Creating an approach to reach new B2B markets
Situation
Our client was transforming their business from a traditional model to digital delivery. To align with this change, the sales organization was striving to prepare its team for a new way of selling. The challenge was to provide the necessary tools and processes to sell both the traditional offering, as well as educate the sales team on the new digital technology and how to sell it.
Approach
Plan. Prepare. Perform. Orchid Strategy Group was engaged to help our client establish foundational practices required to drive effective sales of their digital product set. We began by collaborating with business leaders, sales team members, and supporting business units to understand the new digital products. Based on this assessment, we developed a visual step-by-step sales process, as well as the sales materials and management elements needed to support the process. A concurrent workstream included identifying new digital target markets and researching key target industries to feed the sales funnel.
Solution
Orchid Strategy Group developed a “sales grab-and-go toolkit” aligned with the new digital environment. We researched and created the targeting information (industry overviews, calling guides, objection handling tools) and designed the sales support materials needed to get the “valuable” first meeting (brochures, pitch deck, emails, website set-up.) Then, we developed the process map for the sales team to advance prospects through the customer journey, socialized the new process with the sales team, and integrated it with the Salesforce platform. Lastly, we researched and compiled lists of potential customers in key verticals.
Results
Sales results are trending up as the client begins implementing their new strategies and tools. Orchid Strategy Group has been re-engaged to identify new “quick hit” opportunities and build the prospects pipeline for the upcoming year.