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PROGRAMS

Development programs for Sales, Marketing and Product Management

DESIGN YOUR SALES TEAM & TACTICS TO WIN YOUR SALE

How are you selling your product? Is it the most efficient or effective way? Does everyone know who is meant to be doing what?

Sales are different, sometimes because of different products (prices and complexities), sometimes because of the different customers who need them and sometimes because of the different markets they are sold into. The sale needs to be matched to the needs not copy-pasted from previous experience or borrowed from a competitor.

SalesDISK© is designed for sales and business leaders looking to improve sales revenues by understanding the mix of people needed, and tactics that could be deployed within their sale. The overall result is a solid go-to-market plan where people know what they’re doing, and scale can be achieved as you grow.
 

At its heart, SalesDISK© is the review of the four key areas of the sale, referred to as segments - DEVELOP, IDENTIFY, SERVICE and KNOWLEDGE - the initials of these segments forming the acronym DISK.

 DESIGNED FOR:  
 SALES & BUSINESS LEADERS
 FORMATS:  
SERVICE & TRAINING COURSE

Highlights

  • Review the main aspects of your sale

  • Identify existing and create desired Go-To-Market

  • Identify tactics to deploy in your sale

  • Match the sales process to the buyer journey

  • Create efficiency and/or effectiveness

  • Create a Companywide vision of the sale

  • Specify sales staff to hire

SALES FORECAST AND HIT RATE IMPROVEMENT

Sales teams who adopt STRONGMAN© have higher hit-rates and significantly higher forecast accuracy.

 

The STRONGMAN© process, developed by Ed Wal of the BDW Partnership, helps salespeople plan and develop the sale to ensure its success. Unlike sales training which focuses on needs development, STRONGMAN© focuses on the sale as seen from the prospects point of view.  The focus being to progress the opportunity together in partnership.

 

Internally STRONGMAN© builds a shared language between salespeople and their managers, allowing opportunities to be assessed in one-on-one or group opportunity reviews where everyone can quickly understand the situation and suggest routes forward.

 

For those new to sales it helps provide a structure for planning the sale and for those with experience it helps improve their hit rate and build their success. For Sales Managers and Leaders, it helps ensure you provide accurate forecasts and helps identify which deals can be moved to fill gaps.

 

STRONGMAN© has helped thousands of Salespeople and their Managers take control of their pipeline and increase their sales.

SALES LEADERS & SALES TEAMS
 DESIGNED FOR:  
SERVICE & TRAINING COURSE
 FORMATS:  

Highlights

  • Increased Hit-rate, Increasing Sales

  • Increase forecast accuracy

  • Focuses efforts on deals which can convert

  • Create a shared language for opportunity discussion 

  • Applied across the whole sales team experienced or new

SalesDISK
STROGMAN
CRM-10

PERSONALISED CRM IN 10 DAYS  - 10,000 SEGMENTED CONTACTS

Managing existing relationships and contacts for marketing and prospecting should be easy. Limit your discussions, meetings, debates and endless options and get your CRM designed and installed by people who understand how your Sales and Marketing teams want to use it.

A Working CRM - CRM-10 is designed to make the job of sales and marketing easier, giving your team the information they need to enter and progress leads, manage opportunities, create quotes, etc. Based on 20+ years of experience setting up CRMs for varying business types (Solutions, Components, Dealer Management, Direct, B2B, etc.) we customise Salesforce (HubSpot pending) to build the simplest interface and processes which allows sales to get on with the job of selling.

 

A Segmented CRM - Accounts/Contacts/Prospects/Customers need segmentation.  Without segmentation there is no priority and no ability to build trust based on empathy – you are just collecting data without purpose or the ability to utilise in the future. We work with you to define segmentation and either source new contacts or clean your existing ones. Helping marketing provide more targeted outreach and giving your Sales team a head start on prospecting.

