SALES CONSULTING

Wishing to sign new contracts within the tier 1 / tier 2 financial institutions / fintech market ?

Looking for a strategic advisor ?

Strategic advisory for a software firm requires a tailored approach, as the industry is highly dynamic, competitive, and technology-driven. Here are some of our best practices for effective strategic advisory:

– Market Research

– Competitive Analysis

– Product-Market Fit and Value Proposition

– Focus on solving real-world problems for target customers. Prioritize building features or products that have a clear value proposition.

– Agile Methodology: Implement agile development practices to iterate quickly, gather feedback, and refine the product.

– Make sure your solutions are

Being taken into consideration during RFX processes or evaluations when open.

Channel Partnerships: Leverage distribution or channel partners to increase market penetration in new regions or sectors.

– Target Segmentation: Clearly define your target audience segments.

– Sales Enablement: Equip your sales team with clear value propositions, use cases, and customer success stories.

– Digital Marketing: Utilize data-driven digital marketing strategies (SEO, content marketing, PPC, social media) to attract and convert customers efficiently.

Wanting to set up a business development function alongside sales ?

When business development (BD) operates alongside sales, the goal is to drive long-term growth through strategic partnerships, market expansion, and new revenue opportunities. To ensure these functions work synergistically, here are some best practices for aligning business development with sales:

 Clearly define the responsibilities of each team. BD should explore opportunities to grow the business in new areas (markets, geographies, partnerships), while sales executes the strategy by converting those opportunities into revenue.

Conduct joint strategy sessions where both teams co-create annual or quarterly goals. Ensure mutual accountability to keep both teams aligned.

Develop a lead qualification process where BD nurtures early-stage opportunities and hands off well-qualified leads to sales for closing. Use a CRM system to track lead progress, ensuring transparency.

BD and sales teams should collaborate on partnership strategies. BD handles negotiation and relationship management, while sales focuses on execution through the new channels.

Have BD provide market research and identify key players or customer segments in new territories, while sales tailors their approach to these findings for faster entry and impact.

Create a cross-functional task force that meets regularly, bringing together BD, sales, and other relevant departments to ensure alignment across initiatives and sharing of insights.

Establish feedback loops where sales and BD regularly share insights. This could be done through structured meetings or through integrated digital tools for continuous feedback.

Use an account-based approach for large, complex deals where BD establishes initial connections and sales follows up with targeted proposals and negotiations.90. Training and Development.

Implement continuous training sessions where BD and sales share knowledge, market insights, and best practices to stay aligned and informed.

Encourage BD to focus on exploratory activities (partnerships, new markets, adjacent sectors), while the sales team works on core revenue generation, leveraging new opportunities as they arise.

Implement cross-functional team-building exercises and communication channels to foster collaboration and eliminate silos.

Iterative Strategy: Sales and BD strategies should be revisited and adjusted periodically to reflect the changing business environment and market conditions

Wanting to explore the potential of new markets ?

When a software firm is exploring new markets, it’s critical to approach the process strategically to minimize risks and maximize opportunities. The best practices in new market exploration involve thorough research, adaptability, and clear execution. Below are some key steps and best practices:

Comprehensive Market Research: Conduct in-depth market analysis to understand the new region or industry. This includes evaluating demand, competitors, pricing models, local regulations, and customer behavior.

Feasibility Studies: Assess if your current product fits the new market in terms of language, culture, business needs, and legal requirements. Analyze entry barriers, technology adoption rates, and market readiness.

TAM/SAM/SOM Analysis:

TAM (Total Addressable Market): Evaluate the entire potential market.

SAM (Serviceable Available Market): Narrow it down to the segment your product can realistically serve.

SOM (Serviceable Obtainable Market): Estimate the share of the market you can capture based on competitive analysis and internal capabilities.

 Use data-driven insights from market research tools, surveys, and focus groups to ensure decisions are based on evidence rather than assumptions.

Use customer interviews, feedback loops, and pilot programs to gain first-hand insights into local preferences and needs.

Create a competitive landscape map to compare key features, pricing, and customer satisfaction to ensure your value proposition stands out.

Implement modular development so that localization can be applied more easily without altering the core product.

Run a pilot program or launch a Minimum Viable Product (MVP) in the new market to test market assumptions before fully committing resources.

