We bring many years of hands-on experience to our engagements. We've worked with thousands of reps to transform them from "product pushers" to "customer-focused value sellers." We've designed and facilitated hundreds of focused programs for new product launches, pipeline development, strategic account penetration, territory development, cloud renewals and more.
We help clients build pipeline, larger, higher quality opportunities, and deeper, more productive relationships with customers. Our high-touch, hands-on approach maximizes both impact and knowledge transfer.
Sales Enablement
Are you preparing your reps to capitalize on changing market conditions?
The enterprise rep is the primary contact between your company and your customer. He or she is also in a position to identify and build significant new opportunities, co-create with customers, build long term share of wallet and customer satisfaction. You must not only hire the "best" reps for the role; you must also provide the care and feeding so that when market conditions change, the reps are able to take advantage of new opportunities.
Account Management
Want deeper, more productive relationships with your strategic and named accounts?
Large account management is a "team sport", with multiple reps covering a variety of portfolio products. Coordinating and managing the activities of this group is critical to the success of the relationship with the customer. Yet typically the account director has little or no prior team management experience. Our Account Management services help large, key and strategic account teams to focus on strategic business issues, relationship building, account penetration and customer satisfaction. Typical results include larger multi-product deals, higher deal profitability, higher customer satisfaction and loyalty.
Sales Performance Management
Challenged to improve sales productivity?
High performance sales organizations look at growth through multiple lenses and manage performance via a variety of levers. The Acelera Group works with clients to identify the critical metrics and to optimize the processes that improve sales performance and productivity.
Pipeline Development and Management
Need more pipeline?
Our pipeline development and management services help clients to quickly build and manage high quality sales pipelines. We design and implement formal field-based processes that drive identification of new opportunities in strategic accounts, existing customers and new logos, build visibility and velocity through the pipeline, and provide effective late stage deal management and "derisking". In most engagements we help to coordinate existing Account-Based Marketing activities; in others we partner with a marketing agency to create and coordinate effective ABM campaigns.
Buyer/Seller Journey Alignment
Considering an Account-Based Marketing strategy?
With enterprise buyers conducting significant background, product and supplier research online, sellers may engage mid-process with no visibility on the buyer's prior activities, level of knowledge or key outstanding issues. To be effective, sellers must quickly sync their selling processes with the buyer's evaluation and decision cycle. We help enterprise organizations to build alignment between these two cycles via greater collaboration between marketing and sales and with processes that assist the seller in reframing evaluations to their benefit.
To learn more about our services, and to explore how we may be able to help you to improve your sales performance and productivity, please contact us to arrange an initial discussion.