SOLUTIONS FOR SMALL AND MEDIUM-SIZED BUSINESSES

Congratulations, you have been in business long enough to move from “start up” to a small or medium business. You have overcome incredible hurdles to sustain your business. As you scale your business up, grow your customer base and evolve your offerings, you face a different set of challenges. Group 19 is poised and experienced in helping small businesses reach the next level.

Revenue—Nearly all Small Company CEOs say, “Cash is king and most problems can be solved with revenue.” Group 19 Solutions for Small and Medium Sized Business are focused on revenue generation, market expansion, operational excellence and cost management. Solutions include:

Business Operational Focus

• Aligning your Sales, Marketing and Business objectives
• Executing with real Measurements
• Testing your Value Proposition
• Fine Tuning your product / solution Messaging
• Selecting and Targeting your growth Markets
• Understanding better your Cost and Pricing strategy and structure
• Adjusting your Sales Deployment strategy and model
• Validating your Marketing approach
• Examining options to Outsource your Sales Force
• Complete outsourced solutions
• Partial outsourced solutions
• Positional outsourcing

Sales Focus

• Putting a Sales Strategy to work
• Setting Territories, Revenue Targets, and Expense models
• Opportunity Management – Focus on Winning
• Targeting your Market
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes – make them work for you
• Disciplined methodology
• Forecasting
• Process management
• Sales Force Automation
• Team Selling
• Reference Accounts
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• CRM and Customer Retention
• Tools

• Management Coaching / Mentoring – Individually customized
• Sales Rep Coaching / Mentoring – Individually customized
• Partnering effectively (channels, partners, resellers)
• Recruiting appropriate partners
• Understanding the channel environment
• Avoiding channel conflicts

Personnel Focus

• Hiring & Retaining top talent
• Managing for Immediate Performance
• Addressing Poor Performance
• Skills Management
• Using Motivational Programs effectively
• Building and implementing an effective Compensation Plan
• Management Coaching / Mentoring—Individually customized

Other Offerings

• Sales 101 for the Non Sales person
• Selling Internally – how to influence and promote your ideas internally
• Other Unique customized solutions based on your specific needs

A small software firm in Roseville CA used Group 19 to help reach new sales levels and re-excite their sales force. After a short Group 19 consultation on being disciplined in your Sales Methodology, here is what the COO had to say:

“Sales have picked up. I have more people reaching quota targets, and I am much happier with the sales approach and quality of accounts that we are selling. You have helped me focus on selling as a process and getting my people on board with it. Handling my sales Eagle was particularly delicate but with our plan, we have done it. This process works. It’s not another sales gimmick to get the close. Instead, it is a well-designed system to place sales people on the same side of the table as the buyer. My sales people have found a new sense of excitement about their jobs and frequently tell me how much fun this is. Thank you.”
- Founder & COO, CustomerLink Systems

Sales Outsourcing
Many start up firms need a focus on revenue generation but for various reasons are not able to fund and staff an in house sales force. Using Group 19, these firms can put in place an experienced sales force. Many firms have successfully outsourced functions such as legal, marketing, real estate, and others. A growing number of firms are successfully outsourcing sales. Interest in sales outsourcing is growing more quickly in start up, small and midsized firms especially when the founder or CTO shares sales responsibility.

Sales and Leadership Coaching
Most firms prefer an individualized personalized coaching / mentoring solution that offers the most flexibility and opportunity to focus on specific needs. Others have opted for focused skill building and specific opportunity/goal coaching.  Still others are interested in focused sales coaching.

Our Coaching and Mentoring services are built to help you achieve your goals.  Our experience and advantage is in business to business selling, primarily with high tech software, hardware and services. 

Services are delivered using a combination of methods including telephone, email, academic settings, clinics, workshops, face to face coaching and personalized mentoring. Everyone is unique.  Group 19 solutions are tailored to fit your individual needs.

Contracts are available in various forms, including by retainer, hourly, and various risk sharing options, including “pay for results” and commission only.