Highlights

  • Fast - No Fuss - Installation

  • Designed by Sales & Marketing for Sales & Marketing

  • 10,000 Contacts Created or Existing Cleaned & Imported

  • Contact & Account Segmentation 

  • Obtain LinkedIn Addresses & ResearchGate Profiles 

  • Custom Fields and Workflows

  • Lead & Opportunity Management Processes

  • Product Price Lists & Quotes Templates

  • Pipeline & Activity Reporting

  • Plus much more.....

 FORMATS:  
 DESIGNED FOR:  
 SALES & MARKETING LEADERS
SERVICE & TRAINING COURSE

DESIGNING MESSAGES, FINDING CUSTOMERS, DRIVING CONVERSATIONS

Imagine you have nothing. No CRM full of previous relationships. No one knows you and you want to change this.

 

This is of course true for start-ups but also for established businesses who want to progress out of the comfort zone of trade shows and print/banner ads. It’s also true when you want to enter new markets where your history and brand offers little value, and you find yourself back at square one.

 

From Zero Marketing starts by segmenting your market, developing personas & profiles, and then creating value propositions, messages, and content to match. Using our ideas and campaigns, we build audiences for social advertising campaigns, email outreach and sales prospecting, always ensuring there are solid, valuable and relevant reasons for contact.

Highlights

  • Understand your customer segmentation

  • Create value propositions, messages, content

  • Design your brand and pick a market position

  • Design email and social advertising campaigns

  • Understand Google/LinkedIn/Twitter

  • Create segmented audiences for outreach/prospecting 

  • Enable salespeople to make calls and book meetings

MARKETING & PRODUCT MANAGERS
 DESIGNED FOR:  
SERVICE & TRAINING COURSE
 FORMATS:  

EMBEDDING VOICE OF CUSTOMER IN YOUR PRODUCT DESIGN

Products are built for customers.

 

Those customers are trying to achieve something, some would be satisfied simply by doing their “job-to-be-done” faster, cheaper, easier, etc. These are the easy improvements, what Henry Ford referred to as “faster horses.” However, simply by engaging and discussing job-to-be-done with prospective and existing customers you can uncover improvements or alternatives they would have never imagined.

Engineers build to specifications. Often by accident, due to a lack of input, they can end up leading product innovation without really understanding whether they’re new technical features delight, excite, or in fact are ranked unimportant by the desired users. Engineering is such an important resource it can’t be wasted and needs to be focused on winning products – getting it wrong costs time, money and missed opportunities.

Dial-VOC is a framework that product and marketing managers can use to help them design and embed the voice-of-customer at the heart of their innovation strategy, allowing them to not only uncover important insights but also rank them to ensure you build not only novel but must-have products.

Highlights

  • Create focused VOC programs

  • Segment and target the right customers

  • Conduct high quality interviews

  • Extract quality information and rank needs

  • Obtain data to support and drive engineering

  • Learn which values products will resonate

  • Use data to drive marketing communications

 DESIGNED FOR:  
 SALES & MARKETING LEADERS
 FORMATS:  
SERVICE & TRAINING COURSE
FZM
Dial-VOC

CONNECTING COMPANIES WITH EXPERTS TO DRIVE BETTER DECISIONS

Sci-insights helps scientific instrument companies perform the much-needed market research to drive product innovation. 

Utilising our extensive network, or through a custom search, we help you book interview meetings with end-user application experts to help unlock the problems, challenges, and jobs to be done ensuring you hear the voice-of-customer as part of your innovation process. 

The information from these interviews will ensure you create new desired future products or alternatively they can be used to help re-engineer value propositions and messaging for existing ones.
 

Highlights

  • Get feedback faster - Let us book the meetings

  • Avoid chasing & abandoning outreach programs

  • Move beyond your echo chamber

  • Maintain brand anonymity throughout your market research

MARKETING & PRODUCT MANAGERS
 DESIGNED FOR:  
SERVICE & TRAINING COURSE
 FORMATS:  
Sci-insights

TRAINING COURSE DATES

Most customers prefer onsite training to allow multiple employees to attend, however we also offer mixed-company training session, the latest dates are below

To enquire about pricing, please contact us noting the courses of interest so we can provide more information.

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