KENSINGTONHOUSE LTD
Sales & Marketing Consultants
Strategists Facilitators Implementers Change Agents
SALES IS A PROCESS...MARKETING IS A PROCESS

The Better the Process...The Better the Result
WE HELP COMPANIES DRIVE BOTTOM LINE RESULTS
THROUGH INCREASING
SALES & MARKETING EFFICIENCY AND EFFECTIVENESS
When Should I "Think Kensingtonhouse" ?
  • Not Winning Our Share  - We're Good at Finding deals, but we're just Not Closing

  • Sales Progress Stalled  - The Pipeline's Not Growing - Not seeing enough New Prospect Deals

  • Sales Objectives Not Reached - Too Many Reps Not Making Quota

  • Discounting is Killing My Margins  -  Just Can't seem to handle the "Price" Objection

  • Can’t seem to Break Through  -  How do we get the "the Next level"?

  • Our CRM system is a Disaster - " No ROI ... and my people won't use it "

  • Marketing & Sales are always at odds - "They seem to be going in different directions and
                                                                              can't seem to agree on anything"

  • I think I need a "Gut Check" -   "Are my people selling Value...or just order taking?
                                                                      I need an unbiased professional  opinion"
THE SALES
MANAGER'S
DILEMMA:

Sustainable Increases
In Sales Revenue

"How Can I Meet MY     
Rising Sales Goals
Without Increasing
Cost?"



THE ANSWER:
PERFORMANCE
IMPROVEMENT
INCREASING EFFICIENCY:
Increasing  Efficiency Means:

  • IMPROVING THE TARGET MARKET FOCUS      - More focused Market Identification and
                                                                                           Segmentation

  • IMPROVING SALES MANAGEMENT PROCESS - Matching the right people with the right skills
                                                                                            to the right Roles and Markets - Reading the
                                                                                             Key Process Indicators - Adjusting the Dials  
                                                                                             Tuning the Strategy - Coaching the Outcome

  • IMPROVING THE SALES  PROCESS                    - Leveraging Technology to bring Knowledge
                                                                                            to the Point-of-Sale

  • INTEGRATING MARKETING PROCESS               - Layering Marketing Resources to increase
                                                                                             both Reach and Frequency, optimizing
                                                                                              Opportunity identification and Branding
                                                                                              impact                                 
INCREASING EFFECTIVENESS
The Five Key Dials:

Increasing:

1. The Number of
   Opportunities

2. The Quality of
   Opportunities

3. The Average Size of  
  Opportunities

4. The Conversion Ratio

Shortening:
\
  The Sales Cycle
Effectiveness is a function of improving how those Resources are brought to bear FACE-TO-FACE in:

  • IDENTIFYING NEW BUSINESS OPPORTUNITY - More Efficient Prospecting

  • DISCOVERING THE UNDERLYING NEEDS/ PAIN - Deeper Discovery

  • DEVELOPING THE RIGHT SOLUTIONS - Needs and Value based Proposals

  • DEMONSTRATING THE VALUE ADDED - Answering the question: "What's in it for me?"

  • CLOSING  -  Getting Paid for your value

  • DELIVERING ON THE PROMISE - Making it Rain - Meeting and Beating Expectations
PERFORMANCE IMPROVEMENT