Sales Engine Services

Let’s begin with what makes us different. Please ask us for examples of each of these (there are some funny stories in here…):
We will never ask you to do something that we won’t do.

We will speak the truth.

We will have fun.

We will get results.

Sales Engine was founded on the principle that leaders should treat sales as the engine of their business. And as such, sales should be regarded as a tool that needs as much attention, as many resources, and as much discipline as product development, IT, delivery, finance and all of the other components to building a successful enterprise.

Building a high-performance sales engine takes knowledge, skill and discipline. We help clients outperform their objectives through a combination of assessment, strategy, skill-building, restructuring, inspiration, and some good old-fashioned ass-kicking.

Services
For CEOs and Venture Capital/Private Equity firms
Diagnostic of sales engine
Sales model development
Sales team structure and development
Communicating with and coaching of Investors, CEO and VP of Sales
Skills assessment of sales organization
The truth

For VPs of Sales and Marketing
Design of sales engine
Sales planning (vs. business planning)
Evaluating channels
Setting and communicating quotas
Targeting and segmentation (some call this and the ones below “marketing,” we call it sales)
Web and social media strategy
Search engine marketing
Search engine optimization
Using CRM systems to your advantage
Coaching

For sales teams
Hot prospecting (vs. cold calling)
Exploring needs
Proposing (in three pages or less)
Presenting with panache
Capturing, distilling and telling stories for maximum impact
Closing
Using social media judiciously
Adding fuel (motivation and inspiration)
Ass-kicking

Process
Our team evaluates your current sales engine using a three-phase process called the Entrepreneurial Selling Process, or “ESP.” This process is also taught at Chicago Booth, and is one of the reasons the course is rated Top Ten in the country (Inc. Magazine). The ESP is designed to gauge the performance of the sales engine across three key disciplines; preparation, execution, and analysis.