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Simplify

At our core, we help sales organizations simplify to become more effective. Too many sales organizations over-complicate their approach to selling. Trying to leverage the insights and techniques of every new sales methodology and drowning in customer and sales data, the selling profession has drifted away from the foundational basics. No matter how smart and savvy the customer has become, no matter how many data points are available to be analyzed, selling is still fundamentally about understanding what the customer needs, who is making the decision, and how the decision is being made. More than 90% of our projects involve helping our clients sift through the complexity they have created in their own organization and focus back to the simple execution items that matter most. Whether it’s about role definition, operational processes or behavioral skills, we make it simple again.

Field Ready

Organizational success happens on the front-line through flawless execution. We focus our efforts on providing deliverables and skills training that not only work, but that everyday sales people can understand and leverage. That means they need to be tactical and practical: role clarity needs to be delivered in a fashion that resonates with a sales person’s everyday efforts; operational processes need to be defined based on real customer engagements and challenges, providing relevant JIT guidance and suggestions; behavioral skills training must provide simple, usable techniques and methods; and most importantly, every project must include line-manager support and enablement. Many of our projects involve helping clients re-work previous efforts into field-ready solutions. Whether it’s about role definition, operational processes or behavioral skills, we make sure it will be adopted by the field.

Core Competencies

We are experienced and successful sales people and sales leaders with more than 20+ years in-role experience and long histories of exceptional performance. Everything we do and everything we recommend is based on our own experiences and success. We know with pinpoint accuracy what value we bring to an organization and in exactly which projects we can add value to our clients. We focus solely on those kinds of projects and resist the temptation to become “everything to everybody” and dilute our effectiveness. We are crystal clear with our clients in every conversation, every project, and every contract about where we can add value and where we believe another resource would better serve them. Whether it’s about role definition, operational processes or behavioral skills, we focus on what we know.

Planning for Portfolio Business Performance and Growth

Improve your Thru-Channel resources’ ability to develop an effective operational business plan to achieve the assigned revenue and non-revenue objectives through the assigned portfolio of partners.

Predicting Portfolio Business Performance

Improve your Thru-Channel resources’ ability to effectively analyze the portfolio sales pipeline, create action plans to address portfolio pipeline gaps and performance issues, and properly set portfolio performance expectations with the management team.

Driving and Managing Portfolio Business Performance

Improve your Thru-Channel resources’ ability to establish and manage to a portfolio business rhythm that includes individual partner account business review rhythms, and that drives both individual partner and portfolio business performance.

Driving Partner Revenue Performance Predictability

Improve your Thru-Channel resources’ ability to effectively analyze the partner’s sales pipeline, create action plans to address pipeline gaps and performance issues, and properly set partner performance expectations with the management team.

Driving Partner Opportunity Management Excellence

Improve your Thru-Channel resources’ ability to effectively coach the partner sales organization towards optimum opportunity management disciplines.

Accessing, Navigating and Motivating Stakeholders

Improve your Thru-Channel resources’ ability to effectively identify Key Partnership Players, analyze the existing relationship with Key Partnership Players, and work to improve deficient relationships.

Driving Partnership Strategic Alignment

Improve your Thru-Channel resources’ ability to effectively drive strategic alignment discussions and negotiations with partner stakeholders and organizations.

Aligning Tactical Go-To-Market Plans with Partners

Improve your Thru-Channel resources’ ability to effectively drive tactical alignment discussions and negotiations with partner stakeholders and organizations.

Creating Collaborative Partnership Business Plans with Partners

Improve your Thru-Channel resources’ ability to use business planning as a driver for more consistent and predictable revenue growth with partners.

Driving Competitive Mind-share Growth with Partners

Improve your Thru-Channel resources’ ability to drive increased competitive mind-share and wallet-share with multi-relationship partners.

Driving Organic Partnership Growth

Improve your Thru-Channel resources’ ability to drive organic growth with partners through increased sales and delivery capacity development.

Driving Partner Lead Generation Excellence

Improve your Thru-Channel resources’ ability to effectively coach the partner organization towards lead generation excellence through world-class business development practices.

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Primary Contact Information

info@eqselling.com

1.310.374.6448

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