Strategic sales consulting:

Beacon's strategic sales consulting provides several services for clients.  First, our seasoned experts help companies align and evaluate their go-to-market strategies against their sales execution arm of the business. As we know, they are not always aligned and many times the strategy and connections need updating.

Second, we look at the routes to market including, direct, indirect, resellers and channels. We then contrast this to the growth strategy of the organization to help understand if the approach and targets are realistic and what is need to attain them. 

Third, we look at the Achilles heel of many organizations.  We analyze the connection between sales and marketing and how responsibilities and actions of the two very important areas are often misaligned.  When this happens, finger pointing and missed revenue targets are often the result. We help provide very specific advice on where the misalignment is occurring and what can be done and why.  Interestingly, even in global operations this detailed analysis and reporting can be accomplished in less than 90 days.

If you would like to speak with one of our senior staff regarding our strategic analysis services please contact us.

Tactical sales consulting:

Every client has told us this is one of the fastest and most easily verifiable payback areas of anything we provide. Our tactical sales consulting includes a very hands-on analysis of accounts. These discussions are with the people who have sales responsibility and result in the immediate development of application of our best practices knowledge on real accounts.

Their tactics have one objective.  To win the business faster.

Of course the implications of this discussion are that some key qualification criteria are enacted to effectively move or kill opportunities in an interpersonally appropriate manner without sounding like a stereo typical sales person. In complex services companies this is critical because the strength of the relationship needs to be maintained.

Another component of this effort is pipeline reviews with various levels of the organization to help them determine what is real and what is not and why.  This often results in the development of a much more objective forecasting system based upon objective deliverables so that revenue can be better predicted.

If you would like to speak with one of our senior staff regarding our strategic analysis services please contact us.