A framework to define the scope on the field of Large Accounts and Demand Generation.
To be equipped with the right tools to succeed in an increasingly differentiated world, achieving goals at every stage of the sales cycle, being prepared for future success
There isn’t a unique sales methodology that has been patented by Smartcompass, rather than a curate of personalised methods to empower your teams to succeed within your workplace, taking into account your business and culture values.
The customer came with this wish in our first meeting: How to make it brilliantly in every interaction with our customers along the sales cycle. “We know what to do. We already have implemented a step by step process, but how can we make it differently?”
HG&W A story behind scenes ¨The HOW is what really differentiates you from the competitors¨
To be equipped with the right tools to succeed in an increasingly differentiated world, achieving goals at every stage of the sales cycle, being prepared for
future success There isn’t a unique sales methodology that has been patented by Smartcompass, rather than a curate of personalised methods to empower your teams to succeed within your workplace, taking into account your business and culture values.
Even though, some of the fundamentals to empower winning teams have become a mainstay in our methods:
- Focus on BEHAVIOURS first and then trigger the action as a result
- Transform the initial purpose into an exciting project where the team gets involved, contributes and reshapes it into an Experiential journey
- Bring the “HOW TO DO” into focus as a cornerstone to excel in what you do
The story that I´m sharing here goes back a few years ago and it is still a live project evolving itself.
“How to Go and Win” was the Methodology named working with of the coolest cloud software global enterprise, a fortune 500 company based in Bay Area.
It was a privilege to start from scratch with a clean sheet of paper and only one simple request that became our mantra for the project.
The customer came with this wish in our first meeting: How to make it brilliantly in every interaction with our customers along the sales cycle. “We know what
to do. We already have implemented a step by step process, but how can we make it differently?”
We defined a set of goals based on competitive advantage , sales efficiency and productivity and culture value nourishment. A framework to define the
scope on the field of Large Accounts and Demand Generation.
The journey was about to start. We built a methodology and a method from the practice and real experience on the field, working hand by hand with all the members involved in a Sales Cycle, BDMs, CSDs, MVMs, Pre-Sales, AEs, accompany them along the stages of their sales cycle taking part in different prospects engagements and different regions across EMEA.
It reinforced people’s centred approach, identifying the drivers and skills that make every interaction with the prospective customer brilliantly. Balancing IQ and EQ, “the How to Go and Win” methodology and method created made the way to an exciting collaborative experience where we also designed the brand for the project, allowing us to enhance the engagement and communication in events, workshops. Videos, presentations, even a book and a film were part of the deliverables that rounded the project.
Collaboration, open minded, observation, common sense, methodic execution, adaptability and passion were constant traits on the way we all worked
together as One team.
The Result?
A engaged, excited, committed sales team, firm believer of their potential, determined to differentiate from competitors early in advance thanks to the way
they worked. the HOW.
With infinite gratitude and profound love.
SC team
Are you Ready?
