“We’re not like your usual clients, we don’t want to become a sales organisation”.
These words were music to our ears. We couldn’t wait to create a unique sales and marketing function for this very unique business.
In a short time, this client had done great things. They’d built an experienced team of consultants, created a thriving culture and won significant clients.
But when it came to sales they were hesitant. Didn’t selling mean turning into “The Wolf of Wall Street” and sacrificing everything they believed in? They needed scalable, repeatable, profitable growth. But how could sales work for a business that wasn’t “salesy”?
We turned to our Growth Maturity Matrix, a tool we designed to work out where businesses are at in their stage of growth. The Matrix showed us where value could be added. We’d take the strategy and go beyond it, creating a playbook for sales.
Like a blueprint for their business, the playbook outlined tactics for growth, in line with the client’s personality. It was delivered to every consultant, helping them “sell” in their own way, backed by a book of solid tactics.
Our client wasn’t just delighted with the work we’d done but they told us we’d changed their entire perception of sales. We’ve gone on to help them build a sales function which aligns totally with their values, culture and ambitions. And no one was asked to “sell me this pen”.
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