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2
The Vision
Many Creative, Consulting and Technologies were founded under the direction of great creative people and technologists. They excel in providing their
expertise and offerings to their clients but struggle around sales, marketing and business development execution. I decided to take my 30+ years of success in
this arena to help these B2B companies grow and prosper.
This vision is the basis for WIN Advisors.
Develop the deep sales expertise, confidence and sophistication needed to win targeted new clients, grow
existing customers and generate
sufficient revenues to exceed
expectations.
Evolve toWIN
Typical Client Challenges4
Need for a comprehensive top-line revenue strategy and plan
Challenged to balance traditional sales, business development and
marketing methods with social selling, content marketing and other evolving avenues
Need to bring in more new clients and grow current customer revenues
Unsure how to best hire, train, compensate and manage the right sales talent
Aware of various sales short-comings but unclear which path to take and how to get started The organization’s greatest experience
resides outside the sales function
WIN Has a Simple Formula for Sales5
WHAT YOU DO:Vision, Strategy, Plan and Tactics
HOW WELL YOU DO IT:Sharpness and Quality of Execution
HOW OFTEN YOU DO IT:Quantity and Velocity of Sales
WIN Has a Plan to Get You Moving6
Leverage goals of the business to inform the sales vision
Conduct rapid current state Sales, Business Development and Marketing assessment
Gap Identification
Craft remediation plan and WIN roadmap
Define and prioritize key tactics
WIN Offers a Spectrum of Sales Advisory Services7
Strategy and Roadmap
Team and Models Value Identification
And Messaging
Solution Offerings and Markets
Processes and Tools
Execution and Skills
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Strategy and Roadmap
Assess current Sales, Business Development and Marketing plans and results
Understand goals, timelines, current tactics in play and ongoing results
Determine gaps and optimal areas to improve
Map plan to drive improvements
Create and prioritize tactics
Measure, refine, re-prioritize and optimize efforts
9
Team and Models
Getting the winning people in place
Determine the specific requirements of the role to define the ideal profile
Hire with strategic goals alignment in mind
Define the appropriate coverage and compensation models
On-board, train, coach and mentor – sales role and executives
Craft appropriate Partnerships and Alliances model
10
Value Identification and Messaging
Determine market opportunities and specific prospect needs
Win with discovery skills and real business dialogues
Define your value proposition – aligning unique value effectively with tangible market challenges
Engage clients actively throughout the entire sales process
Powerful, expertly focused and delivered messaging
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Solution Offerings and Markets
Focus on the business problems solved to craft unique product and solution offerings
Tap into the best markets and customer types
Define target markets and optimal buying personas
Understand and beat the competition
Maximize strategic pricing strategies
12
Process and Tools
Awareness-to-Close sales, support and client on-boarding process foundations including collaboration methods and tools
Effective collateral, marketing and web presence
Leverage automation such as Customer Relationship Management (CRM) and Marketing Automation tools
Benefit from events, webinars, networking and content marketing
Consider Social Media and Selling
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Execution and Skills
Intelligent prospecting to find new opportunities
Proper qualification and resource allocation to pursue the correct business
Crafting sales strategies and tactics that bring in more new customers
Sharpened negotiation skills
New client acquisition and existing customer expansion to meet revenue goals
Get your entire company selling
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Fractional Chief Sales Officer ServicesExecutive Sales Coaching Sales Strategy and Roadmap Talent Assessment, Hiring, Training and on-going MentoringPartnerships and AlliancesValue Proposition Creation, Positioning and MessagingSales Process and AutomationSales and Collaboration ToolsSpecific Opportunity and Situational CoachingTactical Sales, Business Development and Marketing Executions
How WIN Can Help
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“John has been my mentor in sales and revenue strategy since I started the Ippon presence in the
USA.
We engaged WIN Advisors to develop our sales training and to improve our B2B selling processes. Ippon has been very happy
with the work and the results. John is very knowledgeable and a pleasure to work with. I recommend WIN Advisors for any company that wants to
successfully develop sales and go to the next level.”
— Romain Lhéritier, North American Managing Partner, Ippon USA
To get started, contact WIN ---
John Casey, [email protected]
om804-690-3144
www.winadviorsgroup.com
NewClients
& Revenues
FasterResults
HighQualityTeam
Less Risk& Costs
“
”
The sales department
isn’t the whole company, but
the whole company
better be the sales
department.- Philip Kotler
NewClients
& Revenues
FasterResults
HighQualityTeam
Less Risk& Costs
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