Services
Sales/Business Developement Consulting & Training
Sales and Business Development Process Design and Implementation
An efficient and effective sales/business development process is a major contributor to an organization’s long term success. Strike Team LLC offers clients extensive experience in designing and deploying sales/business development systems that deliver exceptional results. We have successfully designed programs for companies both large and small, and invite you to view few of our recent success stories.
Our approach centers on the view that everything revolves around a strong strategy. Without strategy and a team commitment to achieving the organization’s goals and objectives, any system or process we develop together will likely fail.A typical sales/business development process design and implementation project begins with an assessment of your long term goals and objectives, and the current processes in place that contribute to business development. From this, we work with you to define the desired outcomes of the project and to identify all of the stakeholders who must “buy-in” to ensure successful development and cultural adoption. From there, we work with your team to design a process that creates your opportunity pipeline (or funnel); establishes entry and exit criteria for each stage of the new process, and builds in the desired level of management visibility at key milestones or events. During deployment, we coach and train your staff, and remain on call to assist with any problems they may encounter. This comprehensive approach ensures you get a sales/business development process that delivers results.
For additional information on how Strike Team LLC can assist you in designing your sales/business development processes, complete this brief contact form. .
Opportunity Identification and Creation
Strike Team LLC is pleased to offer the full suite of Miller Heiman® products and services to assist clients identify and create business opportunities. If you are looking for ways to improve your interactions with key decision makers and to better understand what your customers are seeking to accomplish in a sale, the programs below will be of significant benefit to your organization.
Conceptual Selling® - Practical Call Planning Strategies for Complex Sales
Miller Heiman’s Conceptual Selling® process helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy. It is especially helpful for organizations transitioning from a product-led sale to a solution-led sale.
Conceptual Selling® requires salespeople to first understand their customers' issues – what they are trying to accomplish, fix or avoid – and then apply their expertise to jointly develop solutions. This consultative approach builds credibility and trust, and solutions that are difficult for competitors to replicate. It also gives an organization a common process and language for planning each customer interaction. For example, the process helps a salesperson create "valid business reasons" to open doors with new prospects and then identify important information and commitments from the customer to move the sale forward. This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.
Click here to download the Conceptual Selling Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.Executive Impact® - Persuasion strategies to impact executive-level decision makers
Miller Heiman’s Executive Impact® helps sales professionals understand how C-Level executives make decisions so their persuasion strategy is better aligned for maximum impact with this highly sought after audience. Getting to and persuading senior-level executives is often crucial for winning large deals. When you get these opportunities, you need to maximize your odds of success. This requires a fundamental understanding of how key executives involved in the buying process make decisions. Without this knowledge, you could easily squander a golden opportunity.
Executive Impact®, not to be confused with personality indicators, focuses specifically on how executives make decisions. People's personalities can be dramatically different than the way they make decisions, so it's important not to confuse the two. Executive Impact®, which directly impacts the buy-sell process, is the only executive selling workshop that helps to sell the way executives want to buy. The greatest impact is gained by developing the skills to win more business by selling differently and effectively to each decision-making style.
Click here to download the Exectutive Impact Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.
Opportunity Management
Strike Team LLC offers clients time-proven Miller Heiman® tools for opportunity management described below, and customized small business tools and processes that take into account the size of your sales/business development organization and the way your customers buy. Whether you have a large sales team looking for a common language and process, or a small team of people developing business as part of their customer-facing operational responsibilities, Strike Team LLC can help you improve your ability to mange business opportunities across the entire sales life cycle.
Strategic Selling® - Comprehensive Deal Strategy for Complex Sales
Miller Heiman’s Strategic Selling® process helps organizations and individuals develop comprehensive deal strategies to win complex sales. It is especially helpful when selling solutions require approval from multiple players on the buy-side before the deal can be closed.
Strategic Selling® brings the entire deal into view for a selling organization. This involves first identifying all key players on the buy-side; understanding each one's degree of influence and motives, evaluating your competitive position and strengths, and uncovering essential unknown information. Then, the salesperson or team develops comprehensive action plans to address the motives of each individual, to shore-up weaknesses, and to uncover uncertainties. This rigorous process significantly improves the odds of winning big deals in the shortest amount of time or of walking away from resource-intensive deals with a low probability of success. It also gives an organization a common process and language for pursuing large deals, allocating resources, and forecasting. This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.
