Customer segmentation dictates sales strategy and engagement. While the fundamentals of sales process, discipline and execution remains the same, the nature of engagement becomes 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 mid-market, we help you develop broad strategies that encompasses the ecosystem and stresses on cross-boundary collaboration.

whatwedo-sales-segment-mid-market-image

Irrespective of the segment for your customers, our range of offerings will build your set of capabilities for you to retire market potential faster.

1

Better Account and Territory Planning

1

Failing to Plan is Planning to Fail

The least common denominator for planning is the Account or the Territory. For a sales professional, their ability to meet quota is indexed on a strong pipeline, and the best source of a solid pipeline is through Account / Territory Planning. In several organizations, account planning is a customary Q1 ritual with some meetings, some pipeline generation, and some PowerPoint slides. This ritual has led to sellers questioning the value of the entire exercise that finally results in missed quotas and challenged customer relationships. There must be a better way.

planning-ants-carrying-leaf-tripura-multinational-singapore

Our Approach

what-we-do-offerings-principles-tree-image-1-tripura-multinational-singapore-india

How do we engage?

Account and territory planning engagements involve the identification of specific accounts/ territories and account / territory teams for the planning exercise.

The first planning session is led by our master facilitator utilizing a coaching approach to drive the planning process for one identified account / territory team. Multiple sales managers observe the conduct of the planning session and take notes so that one chosen manager can replicate the process for a different account / territory later in the day.

This cycle of observation and application is driven for multiple industries and territories so that the managers understand the nuances of facilitation and coaching across different industries and teams.

Impact driven for customers

Managers who have experienced our account / territory planning engagements talk about their ‘A-Ha’ moments when they realized that what they know is very different from what they should know. Principles of facilitation, structuring meetings and conversations, utilization of frameworks to facilitate stretch thinking are all elements that they found valuable.

Sales professionals who experience this account / territory planning workshops talk about discovering a new normal for the quality of their account/ territory plans. They also realize the impact of facilitated account / territory planning, that helps them focus on the customer/ territory, rather than on the process. They are sometimes surprised about the quantum of opportunity that lies untapped with their customers and territories. The joys of teaming and building accountability to customer outcomes are also exercises that transform how they think about teaming.

 Organizations who invest in these Account and Territory Planning workshops are pleasantly surprised to discover multiple millions of $s of additional net new pipeline. At Tripura, we have had the pleasure of running hundreds of these sessions across the globe and have generated close to $5 Billion in net new revenue for our customers.

Customer Results - Case Study

The discipline to track planning to revenue

Recommended Resources for Sales Planning

growth-mindset-to-achieve-your-goals-tripura-multinational-sales-coaching-organization-singapore-india

A growth mindset to achieve your goals can be as easy as ABC

A growth mindset to achieve your goals can be as easy as ABC

Having goals in your life is as essential as having a purpose for your existence. As a sales leader, defining a goal early on enables you to gain clarity and steers you towards it through the right actions and behaviours.
Read Article

Mid-Market Deal Execution

2

Of the many challenges facing sales organizations, the one of hope-casting is perhaps the most frustrating. Sellers are not the only one to be blamed – over estimation is an inherent human characteristic. When sales leaders understand this nuance of psychology, they can then look out for ways to remove the dysfunction of hope-casting.

It is our belief that deal qualification is the core of selling. Just as the strength of the core defines the strength of the human being, the strength of deal qualification defines the strength of a sales organization.

bird-carried-by-balloon-differentiation-animal-graphic-tripura-multinational-singapore-india

Our Approach

what-we-do-offerings-principles-tree-image-2-tripura-multinational-singapore-india

Most of our customer engagements stem after they miss their forecast either for the quarter or the half. We then subject the top 10 deals for the next quarter to flow through our deal coaching sessions, so that the opportunity pursuit teams can assess the quality of their qualification, identify risks associated with the deal and develop actions to mitigate the risks discovered.

In addition to these powerful outcomes, sales teams also realize the extent of their integration and the split of responsibilities required to secure the top deals.

Customer Results - Case Study

Traversing the journey from “hopecasting” to forecasting for one the largest software

Customer acknowledgement testimonial

Recommended Resources for Sales Planning

Tips-for-SalesLeaders-Develop-Teams

Tips for sales leaders to develop their teams & ace the B2B prospecting process.