Build an ecosystem strategy where your software becomes part of a larger solution, creating value through partnerships rather than going it alone.

WHAT ABOUT YOUR INTERNAL PRESALES SUPPORT to SALES ?

We can also provide presales or sales consulting support, customized training to your sales and sales consulting teams, based on a deep exploration of regulatory & business requirements of your industry, in advance of any demo or POC execution.

Presales support plays a crucial role in helping a software firm close deals by bridging the gap between potential customers’ needs and the company’s product offerings. The presales team works alongside sales to provide technical expertise, demonstrate product value, and tailor solutions to customer requirements. Here are some best practices for effective presales support:

Understand the key challenges and trends in the customer’s industry so that solutions can be tailored to specific business needs.

Implement regular training sessions for presales teams to ensure they are always up-to-date with the latest product developments, use cases, and technical skills.

Use a structured discovery process to capture critical business requirements from the customer, ensuring that presales teams are well-prepared to offer targeted solutions.

Have multiple demo environments ready for different industries or use cases, and ensure flexibility so the team can adjust demos in real-time based on customer questions.

Develop a repeatable POC framework to streamline the process, while still allowing for customization based on customer needs.

Implement weekly sync-ups between sales and presales teams to ensure alignment on customer priorities and to share insights from ongoing engagements.

Maintain an updated library of case studies and use them strategically to support presales efforts, depending on the prospect’s industry and needs.

Develop a handoff checklist that includes all technical and business requirements, customer expectations, and any potential risks identified during the presales process.

Develop templated follow-up emails that can be customized after each demo, ensuring consistent communication and timeliness.

Create a feedback loop between the presales team, product development, and sales to ensure that insights gathered during presales engagements are shared across the organization.

Demo Automation: Use tools that allow for automated product demonstrations or guided demo tours to reduce manual effort and speed up the presales process.

Proposal & RFX Generation Tools: Implement automated proposal generation software that pulls in product, pricing, and technical information to quickly generate accurate and professional proposals.

Integrate sales enablement tools to automate repetitive tasks like generating proposals, scheduling demos, answering RFX and sending follow-ups, freeing up the presales team to focus on high-value activities.

Wanting to implement an effective and not theoretical value based selling approach ?

Value-based selling is a sales approach that focuses on demonstrating the tangible benefits and value that your product or service will bring to the customer, rather than just its features or price. The goal is to align the product offering with the customer’s specific needs and priorities, showing how it can solve their problems and deliver measurable outcomes. Here are the best practices in terms of value-based selling:

Use targeted questions during discovery to uncover hidden challenges and opportunities that your solution can address.

Present case studies and real-world success stories that demonstrate how your solution has helped similar customers achieve specific outcomes.

Use a value calculator to provide precise financial estimates of the benefits your product will deliver to the customer, making the ROI clear and compelling.

Develop persona-based messaging that highlights how your solution delivers value for each key decision-maker (e.g., finance, operations, marketing).

Use the Challenger Sales Model, where you teach the customer about their own business, tailor solutions to their specific needs, and take control of the conversation to guide them toward the best decision.

Create a sense of urgency : and explore all the negative consequences derived from not taking a decision on acquiring your solution. Quantify them, and feed your ROI analysis.

Use customer stories or analogies that mirror your prospect’s challenges, demonstrating that you deeply understand their issues and can solve them effectively.

Create industry-specific case studies that resonate with prospects, showing that your product has been successfully implemented in businesses like theirs.

Use joint business planning to collaborate with the customer on how your solution will help them achieve specific business objectives.

Focus on long-term relationships rather than short-term wins by providing ongoing value to the customer through education, support, and regular check-ins.

Implement a value-based customer engagement plan where you consistently provide value after the initial sale to reinforce the benefits and maintain a strong relationship.

Develop customized visuals for each prospect that clearly show the before-and-after impact of your solution on their business.

Create a TCO comparison tool that demonstrates the overall cost savings or value of your solution versus competing alternatives or inaction.

Develop success metrics with the customer to track progress over time, ensuring they are continuously realizing the value of your product.

Wanting to implement a successful customer success support ?

Customer Success Managers (CSMs) play a crucial role in ensuring long-term customer satisfaction, retention, and growth. Their primary focus is to help customers achieve their goals with the product or service, fostering strong relationships that lead to mutual success. Here are the best practices for CSMs:

Develop an onboarding checklist that tracks key milestones like initial training, product setup, and first-value moments to ensure that no step is overlooked.

