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Increase Sales Velocity

Assess

Porter Consulting can up-level your sales representatives’ skills on specific market opportunities or broader topics such as customer engagement, deal prioritization, and opportunity management. Our consultants have extensive experience with large scale complex sale opportunities and opportunity task management. They frequently support IT channel partners on campaigns with deal sizes of $50k to $500k.

Porter implements creative sales programs using marketing professionals many who were quota- carrying enterprise sales professionals.  The Object is to Sell More, and Faster with Porter Consulting’s skills development solutions.

Educate

Take advantage of this crunch-time paper on outbound marketing & demand generation.

Take Action

1. Increase the number of sales opportunities.  Having too many deals to work on is usually a good problem to have, but you should only focus on prospects that are the right fit for your solution.

2. Drive up your average deal size. this can be tricky. Understand your core offering and what up-sell and complementary solutions exist.

3. Do in-depth sales discovery. Understand why your prospect is looking for a new solution, uncover their pain and determine the urgency behind solving it.

Why Porter for Increasing Sales Velocity

You’ve just created a new solution for your customers or partners, driving new revenue opportunities. Your goal is to get to market rapidly, but your team is stretched already. Porter consultants are experts at easily integrating with your team to fill in your resource pool. We work in harmony with the technical and cultural aspects of your company. Porter can scale rapidly, extending your team so they can apply their strengths while we take on complementary tasks. Porter can also provide knowledge transfer so that specialty tasks can be eventually taken over by your team.

Get in Touch.

Additional Resources

Yes. You Need Customer References, and Here Are the Top 4 Reasons Why

Marketing managers use several tools for converting prospects into buyers.  If your business is not using customers to tell compelling stories about your products or services, you are missing out on one of the best tools you have. Four reasons why customer references are indispensable in today’s sales environment: References build your credibility Customer references help establish credibility. They also help balance out bias that all prospects know is part of a salesperson’s pitch.  That’s because a customer’s story presents the experiences of people outside your company—people who actually use your products. Just as you’re more likely to believe a friend that praises a restaurantRead More →

Applying the Principle of the Fast Fail in the Sales Process

Everyone wants a full pipeline. A full pipeline means more opportunities, and all things being equal, more closed business. But – are all things equal? Is your pipeline stuffed with wheat or chaff? From a marketers point of view, we need to do everything we can to help sales winnow the chaff quickly, consistently and positively. Fast Fail is an approach widely applied in software development. This concept is described in the article, Fast failure: The secret to fostering more IT innovation than your competitors. The author explains, “Without failure there can be no innovation, learning, or transitioning in an organization, and the organization that neverRead More →

Supporting technology clients to attain and maintain market leadership.

For more information: email info@porterconsulting.net | Offices in: California, Paris and Singapore

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