World-Class Targeted Outbound Sales Development Strategies

Today’s business customers are more informed, empowered, demanding and busier than ever.  They can research entire markets and conduct their own competitive analysis at the touch of a button.  They have no tolerance for exhaustive solution sales processes that focus on uncovering pain points that they already know about. They also have no appetite for investing their valuable time with sales professionals that believe their role is to deliver a features and benefits product pitch.

To earn a prospective customer’s attention, you must immediately deliver valuable insights that challenge their perception of the status quo and help them see a way to save or make money.  Today’s sales and marketing professionals must be world-class educators.  They must understand the importance of sharing valuable content that drives action, and they must proactively reach out to targeted prospects using multiple channels such as phone, email, video and social.

Digital demand generation strategies that build a stream of inbound leads remain very important, but to achieve predictable and sustained growth, every B2B organization must have a world-class, highly targeted outbound sales development strategy.  80-20 specializes in designing and implementing outbound sales strategies in the form of clear, measurable and scalable play books.

80-20 has a team of highly talented and expertly coached sales professionals that have successfully completed 80-20’s sales training courses and demonstrated an ability to deliver exceptional results. We will only engage if our client delivers exceptional service and value to their customers, with a product or service that is suited to a challenger sales approach.  Most our clients deliver software as a service (SaaS), and we design and execute multi-channel targeted outbound strategies that are commensurate with their ideal customer profile, target accounts and industry sectors.

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Sales Territory Design and Implementation

The importance of designing the optimal segregation of your addressable market cannot be overstated. 80-20 has deep experience in designing sales territories that maximize economic results. We have the analytic and modelling capability to factor in the overarching design of your sales strategy, organizational sales targets, individual commission plans, and CRM design and implementation.

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Sales Target and Commission Plan Formulation

80-20 have deep experience designing commission, bonus and incentive plans that drive optimal behavior and the results that your business need. We have the analytic and modelling capability to design a solution that aligns with your growth goals (e.g. capturing market share versus margin maximization).

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Web Presentation Development & Remote Selling

B2B selling is increasingly competitive; customers have access to a wealth of competitive data at the touch of a button, and they are reluctant to dedicate time to a lengthy sales process. 80-20 are experts at designing concise and compelling web presentations that engage clients, reduce sales cycles, and improve conversion ratios.

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Call Script Design and Training

Whether generating top quality leads or conducting the entire sales process over the phone, the art of phone selling is just as important today as it has ever been. 80-20 trained professionals never sound scripted, but the foundation of their success is a script that delivers the proverbial knockout punch.

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Identifying the Ideal Customer Profile

During this consultation process, 80-20 regularly identifies a new target market, customer profile or an entirely new channel to market for our client. 80-20 has decades of experience consulting with senior executives at the world’s largest organizations and we are experts in matching our client’s value proposition to the right people at the right business.

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80-20 believes that is the World’s best sales-driven CRM solution. We have significant experience helping businesses maximize their return on investment in this solution by coaching best practices to sales managers and sales teams.

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Customer Value Proposition Assessment and Creation

It is common for businesses to gravitate to a product/service centric sales approach, resulting in the dreaded list of features and benefits. 80-20 are experts at formulating a customer centric value proposition; one that gets to the heart of the problem that our client is solving and is guaranteed to grab prospects’ attention.

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Sales Strategy Design and Implementation

Great sales results start with an optimal strategic plan. One size fits all? We don’t think so! At 80-20 we ask the right questions and employ decades of international business development experience to build a sales strategy and process that is right for your business.

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