Our Methodology
Overview
S-R-Squared brings clarity to your companies’ vision, and increases win rates for new logo acquisitions, expanding existing accounts or pursuing larger deal opportunities. Each sales situation is unique and requires flexibility if you are to be disruptive and offer your clients a new and different approach to solving their problems. S-R-Squared is designed to allow creativity within the sales process and maintains a consistent discipline ensuring that you will engage in profitable business. With this focus, you’re in a much better position to respond proactively with unique value propositions compared to your competitors. S-R-Squared is built on the foundation of the Success Factors for Winning giving your organization a consistent communication culture. S-R-Squared focuses on activities that fit together and complement each other, which drives continuous sales improvements throughout the entire organization and moves it toward its vision.
Growth = Strategy + Relationship + Revenue
Strategic Development
Relationship Development
Relationship Development
The strategic portion of S-R-SQUARED is designed to evaluate the overall sales strategy and assure that it reflects the values of the organization while it inspires action to achieve the future goals. It documents how you’ll win in the market, clearly defines the criteria for achieving success and guides everyone in daily decision making.
Relationship Development
Relationship Development
Relationship Development
Customers of today are looking for a personalized experience. But discerning who is the decision maker, coach, Influencers, indirect influencers, naysayer requires skill to uncover stakeholder’s intention while building and nurturing relationships and implementing your strategic outcome. When you build your relationship skills, you also open the door to more business opportunities because a personal connection leaves a long-lasting impression. That fond memory which you created with your customer will cause you to come to their mind more quickly and frequently.
S-R-SQUARED addresses the dynamics of the interplay of multiple people within a sales process. Determines what elements are necessary to create a relationship strategy and defines the execution steps of the strategy within a defined sales pursuit.
Revenue Development
Relationship Development
Revenue Development
With more informed clients, social selling challenges, and shorten sales cycles the complexities of revenue planning continue to increase. Establishing a reasonable and attainable top-line revenue plan can be an overwhelming task. Many companies use accepted industry year-over-year growth rates to determine their plan for the upcoming year and assign it to the sales organization to deliver. For a company to achieve their revenue objective they must evaluate their revenue goals from two perspectives the plan and the execution of the plan.
S-R-SQUARED Addresses the planning phase by looking at historical sales determining the cost of net-new, Add-on (upsell, cross-sell) and renewals. The health of your current pipeline and the fitment of your sales organization to accomplish the revenue objectives as defined. S-R-Squared addresses the execution phase by evaluating the documented sales process and determines the qualification activity throughout the pursuit process. Making sure that the Sales process, buying process, and decision process are tightly coupled and fit into the overall business objectives of the company.