Implement a customer success plan for each client, outlining specific goals, timelines, and key performance indicators (KPIs) to track success.

Create a communication cadence for each customer, ensuring consistent engagement based on their specific needs, from weekly calls for high-touch clients to monthly for lower-touch.

Keep a customer dossier where you record important customer details, key stakeholders, and personalized notes to ensure that all interactions feel customized and relevant.

Create a customer adoption map to track feature usage across the customer base and identify opportunities for training, engagement, or upsell conversations.

Establish an internal escalation protocol where the CSM is the liaison between the customer and other internal teams (support, development) to streamline issue resolution.

Develop a quarterly business review (QBR) framework where you present the customer with progress updates, ROI metrics, and opportunities for growth every three months.

Create a churn dashboard to visualize customer health metrics and take proactive action with customers showing signs of disengagement or dissatisfaction.

Use customer success metrics (e.g., usage data, engagement) to determine the right time to propose upsell or cross-sell opportunities. Focus on delivering added value.

Develop a customer advocacy program where top customers are recognized, rewarded, and invited to share their success stories with others.

Create customer success reports that summarize customer progress, challenges, and opportunities. Share these regularly with sales and product teams to align on customer needs.

Create a personal development plan that includes ongoing learning opportunities like certifications, workshops, and internal product training sessions.

START TODAY !

Don´t wait for more funding, we can adopt a gradual approach to your expansion with reasonable budget spending that can be gradually increased over time and reach a full scale implementation once your funding has been made effective.

Product Marketing

We can supplement your PRODUCT MARKETING resources with our own talents, and provide you with the best possible approach in terms of product management and product marketing.

Product marketing bridges the gap between product development and sales, focusing on bringing the right product to the right audience at the right time. It involves creating positioning, messaging, go-to-market strategies, and ensuring the product delivers value to its target audience. Below are best practices for effective product marketing:

Continuously update personas and customer journey maps based on market research and evolving customer needs.

Use a value proposition framework that succinctly communicates who the product is for, what problem it solves, and the key differentiators.

Conduct a competitive analysis to identify gaps in the market and craft positioning that fills those gaps.

Use a go-to-market (GTM) checklist to ensure all aspects of the launch are planned and executed effectively, from marketing materials to internal training.

Develop a sales enablement portal where the sales team can easily access the latest product marketing materials, data sheets, and competitive comparisons.

Build a library of case studies that sales and marketing teams can use to demonstrate product value across different industries or customer segments.

Develop a customer education hub with resources that guide users through the product journey and encourage continued engagement.

Implement a customer feedback system that categorizes and prioritizes suggestions, bug reports, and feature requests for product and marketing teams to review.

Create a content calendar that aligns with your product’s lifecycle and key events (e.g., new feature launches, industry conferences).

Develop a launch war room where key stakeholders can monitor the launch’s success in real time, making adjustments as necessary.

Use a dashboard that consolidates all key performance metrics, providing a holistic view of your marketing performance at a glance.

Leverage customer journey analytics to identify where customers are dropping off and adjust marketing strategies to improve conversion and engagement rates.Research the Account Thoroughly.

Map Organizational Structure: Create a decision-making hierarchy to understand who influences whom, where budget authority resides, and which teams (e.g., IT, finance, operations) need to be engaged.

Position your initial conversations around business challenges rather than your product. Use phrases like, “We’ve noticed a shift in your industry towards X, how are you approaching that?” to open a dialogue.

Use a pain discovery framework where you ask questions that help uncover not only the surface-level problems but also the underlying issues (e.g., “Why do you think this problem persists?” or “What are the downstream effects?”).

Introduce KPIs and metrics that are commonly used in their industry to address similar challenges. This positions you as knowledgeable and helps them define clear, measurable outcomes.

Develop a business case for your solution that includes both quantitative (cost savings, productivity gains) and qualitative (employee satisfaction, innovation enablement) benefits.

Create a Success Criteria Framework document that lists all the key metrics, with room for the client to prioritize each one, ensuring alignment on expectations.

Present an ROI calculator or a personalized business impact assessment that quantifies the potential savings or revenue generated by implementing your solution.

