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"High-calibre output, 100% effort, honesty and a commitment to deliver the outcomes that you are looking for."

MAXIMISING PROFIT

Risk exists when we do nothing and when we make an investment or major decision. Understanding that risk and putting a plan in place to mitigate it is what we do.

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Reducing Risk

Demonstrated success

A sales pulse + Goals & Objectives (G&Os) + reward program

 

What

  • Created a G&O program including sales, pipeline, collaboration and professional growth goals

  • Introduced a reward scheme tied to the G&O program, including short-term non-monetary incentives and minimal discretionary payouts

How

  • Worked alongside senior management and collaboratively with the sales team to create the G&O program - including quarterly reviews

  • Sought commitment and created internal alignment to rollout a new reward scheme

Challenges

  • Working in an environment with minimal performance management history

  • Getting senior management commitment to reward performance differently

  • Getting buy-in from the sales force considering history of discretionary payments

 

Results

  • Created measurable KPIs and goals which improved moral, provided direction, increased transparency and alignment (removed the grey) within the business

  • Created a friendly competitive culture in part through non-monetary rewards

  • Delivered 125%+ performance against sales budget

 

Total Economic Value (TEV) selling technique

 

What

  • Successfully used the TEV selling technique to promote a heavily engineered support solution that cost up to 50% more than competitor’s products

How

  • The positive differentiation value was linked to the strength of our solution allowing the customer to purchase less additional supporting material from a third party.  Therefore, reducing the total cost of ownership (even though our products were x1.5 more expensive)

 

Challenges

  • Getting to the right decision makers

  • Educating and convincing the buyers (calculators and case studies)

 

Result

  • Multiple projects won and delivered over 30% YOY revenue growth two years running

Brand awareness + influencing strategy

 

What

  • A long-term specification strategy designed to influence the influencers

How

  • Analysed the target market and identified a key group of influencers who we were not currently dealing with.  I then created a business development plan to build relationships, increase our brand awareness and promote our solution’s competitive advantage (why they should specify our product over the competitors)

Challenges

  • Directly linking our efforts with results (ROA = shift goal down from Results to Objectives)

  • A new target market with different needs for our sales organisation

 

Result

  • Built strong relationships with large network of influencers

  • More than doubled brand specification delivering additional revenue of over $1million after the first year

 

 

Negotiation training

 

What

  • Tender renewal from a 10+ year old longstanding customer with a recently hired General Manager (GM) focused on cost reduction

How

  • The GM hired a third-party procurement expert who went to market and indicated our price was more than 10% higher than the competition

  • We understood our walkaway price, knew the value (value proposition / TEV) we had to offer and were not afraid to ask for a commitment

Challenges

  • New decision maker (GM) with a focus on cost and a point to prove

  • New external influencer

  • New relationship with both the GM and the third-party influencer

 

Result

  • Retained the business at a 3% premium

Whether it is creating a performance culture, reward scheme or business development strategy Pin Consult can help you maximise your profit through sales force effectiveness.

Programs
  • Creating a team pulse

  • Performance management

  • Pipeline management

  • Goals & Objectives (G&Os)

  • Reward schemes

  • Transactional sales models

  • Sales promotions

  • Tender response framework

  • Selling Total Economic Value (TEV)

  • Value propositions & elevator statements   

  • CRM analysis

  • Customer Insights

  • Growth versus fixed mindsets

  • Leading versus lagging indicators

  • Activity based sales management models

  • Negotiation techniques

  • Presentation skills

Time is our most precious asset and every year we seem to have less of it.  Let me help you save 1 hour a day which will give you an extra 6 weeks a year to improve your business.

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Finding Time

Utilising a proven strategic process model, I work with your organisation to create and execute successful strategies delivering profitable growth.  

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Strategic Execution