REVENUE ENABLEMENT
A strategic, collaborative discipline by which you most efficiently acquire and maintain customers, maximizing revenue gained through each stage of a customer's jouney.
Why Change & why now
Nowadays there is not one buyer that one needs to convince but a group of buyers within a customer.
What does this mean for you:
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Your company needs to align internally and share efficiently knowledge and information in order to provide a one consistent message at all times across the buyers within the customer.
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Salespeople will need to get better at managing a larger number of buyers and identifying their unique challenges, pains and gains and personalise their messages according to buyer personas.
As the size of the buying team increases, businesses need to follow a more formalised process.
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What does this mean for you:
Your company needs to implement a simplified, customised, lean and agile process that will enable to accelerate the sales cycle across lead to order and lead to cash.
As sales becomes more technologically driven, desirable skill sets will shift from strictly soft skills like relationship building to include harder skills like data analysis.
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What does this mean for you:
There are plenty of tools out there and continue to evolve that promise you to help you sell more. The secret to success is to be able to chose the right one for your specific needs and goals, be able to manage those effectively, engage/train/coach/manage/motivate your sellers to use them (otherwise what is the point), measure results and fine tune interventions
Customers have become more affluent as they find information easier. They are not interested in what a product, service or solution is as what it does specifically for them to solve their challenge or help them reach a business goal.
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What does this mean for you:
Sales people in the past were product experts ‘this is what our product does’. They evolved into solution experts ‘this is what our products and features can do for you’. Need to evolve into trusted advisors/challenger sellers to consult customers, use thought leadership, make customers aware of unrecognised needs or opportunities, expand their definition of success and educate on new solutions, trends and challenges.
My work focuses on consulting and supporting organisations from start-ups to large mature companies. The design and prioritisation of interventions depends on the maturity of your business. We will define that during our discovery discussion.
To give you an idea, some examples of enablement interventions could be:
My Offering.
your trusted advisor
Why me
How I can help you?
10+ years professional experience in private, public sectors, start-ups and international organisations
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Used to working in multicultural environments and with global teams
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Diverse experience within commercial, marketing, sales operations, strategy, business development, policy making, sales, sales enablement, management consulting, change management functions that allows me to integrate and orchestrate insights
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Sales / Revenue Enablement Strategist
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I have worked with leaders throughout the entire journey, from defining the problem and desired outcomes, discovering the challenges faced at the working level, designing relevant interventions, to deploying the process/tools/services, driving engagement and measuring impact, all leading to organisations growth and a connected rather than siloed company.
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Graduate of top ranked business schools and holder of BSc, Exec Msc, MBA
