Commercial excellence consulting
Commercial Excellence.
A price is only as strong as the people who defend it. We help your teams sell value, hold their price, focus on the right customers, and work with clear figures.
A
Does your sales team defend your value?
In front of the customer, where the price is won or lost.
01
Value Selling
Do your salespeople talk about product features, rather than what the product brings the customer?
WHAT WE DO
We teach your teams to sell what the product delivers to the customer, not the product itself. They rely on figures: costs saved, revenue gained, risks avoided.
WHAT YOU GET
Conversations about value, not about price.
02
Negotiation & Price Defence
Do your salespeople give way on price as soon as the customer insists?
WHAT WE DO
We give your teams a method and arguments to hold their price in negotiation, and to know what to ask for in return for each concession. We also prepare them for the techniques of professional buyers: competitive bidding, time pressure, requests for cost breakdowns.
WHAT YOU GET
Prices that hold, and concessions that are traded, not given.
03
Sales Enablement & Tools
Do your salespeople lack the tools to defend your prices?
WHAT WE DO
We build the sales arguments, the answers to objections and the materials your teams use with customers. We also provide the digital tools that help them price and present an offer: a simulator, a guided quote.
WHAT YOU GET
Every salesperson equipped to justify the price.
04
Sales Training & Coaching
Have your teams ever been trained to sell value?
WHAT WE DO
We train your salespeople, then support them in the field until the new practices are in place.
WHAT YOU GET
New habits that last after the training ends.
C
Does their effort go to the right customers?
Sales time is limited. Spend it where the margin is.
05
Account Prioritisation
Do your salespeople spend their time on the wrong customers?
WHAT WE DO
We rank your customers and prospects by their margin potential. We then decide who follows them, how often, and with how much effort.
WHAT YOU GET
Sales time spent where the margin is.
06
Key Account Management
Do your key accounts dictate their terms?
WHAT WE DO
For each key account, we build a plan that rebalances the relationship: what you bring them, what you expect in return, and how you negotiate.
WHAT YOU GET
Key accounts that grow your margin as well as your revenue.
07
Cross-sell & Upsell
Do you sell one product to customers who could buy five?
WHAT WE DO
We identify, among your existing customers, the additional sales and upgrades that are possible, and we organise how your teams go after them.
WHAT YOU GET
More revenue from the customers you already have.
D
How is sales performance managed?
See clearly, steer by margin, forecast with confidence.
08
Commercial Performance Diagnostic
Do you feel your sales could do better, without knowing where to act?
WHAT WE DO
We measure where your team wins and where it loses: deals won and lost, prices actually obtained, time spent per type of customer. We then name the two or three levers to address first.
WHAT YOU GET
A short list of priorities, backed by figures.
09
Sales Management & Steering
Do your managers track volume only, while your salespeople are paid on revenue?
WHAT WE DO
We give managers the indicators and review routines that include price and margin, not only revenue, and we train them to coach their salespeople on live deals. We also review variable pay so that it rewards margin and price achieved, not volume alone.
WHAT YOU GET
A sales team steered, and rewarded, on margin.
10
Pipeline & Forecast Management
Is your pipeline unreliable? Do you know which deals will really close?
WHAT WE DO
We structure how you follow opportunities: clear stages, criteria to qualify a deal, a realistic probability at each stage. This gives you sales forecasts you can trust. We also make the CRM useful to salespeople again: only the data that matters, and simple entry.
WHAT YOU GET
Forecasts you can rely on, and a CRM your teams actually use.
GOING FURTHER
Need more than one of these?
Sales questions rarely come alone. There are two ways to work on them with us.
Advisory
One area of expertise, handled on its own, with a tight scope.
Signature Engagement
Several areas of expertise working together: a full transformation in three phases, covered by our Signature Guarantee.
Shall we look at your sales team?
Tell us where you stand. We will tell you plainly whether we can help.