The ciyga mekon
Strategy in a nutshell
1. People
People are at the heart of any business, they should be central to all aspects, from employees, leaders and customers to partnerships and third-party relationships. Prioritising the well-being, satisfaction, and engagement of people within and outside the organisation is essential for long-term success and sustainability. Without people to drive the ambitions of any business you can apply as many processes and adopt as much technology as you like but it won’t reach its true potential.
Salespeople are the engines that propel a business forward by driving revenue, acquiring customers, building relationships, and providing market insights. Their role is instrumental in achieving business objectives, sustaining growth, and maintaining competitiveness in today’s dynamic marketplace. Like any engine if they are not constantly managed and maintained they will struggle to run properly. Discipline, Motivation, Confidence, Cadence & Reporting are all key aspects to creating a healthy environment and is what we call the Science of selling.
The Marketing function should be closely aligned to sales. Their relationship is essential for the success of any business as they work together to attract, acquire, and retain customers. Unfortunately, this is not always the case as sales & marketing teams often operate in silos due to the independent nature of how they are structured. To be successful they must align their goals and objectives to ensure a unified approach to customer acquisition and revenue generation. We help align teams to work towards common targets, increasing sales, market share, and customer satisfaction.
Effective leadership is crucial for the success and sustainability of any business. They guide and inspire individuals and teams to achieve business goals and objectives. They navigate challenges and adapt for change quickly and effectively. We help assess leadership qualities and consider context-specific factors such as the leader’s role, the organisational culture, and the overall needs of the team they represent. Additionally, we will solicit feedback from peers, subordinates, and colleagues to provide valuable insight into a leader’s strengths and areas for improvement.
2. Process
After people come the “processes”, which refer to a series of interrelated activities or steps, undertaken to achieve a specific goal or outcome. Processes are fundamental to the operation of organisations, as they define how work is performed, resources are utilised, and objectives are accomplished. Processes are essential components to how a business operates, providing structure, efficiency, and alignment to achieve business goals.
Cadence or Sales Process refers to the systematic sequence of steps and interactions that a salesperson follows when reaching out to leads or prospects. It’s essentially a structured plan outlining the timing, frequency, and methods of communication used to engage with potential customers. Sales cadences are designed to maximise the effectiveness of sales efforts by nurturing relationships with prospects and guiding them through the sales process. We work to improve or implement sales cadence relevant to the business activity.
Governance in the context of a sales process involves creating a structured framework of rules, oversight mechanisms, and support systems to ensure that sales activities are conducted in a compliant, consistent, and efficient manner, ultimately contributing to the achievement of sales objectives and organizational goals. It often includes the use of a sales playbook which serves as a valuable resource for providing ongoing support and guidance, promoting consistency across the sales team, and driving overall sales performance and effectiveness. It should be regularly updated and refined based on feedback, market changes, and evolving sales strategies.
Sales reporting now sits at the heart of any executive discussion. If done properly it provides valuable insights relating to sales activities, performance and outcomes that help sales managers and executives to make informed decisions, identify trends, track progress toward goals, and optimise sales strategies. We help to improve processes that evaluate sales predictability, highlight red flags/reporting issues quickly and effectively and provide strategies to address.
3. Technology
In it’s broadest sense, “technology” refers to the application of IT, tools, techniques, scientific knowledge and software systems to solve problems, accomplish tasks, and achieve objectives.
From a business perspective having a CRM (Customer Relationship Management) system that a is used to manage interactions with current and potential customers is fundamental. A CRM system should help businesses organise, automate, and synchronise sales, marketing, customer service, and technical support processes. Often however CRM systems are only used as opportunity repository platforms with little activity used across all departments. Helping make best use out of CRM systems is paramount in today’s market.
Sales tools are software applications, platforms, or resources designed to support and streamline various aspects of the sales process, from prospecting and lead generation to closing deals and managing customer relationships. These tools aim to improve efficiency, effectiveness, and productivity for sales teams and individuals. Assessing what is used and how these are used is a key element of our process.
Artificial Intelligence is the big new shiny tech for all markets. Although it refers to the simulation of human intelligence processes by computer systems, it has still to truly define itself across most industries in terms of how best it should be utilised. With many start-ups now professing to deliver AI that drives business benefit. Choosing the right platforms and how best to relate them to other processes and technology will be fundamental to gaining competitive edge.
4. Proposition
Overall, a strong proposition should be concise, compelling, and customer centric. It should resonate with your target audience, address their needs, or pain points, and clearly communicate the value of the offering in a way that motivates action. Effective propositions play a crucial role in driving customer engagement, generating leads, and ultimately converting prospects into customers.
A market refers to the interaction between buyers and sellers who engage in the exchange of goods, services, or resources. Always competitive, the need to understand your chosen market and how it operates is a fundamental part of building any business.
Understanding how your products and services are costed and priced is crucial. Often the market dictates the price so ensuring you can meet those price points or clearly differentiate your products and services is crucial. Assessing your profit goals, income requirements and pipeline activity should be managed in that order to determine targets etc. We help provide businesses with tools that support the assessment of profit, income and pipeline to support their financial goals.
Customer experience refers to the overall perception and impression that a customer has of a brand or company based on their interactions and experiences throughout the entire customer journey. By prioritising customer experience, businesses can differentiate themselves in a competitive market, build long-term relationships, and driving loyalty, advocacy, and business growth. Investing in customer experience not only benefits customers but also yields positive returns for your business in terms of revenue, retention, and brand reputation. The need to fully embrace and manage customer experience is crucial as it encompasses every touchpoint and interaction a customer has with a business.
Growth starts with a conversation, to arrange a chat book some time in our calendar below or take our brief readiness assessment to help you gain more insight.
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