Tools for CEOs, Entrepreneurs, and Sales Leaders

Sales Engine Diagnostic – this is the ten-point inspection of your sales engine. It evaluates these critical aspects that determine your revenue growth:
1. Sales Leadership
2. Sales team knowledge
3. Sales team skill
4. Sales team discipline
5. Sales process fidelity
6. Sales toolkit
7. Sales metrics
8. Organization structure
9. Team communication
10. Board communication
If several of these are weak or not optimized, you are not getting the sales you should be.

Sales Trailer – this tool enforces message discipline on sales professionals, executives and entrepreneurs. As is obvious from our home page, our “Sales Trailer” is “We help firms build and tune their sales engine.” That’s it. Simple and clear (we hope!).

A good Sales Trailer is free of jargon, and is concise and clear. Metaphors are great (we like them), and strong, action-oriented words are recommended. The goal is to give someone just enough to grab on to without overcoming them. This is a delicate balance, and we have honed a two-to-three hour workshop to nail this down.

Story Matrix – this tool is designed to provide ready access to your most powerful selling stories. So often, we let stories escape into the air without locking them down for future use. This is a waste of an asset! And not just any asset, but one of our most powerful selling tools. Set yourself apart by constructing your own Story Matrix that will allow you to add the right story to a conversation at the right time for the right reason.

Live Conversation – this tool begins with the Sales Trailer (see above) and ends with the “whole conversation.” But how do you structure a conversation for maximum impact? The art of conversation enforces certain disciplines and rules into structuring an effective, powerful conversation by giving you helping you determine what belongs where, how to weave in differentiators, your value proposition and your best stories.

Visual Conversation – we have helped dozens of clients build their “Path” tools in order to better sell and serve their clients. The Path tool is designed to be the “visual conversation” by answering the following questions:
- How does your firm actually do the work, and what does it look like?
- How will you serve us, and what are the critical decisions along the way?
- What is the timeframe for getting the work done, and who on your side and our’s will do it?
- What are the most critical elements?
By creating this visual conversation, you give prospects and clients the context they need to make their buying decision and you move them along much more quickly in the sale.