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 and 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
TECHNOLOGY
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Evaluating the right tool for your business, vendor negotiation / contracting / management
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Integrating different tools/systems (e.g. CRM, LMS, Content management system) in a one-stop shop for the customer facing teams to have a one source of truth for the customer, the ability to share learning & insights, find the right content at the right time, at the right place
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Train the sales and sales support workforce and launch a communications and continuous support plan to drive engagement and usage
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Continuous data monitoring that drive leading and lagging indicators, initiate management reports that provide actionable information for decision making and fine-tuning
PEOPLE
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Defining outcomes in terms of results and conducting discovery sessions with key stakeholders and perform prioritisation exercise
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Mapping individual needs vis a vis success profiles and sales competency framework and design personalised learning journeys
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Designing performance development interventions and implementing those in close collaboration with L&D. These could be in various forms such as coaching/mentoring, courses/classroom or virtual training, action learning (e.g. blackhat reviews, business simulation), bite-size learning, gamification, bespoke sales excellence programs
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Orchestrating content and designing on-boarding, training programs and vplaybooks (why change, why now, why us/personas messaging/ value propositions, objections handling, competitive assessments, market trends, thought leadership, whiteboard story telling)
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Deploying interventions in an agile way, measuring impact through one-stop-shop tools and feedback loops and deciding course of action: scale, stop or iterate
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Coaching sales managers and senior execs
PROCESS
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Discovery sessions and gap analysis
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Defining the right process architecture for your business: keep the processes that work, identify process gaps and initiate new, link those effectively and remove unnecessary ones in order to reduce the sales/revenue cycle time
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Utilising change management practices, establish comms & training plan and relevant interventions to drive clarity and engagement across the business
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Establish the right governance mechanism to enable the decision making/escalation flow to work well and remove bottlenecks
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Capture, monitor and report metrics and provide actionable insights and recommendations to leadership team/managers
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