Issues We Address
Being a global sales transformation organization, Beacon has helped many companies dramatically improve their client relationships while simultaneously winning more work. This includes helping to drive a consistent sales framework and approach, improving the effectiveness of all client interactions and better leveraging of existing relationships.
However, in Beacon’s work over the past few years, we have noted considerable changes in the challenges facing businesses today. While the complex services market place has always been a difficult one, economic pressures have resulted in some organizations steeply discounting their services and moving to more of a penetration pricing model. We help many of our clients to understand what drives this type of behavior when it is a good idea and, when it is not. We also understand the global impact of technology, economics and operating models on trying to create a common sales language and client handling strategies that can be localized and made highly effective quickly. These disconnections can cause massive internal dissention causing lost deals, senior staff turnover and highly inefficient sales efforts. Our track record of untangling the related issues extends across smaller companies all the way to world’s largest services companies.
While individual sales and client handling skills are essential to maintain and grow good relationships, a considerable stumbling block we have observed in virtually every client we work with is the over controlling Global or Account Relationship Partner. How do you help transform these already good performers into the team playing mentors that can accelerate skills development and create a more cohesive account or international team based on best practices? This is at the heart of our Sales Transformation efforts.
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