Tips for sales leaders to develop their teams & ace the B2B prospecting process.

A sales leader’s success is defined by the number of times he navigated his team towards closures with high win rates. For most sales leaders, winning the trust of the customers, nailing big deals, ensuring more business for the organization are part of big prospecting for sales process, but it all starts with a small step.
Read Article

Resonating and Differentiating Your Customer Conversations

3

In physics, resonance is defined by the matching of frequencies that increases amplitude. In sales, the ability to resonate with customers is important for meaning and motivation to be established in the conversation. The lack of resonance is very easy to decipher – the lack of progress on deals is a surefire indicator of mismatch of frequencies in client conversations.

For sellers to make sense to customers they need to possess a foundation of three core capabilities:

ants-communicating-sales-coaching-skills-animal-graphic-tripura-multinational-singapore-india
  1. The ability to talk the language of business and industry, broadly called business acumen
  2. The ability to talk the language of money, specifically called financial acumen
  3. The ability to talk the language of senior executives, loosely called executive conversations

How do we engage?

When customers discover a fall in pipeline volume, a decrease in velocity and a deterioration of quality that is when they reach out to us. Rather than spending time on internal reports, we spend time observing the quality of customer conversations. The extent of customer acknowledgement of the value and learning within the call is a leading indicator of the need to invest in capability building in business acumen, financial acumen, and executive conversations.

Our engagements are designed both as workshops for knowledge assimilation and as “real plays” for field application.

Clients who have experienced these engagements talk about increased access to decision makers, increased deal sizes and faster deal closures. They also talk about the levels of peripheral intelligence displayed by their field and the quantum of insights they bring back from their client conversations.

Customer Results - Case Study

Accelerating Client Value through Business and Financial Acumen

Customer acknowledgement testimonial

Recommended Resources for You.

Get a GRIP on Senior Executive Conversations Tripura Multinational Singapore

Get a GRIP on Senior Executive Conversations

Get a GRIP on Senior Executive Conversations

Sales Acceleration is to empowers your sales to transition from good to, great to world-class. Sales Acceleration helps you with transition and transformation, we seek to triangulate the possibilities of sales skills, management skills and leadership skills.
Watch Video

The Three Dimensions of Negotiation

4

Good negotiation skills are not a substitute for poor selling skills. Negotiation is often associated with price negotiation, while missing out on the more important components of negotiating for value and negotiating for access. If these two negotiations do not happen, it does not matter how good the price negotiations go, since your relationship will be commoditized. You will always be looked upon as a vendor as opposed to being a partner or an advisor.
ant-mightier-than-elephant-potential-animal-graphic-tripura-multinational-singapore-india

Our Approach

what-we-do-offerings-principles-tree-image-7-tripura-multinational-singapore-india

How do we engage?

Typical client engagements start with their articulation of poor price realization in strategic deals. Clients see an increased usage of discounting, most often towards the end of the quarter, as a leading indicator of field incapacity to create and claim business value.

Our workshops keep active opportunities and negotiations at the center and then develop an approach to create business value in customer terms. This value is then leveraged to gain access to multiple stakeholders, so that a consensus on value is developed and the opportunity is morphed into an organizational business priority. The duopoly of value and access negate the need to negotiate for price. The ideal sales teams are those that make procurement a tick box exercise.

Knowledge without field application is sales hallucination. The ability to negotiate well, and throughout the sales cycle, is a fundamental skill that requires reiteration and reinforcement. We work through sales managers so that they can coach their teams on and off the field in their ability to apply the principles, practices, and disciplines of good negotiation.

Customer Results - Case Study

Building negotiation acumen for better value, access, and price

Customer engagement scenario

Recommended Resources to Ace Sales Negotations.

How can Sales professionals beat the Price Game and win large deals?

How can Sales professionals beat the Price Game and win large deals?

Kevin is a B2B salesperson. Prospecting for sales is not an easy job for him. First, he identifies his B2B sales prospects, then he works on building trust and relationship with his prospective buyers. Often, he gets rejected and by chance if he manages to convince the prospect, he picks out those who can make faster decisions instead of ...
Read Article

Self-Leadership Mastery in Sales

5

It is no surprise that sales managers are not provided all the skills and training that is required for them to maximize their effectiveness. There is an inherent assumption that they possess most of the sales management skills, which we are discovering is not necessarily true. In coaching thousands of sales managers over the past several years, we are constantly surprised about how they struggle with some of the basic management skills.

