Services

Most companies can achieve best-in-class sales results simply by improving three areas of their sales and marketing process. Why don’t they?

We keep it simple. 3FORWARD’s services address the top THREE goals most Chief Sales Officers have for improving sales effectiveness. Get these right and your sales organization is on it’s way to best-in-class results.

1. Optimizing Lead Generation Programs
2. Aligning Sales and Marketing
3. Formalizing Sales Process

There are a lot of sales consulting, training and coaching options out there, but we prefer a simple menu of proven favorites. Our sales effectiveness programs are designed around one goal, helping your firm improve sales results today- not next year.

Are you a CEO, Chief Sales Officer or senior Marketing executive tired of hoping for best-in-class sales results AND committed to making the changes to get there?

We complete most of our projects within six weeks or less, and sometimes just a day or two with the management team is all that is needed. Are you interested in how we have helped other sales teams improve their results? Connect with 3FORWARD.

Clients and Associations:

Lead Ready™: Design and Launch a Lead Management Program

Does your sales team have enough qualified leads to make their sales number month in and month out?

Lead Ready™ provides a ready-to-launch service for finding, developing and converting leads to sales-ready opportunities. Lead Ready™ covers areas such as:

• Content strategy, nurturing and drip plans
• Segmentation modeling and recommendations
• Lead scoring design
• Marketing automation research and recommendations
• Social media engagement strategies
• Transition of steady state Lead Ready™ program to internal team

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Lead Ready™ Makeover: Update and Improve an Existing Lead Management Program to Current Best Practices

Is your lead generation program broken or tired?If your sales people don’t have enough qualified leads we can help.

Lead Ready™ Makeover includes:

• Benchmarking current results against best-practices and top programs
• Analysis of segmentation, lead definitions, scoring and nurturing
• Review use & limitations of existing marketing automation
• Content and content strategy assessment
• Social media opportunities
• Recommendations including action plans, templates and performance goals

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Sales Strategy & Process

Selling is a process that can be defined and controlled. Best in class sales organizations employ the same systematic application of science and math to their sales process as they do to manufacturing or finance.

Customized and focused on areas such as:

• Customized selling process for the complex B2B sales relationship
• All phases of the sales lifecycle: target profiling, account prioritization, prospect development, qualification, opportunity identification, pursuit strategy, and account expansion
• Includes workflow, templates, management metrics
• Sales calendar and manager training

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Sales Plans and Market Plans

Whether creating a new sales organization or restructuring an existing one, the sales and market plan determines success as much as any other decision.

Sales plans

• Focused on strategy, channels, management & team structure
• Roles & responsibilities
• Throughput and efficiency

Market plans

• Market and target analysis (sizing, segmenting, prospect profiling, etc.)
• Defining sales territories, regions and/or markets
• Sales force sizing, quota and compensation recommendations, and hiring profiles

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Sales Leaders Dashboard

Imagine having a window into your sales engine that is accurate, timely, and trusted by the entire executive leadership team!Includes benchmarks, metrics and analytics customized to your industry, business and sales data.

• Performance monitors for all sales funnel stage, (lead creation and management, opportunity pipeline, proposal development, down-selects)
• Forecasting, pipeline management, revenue planning
• Multi-level sales efficiency reporting: team, region, territory, rep
• Account planning, account reviews, actions plans

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Sales Transition Management

Is it time for a new sales model or possibly even a new sales leader? If tweaking, tinkering and waiting for the next quarter’s results are no longer an option, then maybe it is time.

Are you considering a fundamental shift in sales strategy, leadership, or sales model? 3FORWARD can help you complete important sales planning projects while you continue running your business. Sales transition management includes services such as:

• Redefining sales strategy, culture, model
• New market entry plans
• Defining and implementing your best-in-class selling process
• Sales dashboard – lead, pipeline, forecasting, account activity
• Sales leader recruitment and interim sales leadership

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