We are focused on the success of many organizations in different industries around the globe serving their markets though a direct sales force or through channels

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www.ssnsales.com - SSN Services

Our services are always tailored to each client situation and range from core sales consultancy to organizational development and up to large scale sales transformation projects.

It is possible that in some situations, clients may well want to selectively subcontract some of the more specialized services and functions or even manage these via their own in-house expertise.

However, whatever the requirement, SSN will always be completely committed to the success of a project’s implementation and to the long term sales performance and overall success of the organisation itself.

SSN’s experience and capabilities are essentially focused on the four cornerstones of sales performance which it believes are necessary if overall sales success is to be achieved and sustained:

• Organisational Development
• Relationship Management
• Opportunity Management
• Business Management

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The dynamics of any organisation’s marketplace are constantly changing and evolving. Clients are becoming more demanding, competitors are more challenging and products and services more sophisticated.

It is vitally important therefore that your front line sales strategy, the capabilities of your client-facing sales teams and the performance of the back-end support processes of your organisation are also continously evolving if you are to maintain decisive and consistent competitive advantage.

SSN is able to help you prepare and address each of the strategic sales issues that are the critical elements of organisational evolution and change

Issues such as:

·        Enabling you to align your internal processes and plans to create and drive better sales focus
·        Helping you simplify complexity by using the ideal processes and best practices and the right tools
·        Developing global and cross-cultural sales strategies
·        Helping you leverage success by developing the organisation towards one team
·        Developing your management culture into one of leadership and coaching
·        Recruiting  ‘the best in class’ into your sales organisation
·        Enabling you to optimise the potential of the investments you have already made in people
         capital, sales methodolgies and tools, process design and your core business assets

In short, to partner with you, as you upgrade the organisation’s vision, systems, processes and sales strategies so that it can accomplish its key objectives:

·        Unlocking the organisation’s true potential – ‘creating a sharper edge’
·        Fuelling market growth and share – ‘developing more engagements and more wins’
·        Making money - ‘driving more profit, more margin, less costs’
·        Saving time - ‘greater efficiencies, sharper focus and quicker decision making’
·        Enhancing its image and brand – ‘upgrading client relationships from vendor to strategic partner’ 

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As part of your growth strategy, one of your key goals may well be to upgrade your key client relationships towards say, a trusted advisor relationship.

Much is made of developing more productive relationships with our key clients but typically little is actually done in order to bring this vitally important vision alive.

So, if you want to face down this challenge, then SSN’s consulting, design capabilities and experience will help you make definate steps towards realizing your vision.

 SSN will work with you to address and overcome challenging issues like:

·        Changing the sales approach of the sales teams from transactional to strategic selling
·        Realistically assessing the future growth potential of your clients
·        Segmenting the portfolio of clients according to revenue potential
·        Creating competitive advantage through strategic thinking
·        Developing effective leadership and coaching skills in your sales executives and managers
·        Transforming your client interface into a compelling ‘win/win’ relationship
·        Driving consistent success in the complex and competitive sales environment
·        Building powerful and collaborative teamwork among your sales people
·        Leveraging your Channel partners to enhance your value and competitive advantage
·        Building Relationship Managements plans that enable more effective communication
         and action-planning
·        Integrating your sales plans and strategy into a support system like CRM or SFA

Achieving these vitally important objectives means that your organisation will be well equipped to enjoy and sustain a much higher level of relationship with key clients because your sales teams will be able to:

·        Consistently deliver unique and differentiated value
·        Produce an improved ROI for your organisation
·        Be comfortable consulting and selling in the board room
·        Work as a synergistic team at every level of the client’s organisation
·        Develop and create new sales opportunities and fuel business growth
·        Think strategically and out-think and out-manoeuvre their competitors
·        Make quicker and more efficient sales decisions

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Opportunities are the fundamental source of your organisation’s growth potential and pursuing and winning opportunities will always be an obvious measure of sales success

However there are other important issues that are also key contributors to opportunity-based success that need to be considered in today’s 21^st century sales environment where any measurable sales growth can provide the toughestest challenge of all

A key output of SSN’s approach to an effective Relationship Management strategy is the capability of the sales team to not only react effectively to sales opportunities via a formal request from a client but also to proactively develop sales opportunities from ‘ground-zero’.

One of the reasons for this is that the average Bid: Win ratio for ‘proactively created opportunities’ is seen by many to be as much as twice that of the classic ‘react to an opportunity’ approach – so a very attractive ROI proposition.

You may well be at the point of needing to review and upgrade the opportunity strategies your sales teams use by possibly:

·        Upgrading  the opportunity assessment procedure
·        Measuring the ‘Proactive v. Reactive’ opportunity portfolio
·        Improving the Bid: Win ratio
·        Using a process to manage sales campaigns more efficiently
·        Return a better ROI
·        Creating strategic sales plans that drive success
·        Making sales meetings more business-like and effective
·        Developing Value Propositions that communicate compelling business value
·        Developing a greater understanding of the formal and informal decision making process
·        Assessing the competitive landscape more accurately
·        Implementing more effective competitive strategies

Each of these issues is very familiar to SSN and its consulting resources and capabilities are well-equipped to enable you to address each one with confidence and skill and drive and achieve:

·        Increased revenue growth
·        Better margins
·        Greater market share
·        Improved ROI from engagements
·        More accurate and speedy opportunity assessment
·        Enhanced Bid: Win ratio
·        More value-based, less price-focused meetings 

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Building stronger and more robust client relationships and managing the flow and status of any number sales opportunities is a tough task that requires systems and skills to ensure that the hard work of Relationship and Opportunity Management are not wasted.

This ‘back-end’ management process is vital in ensuring that the ‘production-line’ of sales opportunities and the business performance they potentially deliver moves at the optimum velocity all of the time. This pipeline of opportunities is the vital business artery that needs to be fed, processed and ‘signed off’ consistently if business growth momentum is to be sustained at a consistent and acceptable speed.

An effective Business Management system not only keeps everyone informed as to the current status of the organisation’s ‘in play’ sales but it can also report accurate and current data into the organisation’s forecasting system.It many cases it can also provide the status of the ‘Bid/Win’ ratio and an ‘Opportunities Won & Lost’ analysis

SSN’s expertise can help you address issues that relate to the complete Business Management process and help you to:

·        Develop and implement a Pipeline Management system
·        Use Pipeline Management to drive a more effective business development model
·        Develop a sales forecasting model
·        Assess the velocity of opportunites through the Pipeline
·        Analyse  stalled Opportunities
·        Deal directly with the momentum of sales opportunities
·        Calculate Bid: Win ratios

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