Use consensus-building strategies, such as workshops, where key stakeholders can participate in defining the final solution, ensuring buy-in across the board.

Develop a long-term customer engagement plan that includes post-sale support, business reviews, and opportunities for continuous improvement.

Meet the team

We are not a company as such but rather a team at your service, which will perfectly integrate themselves within your organisation , our teams will end up becoming your team !

How can we make sure we can integrate ourselves to your teams although being a contractor or an outsourced resource ?

We understand that successful integration of an external resource is crucial for achieving your strategic objectives and ensuring smooth operations. As a dedicated contractor or outsourced resource, we are committed to seamlessly blending into your team and delivering exceptional value through the following approach:

Defining Scope and Boundaries: We will work with you to clearly define our role, responsibilities, and deliverables, ensuring that our contributions are well-understood and align with your team’s goals.

Providing Regular Updates: We will offer frequent updates on our progress, challenges, and adjustments, ensuring transparency and ongoing alignment.

Seeking and Acting on Feedback: We encourage open feedback and act on it promptly to improve our contributions and integration.

Anticipating Needs: By proactively identifying and addressing potential challenges, we aim to prevent issues before they arise.

Sharing Our Knowledge: We will provide valuable insights and recommendations based on our expertise, contributing to your team’s success.

Solving Problems: We are dedicated to identifying and addressing challenges efficiently, providing solutions that benefit your organization.

Remaining Flexible: We will adapt to your processes and workflows, ensuring seamless integration and collaboration.

Maintaining Availability: We will be responsive and accessible to address any questions or support needs, demonstrating our commitment to your success.

Participating in Team Events: Where possible, we will engage in team-building activities to strengthen our connection with your team.

Staying Engaged: We will remain actively involved in discussions and contribute to team goals.

Delivering Tangible Outcomes: We will focus on achieving measurable results that align with your team’s objectives, such as improved efficiency or cost savings.

Suggesting Enhancements: We will proactively suggest improvements to processes or workflows that align with your goals.

Compliancezen is your go-to partner for B2B Sales, Sales Consulting, Customer Success, Product Management, Product Marketing Management.

Our all-in-one outsourcing solutions approach aims at changing the way businesses grow.

-Purposeful & Meaningful Lead Generation, State-of-the-art Sales Operations Processes and Outstanding Strategic Selling Expertise.

Contact us

Why us ? Accelerate your go to market

There is no faster approach than to submit your new strategies to Compliancezen for a review and improved implementation. By the time you would have recruited and trained a costly team, Compliancezen would have already gathered inputs and delivered results!

    captcha

    CALL US

    (+34) 687 21 66 90

    E-MAIL US

    info@compliancezenslu.com

    Outsourcing sales or business development talent can provide significant benefits to a company. Here are key reasons why outsourcing these functions can be advantageous:

    Outsourced talent is typically well-versed in industry best practices and can leverage their experience to drive more effective sales strategies and business development initiatives.

    Lower Overheads: Hiring full-time employees involves costs beyond salary, including benefits, training, and office space. Outsourcing reduces these overhead costs, as you only pay for the services you need.

    Scalability: Outsourcing provides the flexibility to scale up or down based on your business needs without the financial burden of permanent hires. This is particularly useful for seasonal or project-based demands.

    Immediate Impact: Outsourced sales or business development professionals can hit the ground running due to their pre-existing knowledge and experience, reducing the time needed for training and onboarding.

    Core Business Focus: By outsourcing sales or business development, internal teams can concentrate on core business functions and strategic initiatives, rather than being bogged down by the complexities of these roles.

    Strategic Alignment: Outsourcing allows your internal resources to focus on high-value activities such as product development, customer service, and strategic planning.

    Adapt to Market Changes: Outsourced teams can quickly adapt to changes in the market or industry trends, providing agile responses and innovative strategies that may be harder to implement with a static in-house team.

    Network Leverage: External sales professionals often have established networks and relationships that can open doors to new opportunities and accelerate business development efforts.

    Performance-Based Contracts: Many outsourcing agreements are performance-based, which means you only pay for results achieved, reducing the financial risk associated with fixed salaries and compensation packages.

    New Ideas: Outsourced teams bring fresh perspectives and innovative approaches that can invigorate your sales and business development strategies.