Click here to download the Strategic Selling® Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.Strategic Selling® Government - Comprehensive Strategy for Winning Government Business
Miller Heiman’s Strategic Selling® Government process helps organizations and individuals develop comprehensive strategies to win complex government business. It is especially helpful when selling solutions require approval from multiple people on the government side and responding to a complex Request For Proposal (RFP) before the program is awarded.
In Strategic Selling® Government, you will learn to gather essential information and develop winning deal strategies, and the critical importance of early involvement in shaping and influencing requirements. This includes identifying all important decision makers and influencers and their motives, developing internal coaches, evaluating competitive positioning, and building action plans to shore-up weaknesses and uncover uncertainties. You will learn to form your best deal team, translate selling and pursuit activities into effective proposal strategy, organize your efforts to cover all the bases, and set objectives and timelines necessary to move the opportunity forward.Finally, you will learn proven techniques to ensure you are as prepared as possible for the proposal, thereby decreasing proposal development costs and improving proposal quality. This gives an organization a common process and language for pursuing government business, allocating resources, and making better management decisions. This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.
Click here to download the Strategic Selling® Government Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.
Negotiate Success® - Win-Win Sales Negotiations that Strengthen Customer Relationships
Miller Heiman’s Negotiate Success® program helps senior executives and sales professionals improve their negotiating skills through a customer-centric, win-win process. This builds trusting relationships with customers and strengthens the company's position for future opportunities.
Many people approach negotiations as if something gained by one party must be taken away from another. However, these individuals miss the chance to create value because they want to "get what is mine". Adding value to your negotiation is more likely to produce a win-win outcome for both parties. If you don't negotiate value, the deal becomes a decision based on price – and any price is too high.
Negotiate Success® presents a simple, easy-to-follow blueprint that makes clear what effective negotiators actually say and do. Selling and negotiating happen simultaneously and include goal-setting, persuasion, problem-solving and decision making. By seeing and understanding things from the other person's perspective, sales professionals can work in a joint fashion and create agreements that satisfy the critical interests of everyone.
Click here to download the Negotiate Success Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.
Job Fit and Skill Development Tools for Sales and Business Development Staff
Strike Team LLC can help companies both large and small assess their sales and business development talent, both for job fit and to identify skill gaps. We begin by developing profiles of your top performers (or profiles of desired characteristics to match candidates against during the hiring process) and next use the tools described below to give you actionable information for placing people in sales, business development, account management, proposal development or sales support positions.
Predictive Sales Performance® - Hiring solutions to build outstanding sales teams
Predictive Sales Performance is a web-based assessment to help companies make smarter hiring and promotion decisions. It accelerates the hiring and on-boarding process, reduces turnover, and improves motivation, engagement and performance.
Skills can be taught, but behaviors and interests are much more difficult to affect. For example, we've seen successful salespeople promoted to sales managers, or successful "hunters" transitioned to account managers only to see them become frustrated. As a result, good people leave the company, often taking their old jobs with competitors.
Predictive Sales Performance® helps you understand what makes your star salespeople successful and enables you to consistently find those qualities in candidates. It also requires knowing how to eliminate unqualified candidates early in the hiring process so you can spend your precious time interviewing only the best. The results are highly actionable, and enable sales managers to ask better interview questions. The results also create a solid foundation for coaching during the on-boarding and on-going development process.
To arrange for a free test drive of the Predictive Sales Performance, or to speak with a Strike Team LLC sales consultant, complete this brief contact form.
Sales Excellence Assessment® - Fact-driven sales management and coaching solutions
Sales Excellence Assessment is a web-based tool that helps companies create powerful sales management and coaching processes crucial for driving sales performance. It creates constructive dialog between salespeople and their managers, alignment on organizational strategy and objectives, and identifies developmental priorities.
Our research reinforces the crucial role front-line sales managers play in driving the overall performance of the sales force. They are expected to motivate and coach their teams to success, but often lack the information and skills to be effective. As a result, the average sales manager only has one performance-related discussion a month with a sales rep, and when they do, they’re supported by instincts rather than facts. This is completely insufficient to drive consistent results.
