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 the enterprise segment, we go deep to discover the depth and detail that can make you distinct and differentiated in your customer engagements.
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Irrespective of the segment for your customers, our range of offerings will build your set of capabilities for you to retire market potential faster.

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Coaching Multi-Million $ pipeline generation

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One of the dysfunctions that sales leaders constantly complain about is the tick box exercise of Account Planning. This is often seen as a Q1 exercise to be completed by the end of Q1 to gain a certain level of pipeline sufficiency. Some leaders say their teams ask them how much pipeline they require so that they could “stuff” their pipeline with enough ghost opportunities to meet their account planning goals. There must be a different way!

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Our Approach​

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How can your sales managers coach to generate multimillion-dollar pipelines?

A benchmark is important for every individual to assess their gap from their current version of performance to the standards required for excellence. Our engagement delivers a benchmark across three levels:

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The quality and depth of information needed for any account

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The quality of coaching and facilitation required for running a planning session

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The quality of validation and triangulation required for any account plan

Our facilitator leads by example on group coaching of the account planning session, post which one of the sales managers demonstrates their capability to do the same. Multiple iterations of observations and applications across industries builds the core strength of managers to coach towards powerful account planning outcomes.

Impact driven for customers

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Coached hundreds of Account Planning sessions and empowered hundreds of sales managers to generate over $4billion dollars of net-new pipeline.

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These engagements have covered over 20 different countries across 5 different continents, which is a testament to the effectiveness of this framework across different cultures. There are no excuses for not coaching powerful account plans.

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Smart customers build the operational discipline to track net-new opportunities generated right through qualification, acceleration and closure.

One of our customers, who identified $125 million net-new opportunities through our engagement was surprised to realize $8 million dollars of closed opportunities, through this process, within a quarter.

Imagine, how much more you could drive for your sales organization through us.​

Customer Engagement Testimonial

Recommended Resources for You.

Deal-acceleration-in-sales-depends-on-building-a-customer-centric-culture-by-creating-value-tripura-multinational-singapore

Deal acceleration in sales depends on building a customer-centric culture by creating value

Deal acceleration in sales depends on building a customer-centric culture by creating value

The customer is always king. Once you understand this, you will figure out everything! This is an age-old saying but it is always relevant in every business. If the customer is treated right and trusts you, your business will see a lot of deal acceleration and thrive. Lose their trust and fail to perform to their standards and they will leave you.
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Designing a Better 3-Year Sales Plan

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The current challenging times requires organizations to reset, refresh and renew their goals, strategies, and plans, and a three-year plan provides the direction for all leaders to align. Multi-year planning is a crucial exercise, and most leaders are frustrated by the amount of time they need to invest in this exercise and the lack of return seen from previous such exercises. While the importance remains, can there be a better way to ensure three-year plans actually translate into meaningful execution and greater business results?
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Our Approach​

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How do we engage with you for your three-year planning exercise?

We start by designing an engagement roadmap that includes the planning team (ideally not more than 25 leaders). Good planning requires good preparation, and some preparation guidelines are sent out prior so that data is readily available to substantiate the planning. If possible, we would prefer an offsite location that helps bring together the mind, body, heart, and soul for the leaders. We facilitate a series of experiences that help the leaders understand each other better and leverage their differences to achieve more for their vision.

In some cases, we leverage our partnership with MarketCulture to assess the level of customer centricity within the leadership team. Leaders measure their organizational focus across eight different parameters that also helps them benchmark themselves against the best in class. This assessment has proved to be very useful as a pre-cursor to the planning exercise.

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Clients who have experienced our facilitated three-year planning approach are surprised by how much they are able to achieve within two days. They are also surprised how the richness of the engagement helps them sustain the planning efforts into execution and results.

Customer Results - Case Study

Ensuring 3-year plans deliver results – “Failing to plan is planning to fail”

Recommended Resources for Sales Planning

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Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Most companies embark on a new fiscal in April. Keep your hand on your heart, and tell me if you have a solid plan as you move into the new fiscal? By the way, how will you know if you have a good plan? Allow me to share 5 ways you could assess if you have a good plan:
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Self-Leadership in Enterprise Sales

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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.

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Our Approach

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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:

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

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

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

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

Customer Engagement Testimonial

Recommended Resources for Enterprise Sales Leaders.

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Demonstrating Authentic Leadership Everyday With Integrity, Respect And Purpose

Demonstrating Authentic Leadership Everyday With Integrity, Respect And Purpose

I remember a quote I read a long time ago and I’m going to paraphrase it. It stated that the world would be a better place, or whatever we are attempting to do would be much better, if we did not worry about who gets the credit for it.
Read the Interview

Internal and External Stakeholder Management and Orchestration

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When the external environment is volatile, an organizations perception of risk becomes higher. This results in the multiplication of the number of stakeholders involved in any decision.

For sellers, the increased complexity of stakeholder identification and navigation can sometimes be daunting. To add to this mix, enterprise sales organizations have invested in several specialist sales roles that include technical sales, solution sales, industry sales, partner sales etc.

 The ability to orchestrate internally, externally and across the eco-system becomes a vital capability for sales organizations to thrive in the new abnormal.

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Our Approach

Impact driven for customers

Most teaming engagements are custom designed and mostly involve critical internal and external stakeholders in the engagement. The best engagements are those that blend internal planning and orchestration with external strategy and execution.

In sales environments, either the account or the opportunity is kept at the center to allow for orchestration.

Teams who go through our exercises often share that this is the first time they have strategically come together to consciously plan for the customer.

They are surprised how much every person can contribute and how little they collaborate. Although global team orchestration guidance exists within large multinationals, there is no local orchestration agreement that is defined leading to suboptimal execution.

Our internal orchestration workshops expose the pleasures and pains of collaboration while also offering inspiration to synergize and achieve more.

Our orchestration workshops with customers sometimes exposes the lack of visibility with senior decision makers and a clear stakeholder management strategy that includes key stakeholders like mobilizers.

Typical results experienced by customers:

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Greater clarity and alignment with responsibility and accountability clearly defined, within the internal teams.

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A definition and strategy for customer stakeholder management with defined ownership to drive for results.

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An execution rhythm that involves constant communication and periodic collaboration to further the customer’s agenda.

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Greater awareness of competition and their activities

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A sense of collective ownership and pride, that defines their collective successes.

Customer Results - Case Study

Coaching Sales Managers to build multimillion-dollar pipelines for one of the largest enterprise business software companies.

Recommended Insights for Sales Managers.

Sales Manager Behaviours Tripura Multinational Singapore India

Sales Manager Behaviours

Sales Manager Behaviours

Sales is like a trapeze act. It requires coordination and choreography- in the parlance of sales, this is the dance of insights and mutual progress that brings out the applause at the end. The unseen influence is the safety net, which is the manager. Is your SalesManager the ringleader or the safety net?
Read all Insights

Appreciating and Applying World Class Coaching

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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.

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Our Approach

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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.

ATTACHMENT DETAILS How-can-coaching-help-sales-teams-ace-prospecting-in-business-and-achieve-their-goals-faster

How can coaching help sales teams ace prospecting in business and achieve their goals faster?

How can coaching help sales teams ace prospecting in business and achieve their goals faster?

Despite achieving their targets and performing to their highest potential, a lot of teams find something to be lacking. Revenue potential goes untapped, and teams fail to identify the right KPIs that can help them leverage their strengths. They either know their goals, but are not aware of the right way to achieve them or they have the resources without a direction in mind.
Read Article

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