It’s a balancing act. Businesses like accounting, recruitment, legal, and business consulting sell strategic advice that needs implementation and expert guidance. Often, the results don’t turn up the next day or the next month.
This was the challenge that needed to be overcome.
The primary goal was to enhance sales execution, client interactions, and maximise time spent on sales calls and referrals.
So how did we do this?
One of the most important things was time management, with very specific times to focus on new business activities.
This resulted in stabilising monthly revenue, increasing new business opportunities and accounts, and leading to increasing revenue every quarter.
Steve highlights the program's impact on self-awareness, client understanding, and the psychological aspects of client interactions.
The three major benefits identified:
· Improved client interactions
· Improved sales call execution and the utilisation of a sales qualification process
· Effective proposal structures and outcomes
Steve notes that the program has enabled the team to think more strategically about sales and client acquisition.
“We’re seeing a less cyclical pattern in our monthly revenues, deeper client relationships, and a team that thinks more strategically about winning new business.” – Steve Bragg, Lead Partner, Pitcher Partners
Selling intangible services requires an increased understanding of the psychological factors at play, as deals are often larger, usually more decision-makers are involved, and expectations are more stringent.
Understanding yourself and how you are viewed by potential clients has a greater bearing on your success, especially in ongoing negotiations to avoid fee pressure.
If you sell intangible services and are interested in finding out more about our programs, then feel free to reach out.
Schedule a call with us today.
