SOLUTIONS FOR START-UP FIRMS

Congratulations, you have joined the entrepreneurial ranks and started your own business. You have quickly learned what others have learned before you; every challenge is an opportunity and every opportunity is a challenge. Those challenges include: how to grow my business, when to grow my business, should I staff up before the revenue arrives, should I grow through partnering, how to replace instinct with business measurements, how do I get new customers, should I consider Angel funding, is my product ready, etc. Group 19 is poised and experienced in helping start up businesses get through that tough early growth period.

Experienced entrepreneurs say that start up firms fail because of one of these reasons: no access to capital, or failure to generate revenue.

Group 19 Solutions for Start-up Businesses, are built with shared risk and a focus on revenue generation.

Business Operational Focus

• Aligning your Sales, Marketing and Business objectives
• Executing with real Measurements
• Building and testing your Value Proposition
• Constructing your product / solution Messaging
• Selecting and Targeting your initial Markets
• Building a Pricing strategy and structure
• Choosing the right Sales Deployment strategy and model
• Determining the right Marketing approach
• Outsourcing 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
• Choosing the right 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

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 sales responsibility is shared by the founder or CTO.

Sales and Leadership Coaching

Most Start-up 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.