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Andrew has the ability to sum up what a sales process should be. More importantly he can articulate this to others so it is easy to understand. It always amazes me how he can pinpoint the underlying issues a prospect is really dealing with so effortlessly.
The consulting focuses on getting to your competitive advantage and making it easy for your salespeople to describe, and your customers to understand. Sales CoPilot uses a process called Value Mapping that focuses the discussion on the customer’s reality, and where they are hurt by that reality, and then develops a roadmap to lead that customer to ask for a solution just like yours.
The coaching focuses on bringing the competitive advantage to the sales team through the On-Boarding process in an organized Lesson Plan. This Lesson Plan builds salespeople’s understanding of your value from the customer to the product. Each lesson provides information that is the foundation for the next lesson, and therefore each salesperson must prove they have mastered the material from one lesson before moving to the next. These testing milestones become an early filter to weed out the salespeople who are not able to understand and/or describe your value convincingly.
The execution support services include Sales CoPilot joining salespeople on calls in strategic accounts to assist in the presentation of the material to prospects to complete the salesperson ramp up within real life scenarios.