This background and experiences are the genesis for our offering.

deer-on-top-of-mountain-winning-animal-graphic-tripura-multinational-singapore-india

Our Approach

what-we-do-offerings-principles-tree-image-6-tripura-multinational-singapore-india

How can your sales managers become world class?

Time is a fundamental constraint for sales managers and any engagement needs to be designed while respecting these constraints. Our engagements modularize the key capabilities that every sales manager should possess.

Modularization helps the sales manager appreciate the new normal for their skills and engage in different experiences that helps them imbibe and embed the new set of skills and behaviours that are relevant for the future.

Interactions with a sales coach who has also been a practitioner helps the sales managers contextualize their learnings better. Specific situations and challenges help the sales managers build situational fluency in their application of new knowledge.

This combination of modularization, customization and experimentation provides the rich environment for the sales manager to gain the foundational skills that would amplify their effectiveness.

Impact driven for customers

Sales managers who have benefitted from our programs and were promoted to the next level, tell us that their engagement with us has transformed them in many ways:

1

They now know how to balance time, team, and talent to maximize productivity.

2

Their meetings are far more effective on account of their ability to leverage technology and data to have deeper meaningful conversations.

3

They have more time for their own leadership development due to their increased ability to situationally lead and coach their teams.

4

The program has allowed them to overachieve on their commitments because of their increased ability to manage a better book of business.

Customer Results - Case Study

Recommended Resources to Help Sales Leaders.

How-A-Caring-Sales-Leader-Is-Using-Coaching-To-Improve-Team-Culture-Podcasts-Live-Sessions-Tripura-Multinational-Singapore-India

How A Caring Sales Leader Is Using Coaching To Improve Team Culture

How A Caring Sales Leader Is Using Coaching To Improve Team Culture

Being clear and providing positive affirmations that the team member can do it, and that you believe in them goes a long way in making the individual believe in themselves.
Read the Interview

Coaching Your Team to Sales Excellence

6

The necessity to coach for a sales manager is never in doubt. However, sales professionals can sometimes suffer from poor or ineffective coaching from their managers. It is therefore incumbent upon organizations to provide sales managers with the right capabilities to become good coaches.

swan-group-coaching-water-body-animal-graphic-tripura-multinational-singapore-india

Our Approach

what-we-do-offerings-principles-tree-image-3-tripura-multinational-singapore-india

Impact driven for customers

Customers leverage this offering when they need to drive three types of outcomes:

Each of these scenarios involve existing accounts, deals or teams through whom managers need to operate to add greater value to customers.

A typical application scenario for coaching involves a pre-brief to decide on the objectives and outcomes for the manager. The objectives and outcomes differ depending upon whether the target for coaching is either a team member, an entire team, or the customer/partner.

The second phase involves the actual application of coaching through their demonstration of the principles of coaching. Their efficacy in establishing a climate for coaching, their ability to structure conversations to powerful realizations and their ability to drive towards outcomes are all tested in the application scenario. This is when managers realize the gap between the appreciation and application of coaching.

The third step involves a debrief between the sales manager and coach on their mutual observations, blind-spots, areas of improvement etc. Multiple iterations of such applications of coaching, is what helps managers to build and sustain a coaching habit.

Organizations that have invested in building a coaching habit have been observed to showcase significant increases in pipeline volume, deal velocity and seller productivity.

2X increases in volume and velocity are not uncommon.

Customer Results - Case Study

Coaching Sales Managers across Asia to appreciate and apply the power of coaching for sustained sales performance.

Customer Engagement Testimonial

Recommended Resources for Coaching Your Team.

Kickstart 2023 by coaching your sales team; 5 ways to bring about a mind shift and boost performance

Kickstart 2023 by coaching your sales team; 5 ways to bring about a mind shift & boost performance

Kickstart 2023 by coaching your sales team; 5 ways to bring about a mind shift & boost performance

Sales is a profession that demands employees to be on their toes all the time. Can you believe that almost 65% of salesmen are focused on their next client even before they close the current one? There is a lack of mindfulness and intention when everyone is focused simply on making a sale.
Read Article

Explore our other engagement solutions

Excellence in Enterprise Sales Execution​

Enterprise Sales Leadership