We focus on developing and implementing the optimal sales engine for your Company – the right human capital, a proven and Strategic OverDrive Sales Process with the supporting tools and all the other resources necessary to achieve your Company’s growth goals. Most sales processes are “pain by number”. The OverDrive Sales Process we tailor for you will be built around the measurable Strategic Value and Impact that you deliver to your Customers and provide you with a very real and Sustainable Competitive Advantage with Reliable Predictability.
Most Valued Outcomes
Customer Value Calculator
We will help you build and install OverDrive Methods and Tools that focus on the measurable strategic impact your offering can have on your prospects. This may include the development of a specific OverDrive Value Calculator as well as the best practices and tools for understanding and analyzing your prospects’ businesses and key agendas. Based on this knowledge, we can measure and communicate the impact your offering makes on your prospect’s operations, financial health, perceived value, branding and customer relationships. This unique OverDrive approach, Methods and IP will create a Sustainable Competitive Advantage and high customer loyalty.
Executive Conversation Guide
Develop The Conversation Maps – The positioning, value propositions, key sales conversations and value points needed to ensure improved performance and accuracy in each phase of the OverDrive Customer Value Process (CVP) we install, particularly customer-facing scenarios with stakeholders with every influencer and decision maker role.
Common Selling Language
Install an OverDrive Unified Sales Language and Customer Value Sales Process (CVP). Ensure that the sales team and key stakeholders understand the sales process steps, the business value impact of the process and their role in delivering customer value. Affect behavioral change and competitive sustainability by ensuring that all Company staff use and evangelize the OverDrive CVP sales process, internalizing and fully embracing the new selling paradigm with confidence.
On-Site and Off-Site Interviews with Key Executive Stakeholders and Key Individual Contributors.
Face to Face and Virtual Sales Presentations and Real-World Role Playing with Key Executive Stakeholders and Key Individual Contributors.
Individual Top-line Contributor Performance Evaluations and Skills Assessments.
Key Prospects, Opportunities and Pipeline Audit.
Sales Customer Relationship Management Assessment and Evaluation.
OverDrive Customer Value Process Narrative, Playbook and Customer-Facing Decks.
Customer Value Calculator used to gain commitment and PACT.
Conversation Maps that align Value Promises to Key Target Stakeholders.
Individual Contributor Scorecards with Key Observations and Recommendations.
Key Priorities, Milestones, Incremental Budget and Timelines.