Beacon Worldwide Sales Consulting Services
Sales Consulting
Beacon’s consulting services help your organization win business faster and more cost effectively while simultaneously up skilling your key staff. We differentiate our services by actually rolling up our sleeves, working with specific people around an opportunity or account and applying complex thinking to actual situations. This side-by-side work has proven time and time again that understanding and applying best practices in a transferable manner is very effective to not only win the deal, but also to create a knowledge base that is long term. Literally no one in the market place has the knowledge or resources to do what we do, the way we do it.
Beacon’s specific client focused objectives are not only to help you win work faster but to deepen client relationships with regards to selling complex services over a long period of time. We have found, through extensive research, and real life instances that deepening client relationships in the right way, always precedes a significant uptick in revenue within an account. There is a wide range of Beacon consulting services but our primary offerings are Global Opportunity and Account Coaching, Syncing Sales and Marketing services, Negotiations and Win-loss Analysis.
Global Opportunity and Account Coaching
Beacon’s strategic approach to opportunity and account coaching aligns with the ultimate objective: to win business faster. Opportunity coaching is a specific area where our experts will come in, roll up their sleeves and have discussions to discover key qualification criteria for classifying opportunities according to the proven Beacon Methodology. This allows you to more effectively move or kill opportunities in an interpersonally appropriate manner. In complex services companies this is critical because the strength of the relationship needs to be maintained and even the way you walk away from opportunities can have a massive impact on your relationships.
Another component of this effort is pipeline reviews with various levels of the organization to help them determine what is real, what is not and why. This often results in the development of a much more objective forecasting system based upon objective deliverables so that revenue can be better predicted. Surprisingly many services organizations are in their infancy in this area because they are not aware of how service sales can be categorized, tracked and forecasted effectively with a margin of error consistently less than 5%. This a key component of our support to the leadership driving sales and client relationships
Syncing Sales & Marketing
Syncing sales and marketing services are a key component to the success of any business. Beacon has created an approach where we look at the Achilles heel of many organizations. We analyze the connection between sales and marketing and how responsibilities and actions of the two very important areas are often misaligned. When this happens, finger pointing and missed revenue targets are often the result. We help provide very specific advice on where the misalignment is occurring and what can be done, how and why.
Interestingly, even in global operations this detailed analysis and reporting can be accomplished in less than 90 days. If you are interested in learning more about where these misalignments often occur and how they can be corrected, please contact us and speak to a Beacon expert.
Negotiation in Behalf of Clients
In the complex service arena, negotiating skills are essential even for the most experienced and well-connected person with sales responsibility. At Beacon, our research in the negotiations process has created a foundation for an approach that has been proven through extensive experience to be best practices in regards to negotiations.
In fact, with many of our clients, we have specific, proven experience as to who should close opportunities and how the process should be choreographed in a manner that preserves the most important relationships. In some cases, clients have actually made us part of the negotiations team on global agreements because of our experience.
Our consulting services not only include negotiating on behalf of clients but also transferring these best practices to the people we are working with to allow them to most effectively close the business. This is accomplished either though specialized sessions or hands on coaching with real time deals and negotiations. Our main premise is not to let negotiating devalue the service and the people involved but rather to create a platform where value can be exchanged for value. This not only has a direct correlation to revenue and reputation but also enhances the relationships between both our client and theirs.
If you are interested in speaking with a Beacon expert on negotiations and how our method may help your company, please contact us.
Win-Loss Analysis
While the main goal for any company selling complex services or products may be to win the business faster and more cost efficiently, we at Beacon have found that the steps to getting here are crucial and directly connected to the outcome. Understanding why the deal was won – or lost – is an important factor to achieving the ultimate goal consistently and efficiently.
Our win-loss analysis strategy is to break down each win and loss to allow our clients to understand what exactly was done right or wrong. We find that this understanding creates the basis for a formula that allow best practices to be repeatable and replicable while also adjusting other behaviors that are not beneficial. In addition, this deep analysis can uncover necessary relationship adjustments for the account and also reveal how future opportunities should be managed.
If you are interested in speaking with a Beacon professional about our Win-loss Analysis services, please contact us.