Business Consultancy

Your chance to work alongside and learn from business experts

CONSULTANCY PROPOSITIONS

YA offers its clients a range of Go-To-Market consultancy propositions to help your customer facing staff win more business or gain bigger deals, quicker

People Development

A number of our Business Simulator clients ask us to continue working with them in support of their people development activity. This includes staff profiling, one-to-coaching for sales people and developing sales managers.

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Improving the business knowledge of your customer facing staff

Our clients often find that their people lack a level of expertise when dealing with C-Suite executives. We provide support in specific industry sector, domain or functional areas to increase their confidence. We put them through practice sessions before they go into critical sales situations.

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Building Your Win Capability

Are your sales conversion rates high enough? We have modules available to help your staff improve their conversion rate through working with our high calibre CXO’s. They know what it takes to win and help sales teams in developing winning pitches, writing to win and account reviews.

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Marketing Strategy & Sales Enablement

Does your business have a coherent marketing strategy that your salesforce is executing with the right sales tools? We work with organisations to ensure that the sales teams have the right ammunition when they go to see customers. This ensures they can articulate a clear value proposition, the success stories where you have delivered before and the right business messages for your product / solutions to resonate with target customer executives.

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Event Support Programmes

Clients use our CXO network in a number of ways to support the delivery of programmes internally.

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PEOPLE DEVELOPMENT

A number of our Business Simulator clients ask us to continue working with them in support of their people development activity

Staff Profiling

We use a number of proven techniques to profile sales people to ensure that our clients have the right people doing the right jobs. Our clients want to understand where they have square pegs in square holes in the sales team. We undertake DISC and CEBA profiling to establish an individual’s sales characteristics and provide a development plan for the individual to maximise their sale potential.

Staff Coaching

Our CXO’s work one-to-one with clients to help develop high potential sales staff. We offer an initial consultation where we use the profiling techniques described above. This is supported by 6, 1 hour coaching sessions, which are done remotely or in person to develop individuals in line with the clients requirements.

Sales Management

It has been estimated by the Institute of Sales that good sales managers add on average 17% to the top-line performance. There are key characteristics in good sales managers that can be leveraged to improve the performance of sales teams. We offer a module focused on this activity.

IMPROVING THE BUSINESS KNOWLEDGE OF YOUR CUSTOMER FACING STAFF

Our clients often find that their people lack a level of expertise when dealing with C Suite executives. We provide support in specific industry sector, domain or functional areas to increase their confidence. We put them through practice sessions before they go into critical sales situations. Here are some examples:

Businessman silhouette standing front of big idea lightbulb door. Vector Illustration

Business Acumen

As part of the preparation for a business meeting you would expect your customer staff to do their research on the customer. Part of this should be to read the annual company report and related investor documents to understand what is happening with their Financials.

We educate your staff to understand the “health and wealth” of the target companies and identify opportunities / needs prior to a meeting.

Industry Acumen

We provide your customer facing staff with industry knowledge that they might lack. We work with them in “real play” activity to help them identify what their customer needs might be two to three years out and work through a process to establish a relevant solution.

BUILDING YOUR WIN CAPABILITY

Are your sales conversion rates high enough? We have modules available to help your staff improve their conversion rate through working with our high calibre CXO’s. They know what it takes to win and help sales teams in developing winning pitches, writing to win and account reviews. These include:

Pitching to win

We work with our customers on how to pitch more effectively at the C-Suite. Often “less is more” so we work with our clients to identify how best to create and pitch their value proposition to customers.

Writing to win

This is an often-underestimated element of the sales process. Many hours can go into developing a tender or response to a RFI / RFP. However, little thought goes into the story or executive summary that reaches the C-Suite. We add significant value to the final proposition that goes to the customer by having one of our CXO’s work with the sales team on the document. One of our clients has seen their win rate double with our involvement.

Account & Attack Planning

We work with our clients’ Account Managers to ensure that they have the right level of information to develop accounts. We provide not only the methodology but the expertise from our CXO network to ensure that Account Managers are primed and rehearsed before they meet with their customers. They are therefore more effective in understanding customer opportunities, where the customer wants to get to and in developing appropriate solutions.

MARKETING STRATEGY & SALES ENABLEMENT

Does your business have a coherent marketing strategy that your salesforce is executing with the right delivery tools? We work with organisations to ensure that the sales teams have the right ammunition when they go to see customers ensuring they have a clear value proposition and the right business messages.

Developing Marketing Strategy

Does your business have a coherent marketing strategy that your customer staff understand and know how to implement? If not, we have experienced CMO’s in our CXO Network that can work with your teams to build that strategy.

Creating Value Propositions

Do your potential customers understand the limitations of their own businesses and why your proposition could add value?  Do all your customer facing staff drift into techno-babble using your acronyms that nobody else understands?  We can help you develop meaningful customer value propositions and the expertise in delivering it so that they land successfully with decision makers.

Creating Customer Success Stories

Your success stories form an important part of providing credibility to prospective clients. These need to build confidence that you can successfully deliver your proposition and deliver the value the customer is expecting. We work with our clients to develop their success stories so that sales people can use them to positively impact sales outcomes.

EVENT SUPPORT PROGRAMMES

Clients use our CXO network in a number of ways to support the delivery of programmes internally. The type of programmes we support are:

Sales Kick-Off Events

Our clients use our CXO network to assist in the delivery of their sales kick off events. Our CXO’s bring real world value and insights to organisations that are embarking on the implementation of new products, propositions or focusing on new market sectors.  We act as a safe test pad for sales teams prior to launch.

Bootcamps

We work with new entrants into sales roles to test their client interaction  capabilities upfront. We assess which individuals are likely to fly and which  may fall in your sales situations. This allows you to put the right individual development programmes in place to support them.

Graduate induction programmes

We provide your graduates experience in  interacting with C-Suite executives in a safe experiential environment. We work with a number of our clients on developing their stars of the future.

BUSINESS CONSULTING SERVICES
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