ROLE DESIGN

Winning in today’s market requires effective customer engagement across the team.

SOAR Role Design defines the roles required to align with the prospect and customer engagement approach.

Building a Success Framework for each role enables team members to have a clear understanding of the key success factors for driving execution of the go-to-market strategy while creating the optimal customer experience.

This allows our clients to connect their team with the engagement approach to optimize the buying experience.

TEAM DESIGN

In order to accelerate profitable growth, the team must be designed in a way that connects the team with a singular focus on the customer.

Focusing on the customer with the right coverage model optimizes both team performance and the customer buying experience.

SOAR Team Design services allow our clients to use their resources most effectively while improving the customer buying experience.

This results in improved revenues and margins with a lower cost.

TEAM DEPLOYMENT

In order to be successful in today’s ever-changing environment, it is critical to understand how current sales and customer success talent stacks up against the new expectations of a rapidly evolving marketplace.

This understanding combined with actionable insights enables our clients to identify the gaps between their current talent and the talent required to execute new go-to-market strategies.

TALENT DIAGNOSTIC

Our Talent Diagnostic solutions enable our clients to have a clear view of where their current sales and customer success talent is.

This allows them to target their development investments in the areas of highest impact for executing their go-to-market strategies.

The SOAR Success Guide Diagnostic and the SOAR Top Performer Profile Diagnostic use automated platforms to benchmark and evaluate team members’ knowledge, skills, and attributes against those of top performers in their role.

TALENT SELECTION

When hiring sales and customer success talent, it is critical to not only consider the cost of recruiting and development, but also the impact that ineffective hiring has on performance.

The SOAR Success Framework and Top Performer profile provide a roadmap for success in the role.

These tools enable our clients to assess candidates to determine which candidates will have the best opportunity for success in the role.

An accurate assessment of candidates increases the probability of hiring success, reduce new hire time to productivity, and increase productivity for new team members.

TALENT DEVELOPMENT

We work with clients to build individual and group development plans at all levels of the sales and customer success organizations.

Beyond the plan, we enable development by configuring training, setting up coaching and mentoring programs, and facilitating internal sharing.

Our programs focus on:

• Value Creation Selling

• Effective Executive Engagement

• Strategic Account Execution

• Strategic Opportunity Execution

• Win-Win Negotiations

• Leadership, Coaching and Management

• Selling Innovation

• Innovation Leadership

GAME PLAN

Once you have the right team and talent in place, you need a winning game plan.

Understanding the key customer buying milestones and success factors for execution of the plan ensures that the team is performing when and where it counts.

The SOAR team will leverage insights to create a winning Game Plan that the entire team can rally around to win more deals and drive more predictable, repeatable results.

PLAYBOOK

The SOAR Playbook is a comprehensive field guide for your team.

It includes a clear definition of the team, SOAR Success Guides for each team member, and the SOAR Game Plan to ensure success with the customer.

Our clients find that this becomes an integral part of their effort, as it is the link that connects their team, talent, and engagement approach.

This results in a clearly focused, highly purposed team that is fully enabled to drive next level performance.

COACHING

Having a great Game Plan and Playbook is only valuable when they are properly executed.

SOAR Coaching focuses on working with our clients to build coaching skills for executing the SOAR Game Plan, leveraging the SOAR Playbook, and driving sales performance.

SOAR Coaching enables teams to work more cohesively to achieve performance goals and overcome roadblocks that prevent effective execution.

We work with your sales and customer success leadership to develop a customized coaching plan to drive predictable, repeatable results.

VALUE CREATION SELLING

As markets continue to evolve and new external pressures grow, customers will increasingly be searching for solutions that add value to their business and give them a competitive edge in the marketplace.

To keep solutions from being viewed as a commodity and competing on price, a value creation selling approach is necessary to achieve targeted sales results.

SOAR Value Creation Selling enables sales professionals to shorten sales cycles, increase opportunity size and improve win rates as a result of improving the sales experience from the customer perspective by changing the conversation.

STRATEGIC OPPORTUNITY EXECUTION

Improving the win rate for Strategic Opportunities requires more than a plan.

We help companies win more business through effective opportunity execution by:

• implementing an intuitive planning process for plan development, communication, and coaching

• enabling Strategic Account Teams with the influence skills necessary to gain commitment to executing the plan

• providing the selling skills necessary to execute the plan at the customer level

• and empowering managers to effectively coach the execution of the Strategic Opportunity Plan.

EFFECTIVE EXECUTIVE ENGAGEMENT

Decision making teams are getting larger. To make things more challenging, the decision making team more frequently includes one or more executives.

We help teams by providing insights into the factors considered by executives in leading their organizations to enable better conversations with customer executives.

In addition to the insights, we focus on skills and techniques for successful conversations connected to business impacts and performance indicators (financial and operational).

STRATEGIC ACCOUNT EXECUTION

Much of the effort that companies put into strategic accounts is focused on account planning.

However, one of the biggest challenges we see with strategic accounts is getting the required buy-in to execute the account plan.

SOAR Strategic Account Execution focuses on enabling Strategic Account Teams to more effectively use influence and persuasion to generate the buy-in required to execute strategic account plans.

The result is a Strategic Account Team that can get the buy-in required to drive increased revenue and profitability in your most important accounts.

WIN-WIN NEGOTIATIONS

Sales and customer success are constantly negotiating with customers and prospects across the entire engagement cycle (sales process).

The continuous cycle of “give to get” spans conversations related to resources, pricing, demos, trials, and many other points.

SOAR Win-Win Negotations enables professionals to improve negotiation effectiveness throughout the engagement cycle by developing skills and leveraging proven techniques to more effectively execute all the phases of the negotiation process to craft more mutually beneficial situations with customers.

SELLING INNOVATION

Adding real value to your customer’s business is all about helping them innovate in their business to provide new competitive advantage.

Innovation Selling provides the process and skills for understanding key drivers of innovation in your customer’s business, executing a high impact innovation conversation with the right customer contacts and leading an innovation focused sales cycle.

INNOVATION LEADERSHIP

Leading your organization in selling innovation requires building the ability of your team to:

• target the right accounts

• focus on the right contacts

• and execute the right innovation conversation with a focus on new ways of doing business that offer sustainable value for your customer.

This requires Innovation Leaders.

SOCIAL SELLING

Today’s buyer has unlimited access to information at their fingertips. They are constantly connected and increasingly using social media to research options and seek advice from peers.

SOAR Social Selling assesses your team’s online reputation and social network activity. These insights are then used to teach your sales team the art of creating effective online profiles, as well as coach individuals at every level to create and use social media platforms to prospect and nurture sales leads.

Beyond sales teams, our consultants help you develop an online brand persona and a social strategy for your organization.