Our Sales Excellence Assessment® starts by clarifying the organization's business objectives and key performance indicators. It then requires the salesperson to rank the skills they believe they are exhibiting, their perceived effectiveness, and the perceived importance of the skill to the organization. Sales managers then complete the same assessment about the salesperson.
The results identify disconnects between the salesperson and the sales manager, and even the sales manager and sales leadership. This targets developmental needs, creates alignment and buy-in for training, and opens dialog for coaching and management. Results can be rolled-up to the organizational level so C-level executives understand where they are today and where they need to go in the future.
To arrange for a free test drive of the Sales Excellence Assessment, or to speak with a Strike Team LLC sales consultant, complete this brief contact form.
Management Execution and Reinforcement
Our experience over many years of designing and deploying sales operating systems has taught us that management reinforcement and effective coaching during execution is critical to cultural adoption, and to our clients achieving sustainable, high impact results. We encourage our clients to consider how they will provide good coaching and reinforcement as part of our discovery and design process, and offer multiple methods to help each client make sure they obtain the desired return on investment in both qualitative and quantitative terms.
For clients who choose one or more of the Miller Heiman® sales process solutions described on these pages, we offer additional Miller Heiman® programs and automation tools to speed cultural adoption and reinforce the new processes. For our small business clients that implement customized Strike Team LLC solutions, we provide hands-on coaching, staff mentoring and periodic refresher training to ensure the processes we create together deliver lasting results.
Manager’s Coaching® - Driving adoption and maximizing return on your sales process investment
Miller Heiman’s Manager’s Coaching Program is an advanced course for sales managers to help their people improve their application of the Strategic Selling® or Conceptual Selling® processes to win more business.
This involves mastering the process concepts and drilling into application to identify gaps in the strategy or plan. Participants work closely with Miller Heiman sales experts and are given special tools to develop a deeper understanding of the process so they can better coach their salespeople. The Manager’s Coaching Program also enables managers to better evaluate opportunities, which significantly saves time and resources.
If your organization uses or plans to implement Miller Heiman Strategic or Conceptual Selling®, Manager’s Coaching will significantly help you drive adoption and realize full return on your investment.
Click here to download the Manager’s Coaching Program Agenda. To speak with a Strike Team LLC sales consultant, complete this brief contact form.
Sales Access Manager® - Miller Heiman sales process enablement through CRM integration
Sales Access Manager integrates Miller Heiman's planning worksheets for Conceptual Selling®, Strategic Selling® and Large Account Management Process into Customer Relationship Management (CRM) systems.
This integration allows data entered into the worksheets to flow in real time to your existing CRM system. This enables your sales teams to fully leverage the power of Miller Heiman sales processes in a highly efficient manner, and gives sales managers instant visibility into the activity and strategies of their salespeople to make more informed management decisions.
Sales Access Manager extends the functionality of your CRM system, providing salespeople with a valuable tool and reason to access the system. This significantly improves adoption of sales methodology and CRM system investments, enabling sales leaders to maximize ROI on technology and training assets.
This powerful tool is available to Miller Heiman clients who have the Conceptual Selling®, Strategic Selling® and Large Account Management Process methodologies in place, providing your sales force with the technology for true collaboration and visibility.
To arrange for a free test drive of the Sales Access Manager, or to speak with a Strike Team LLC sales consultant, complete this brief contact form.
GSA Schedule Consulting and Sales Training
As a licensed affiliate of Fedmarket.com, Strike Team LLC offers clients who are selling and/or considering selling to the federal government access to a comprehensive suite of consulting, training and GSA proposal solutions.
Obtaining your schedule contract is only the first step. Now that you have it, you must identify sales opportunities, position your product or service as the desired customer solution, and make a competitive bid to win the work and place it on your Schedule contract. Strike Team LLC offers an extensive array of sales training programs to assist companies in winning work through their GSA Schedule contracts. We offer consulting-based solutions to address specific selling situations, plus access to the Fedmarket Federal Sales Academy for training on a wide range of training topics. Simply click here to view the upcoming Federal Sales Academy Calendar of Events.
Strategic Planning & Market Analysis.The following is a list of current Fedmarket GSA Sales seminars. To learn more, simply click on the link:
- Federal Sales 101: Winning Government Business
- Teach Your Onsite Contract Employees to Sell
- Perfecting the Military Sales Call - NEW!
Click here to view the entire Fedmarket catalog of Seminars and Events.
