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
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Created a G&O program including sales, pipeline, collaboration and professional growth goals
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Introduced a reward scheme tied to the G&O program, including short-term non-monetary incentives and minimal discretionary payouts
How
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Worked alongside senior management and collaboratively with the sales team to create the G&O program - including quarterly reviews
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Sought commitment and created internal alignment to rollout a new reward scheme
Challenges
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Working in an environment with minimal performance management history
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Getting senior management commitment to reward performance differently
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Getting buy-in from the sales force considering history of discretionary payments
Results
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Created measurable KPIs and goals which improved moral, provided direction, increased transparency and alignment (removed the grey) within the business
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Created a friendly competitive culture in part through non-monetary rewards
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Delivered 125%+ performance against sales budget
Total Economic Value (TEV) selling technique
What
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Successfully used the TEV selling technique to promote a heavily engineered support solution that cost up to 50% more than competitor’s products
How
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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
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Getting to the right decision makers
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Educating and convincing the buyers (calculators and case studies)
Result
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Multiple projects won and delivered over 30% YOY revenue growth two years running
Brand awareness + influencing strategy
What
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A long-term specification strategy designed to influence the influencers
How
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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
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Directly linking our efforts with results (ROA = shift goal down from Results to Objectives)
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A new target market with different needs for our sales organisation
Result
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Built strong relationships with large network of influencers
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More than doubled brand specification delivering additional revenue of over $1million after the first year
Negotiation training
What
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Tender renewal from a 10+ year old longstanding customer with a recently hired General Manager (GM) focused on cost reduction
How
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The GM hired a third-party procurement expert who went to market and indicated our price was more than 10% higher than the competition
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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
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New decision maker (GM) with a focus on cost and a point to prove
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New external influencer
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New relationship with both the GM and the third-party influencer
Result
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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
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Creating a team pulse
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Performance management
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Pipeline management
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Goals & Objectives (G&Os)
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Reward schemes
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Transactional sales models
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Sales promotions
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Tender response framework
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Selling Total Economic Value (TEV)
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Value propositions & elevator statements
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CRM analysis
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Customer Insights
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Growth versus fixed mindsets
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Leading versus lagging indicators
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Activity based sales management models
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Negotiation techniques
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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
