training on the principles, stakeholder perspectives of value (purchasing, finance, CEO, sales), Decision Making Unit (DMU) definition and stages of sales.
Sales Management Consultancy
Sales Team Formation
From “Ground Zero” recruitment & training in a true Start Up scenario, all the way to transformation of techno-commerical resource into the functional Sales Team for a Scale Up businesses, Excelsior offers to undertake a comprehensive audit of Sales practices and management culture of your organisation. Achieving true alignment of Sales Management practices, defined Value Proposition and suitable Sales & Sales Management Tools optimises the market deployment of the Technology Solution and creates exponential revenue growth.
What is the Sales System and what is it for?
The Sales System ensures that Value Proposition, as well as Direction and Quality of Sales Activity are easily deployed and reinforced with the Sales Team over time. In the early stages of Technology Start Ups, this approach also allows for quick and successful “induction” of new Sales professionals and Indirect Channels, allowing for easy scaling of the Sales effort when needed.
Interim Sales Management
In case when the implementation of the Go-To-Market Strategy and setting up of Sales function is required to be done simultaneously, Excelsior can deploy experienced Sales Manager to work part-time in the business and deliver interim coverage of the role, ensuring all goals are met.
