What We Do | Overview
Sales at its best!
Sales is the lifeline for any enterprise and our endeavor is to transform your sales organization to become world class.
We have an acronym that embodies all the key capabilities that are required for a world class sales organization -we call it SASTRA
Sales, Art, Science, Technology, Rigor and Analytics.
Any organization that aspires for excellence needs to have SASTRA as its foundation. We build on that foundation by focusing on three aspects:
Seller Differentiation
Deep Customer / Partner Engagement
Sales Coaching
Sales skills by themselves do not mean much, if they do not translate into a customer conversation that acknowledges their differentiation. In fact, it is said that if you are not different, you deserve to be commoditized. This differentiation is aided through the power of articulation – the ability to engage in a customer conversation where the customer acknowledges the significant value of their time spent with the seller.
In sales, it is not how much you know, it is how well you articulate to engage your customer, and structure conversations that maximize value for the customer.
The backbone for seller differentiation and customer engagement is Sales Coaching.
SASTRA forms the foundation of the Sales Organization, Sales Coaching forms the spine of Sales Management and Sales Leadership.
Sales Managers and Leaders, in addition to skilling themselves up as capable coaches through the “appreciation” of coaching, must also translate coaching into business results through the “application” of coaching. Sales Coaching, when applied at the critical customer/partner interfaces, amplifies its ability to transform your business.
This triangulation of Seller Differentiation, deep Customer/ Partner Engagement and Sales Coaching has proven to be extremely effective in driving sales organizations to become world class.
The results below, are what our clients have achieved through us, and indicative of the efficacy of SASTRA:
>$3B
>$4B
of Net New Opportunities identified through Coaching Account Planning
>$5B
Coached Sales Leaders & Managers across the globe with a combined Sales Accountability
>$1B
Deal Strategy Reviews & Coaching of Deals
3x & 10x
Growth Strategies as part of long-range planning
>10,000
hours of facilitation experience across 25 different countries
>10,000
hours of Coaching across 25 nationalities
++Double
the number of million-dollar deals in virtual selling environments
To help you and your sales organization achieve what you aspire, we have structured our capabilities into SIX categories.
Within the ambit of B2B sales, we believe you could benefit greatly from our set of cutting-edge offerings, which would help you strongly differentiate your sales organization, in the estimation of your customers and your eco-system.
Sales Audience View
1
As a sales organization, you would be focused on improvement at every level within your organization. You could desire Better Sales Leaders, Better Sales Managers, Better Sales Teams and/or Better Sales Professionals.
Better Sales Leaders
– Building a better 3-year Sales Plan
– Reframing Sales Leadership for maximum impact
Better Sales Managers
– Time, Team, Technology, and transition management
– Appreciating and applying world class coaching principles and practices
Better Sales Teams
– Complex deal orchestration
– Teaming better by leveraging Psychology and Neuroscience
– Synergizing Sales Partnerships to deliver greater results together
– Drive Revenue Recapture through Customer Success and Loyalty
Better Sales Professionals
– Better deal execution
– Business Acumen, Financial Acumen and Differentiated Client Conversations
– Negotiating for value, access and price
Sales Offerings View
2
The sales process is a great way to approach the various capabilities required within sales organizations. With an increased focus on customer success, sales processes are becoming circular, which is why we have designed our sales offerings to cater to the four key deliverables of sales organizations –
Plan Better
– Amplify your pipeline through the power of coaching
– Crafting a better 3-year Sales Plan
Qualify Better
– Business Acumen, Financial Acumen and Executive Conversations
– Negotiating for business value, executive access, and higher price
Orchestrate Better
– Customer stakeholder management and orchestration
– Orchestrate2Win for complex deals
– Coaching Groups to become teams
Expand Better
– Maximizing Sales Leadership Impact
– Coaching for step changes within sales organizations
Sales Segment View
3
Customer segmentation dictates sales strategy and engagement. While the fundamentals of sales process, discipline and execution remains the same, the nature of customer engagement is different across different segments.
For our various offerings, we follow a depth and breadth approach depending upon the segment of customers you would like to address.
In the case of the enterprise segment, we go deep to discover the depth and detail that can make you distinct and differentiated in your customer engagements.
In the case of mid-market, we help you develop broad strategies that encompasses the ecosystem and stresses on cross-boundary collaboration. Irrespective of the segment for your customers, our range of offerings will build your set of capabilities for you to retire market potential faster.
Excellence in Enterprise Sales Execution
– Maximizing Sales Leadership Impact
– Coaching for step changes within sales organizations
Enterprise Sales Leadership
– Designing a better 3-year Sales Plan
– Self-Leadership in Enterprise Sales
– Internal and external stakeholder management and orchestration
– Appreciating and applying world class coaching
Excellence in Mid-Market
– Mid-market deal execution
– Resonating and differentiating your customer conversations
– The 3 dimensions of negotiation
– Self-Leadership Mastery in Sales
– Coaching your team to Sales Excellence
Sales GoTo Market View
4
There are three Go to Market Models: Direct, Indirect (Channel) and Digital.
Of these, indirect or channel sales holds the potential for scale, and digital sales hold the potential for speed.
Indirect or Channel Sales
1
In a way, your channel strategy is an amalgam of skill, scale and speed. Our approach to empowering your channel ecosystem focusses on two distinct elements:
Synergizing strategic partnerships to deliver more together
Digital Sales
2
As Inside Sales moved beyond the telephone, digital sales took shape. Digital Sales is used to describe the mechanism for customer engagement through the power and possibilities of technology.
Advanced analytics now provide organizations with the ability to marry data from multiple sources and utilize intelligent algorithms to define the parameters for the next sales call. This closed loop approach is improving call connectivity ratios as well as reducing the cost of sales by a fair margin.
Our engagements for Digital Sales include the following.
Better Digital Sales Managers
– Coaching Digital Sales Excellence
Better Digital Sales Professionals
– Better deal execution in Digital Sales
– Digital Sales conversations leveraging business & financial acumen
– Negotiation in Digital Sales
5
A sequence of learning experiences that gets you results. Our courses are accessible both by individuals and Enterprises.
The power of digital brings the world to your doorstep. This means there are no excuses for not learning. In fact, you need to set aside an hour every day to consciously learn, else risk irrelevance.
Here are specific programs you can choose for self/independent learning with options to connect with our sales facilitator/master coach.
Workshops
6
Our workshops are specially designed, flagship programs that are in response to prevalent challenges and aspirations that the global sales community faces. The in-depth knowledge gained through several of our in-company engagements have lent us a razor-sharp understanding of the real challenges and how they can be countered – all of which is provided through our workshops.
Take advantage of our Signature Programs repertoire and become ready to be the sales champion you deserve to be:
