Sales Operations Consulting – Description
Sales & Marketing Help:
What is your go-to-market strategy? Are you meeting your sales revenue projections? Is your cost of sales in alignment with your cash flow expectations?
Is your sales model optimized for stable growth? Are you getting your branding message out to your customers? Do your customers understand your value proposition?
With over 25 years of helping organizations find answers to these questions, we are confident we can help you, too.
We do this by creating a results-driven plan, covering one or more of these areas:
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Strategic sales |
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Strategic marketing |
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Project management |
Strategic Sales:
Who are your customers and how do you find them? In the ever-growing complexity of the healthcare market, there are many different scenarios. We understand these complexities, and can help you find the optimal path.
Possible Scenarios:
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Let’s say that the hospital market place is your target customer for your product or service. In North America there are approximately 6000 hospitals, but not all of them are likely the best target for your product. We will get you pointed in the right direction and focused on the right customer. |
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Are you trying to launch a new clinical product? Your best chances for success are likely found within the many research hospitals scattered across the country where trying new approaches to the delivery of healthcare is commonplace. |
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Are you looking to launch a new IT related product? Your best chances for success are your larger hospitals where IT budgets are better funded for purchases in this area. |
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Are you trying to launch a telehealth initiative? In this instance it is best to identify related hospital centers of excellence for your hubs - and the spokes are often the smaller rural hospitals where the need for specialty care on demand is more pressing. |
Whatever your situation, we’ve got the experience and resources to guide you through.
Strategic marketing:
Once you’ve determined who your customer is, how do you reach them? Better yet, how do they find you?
Possible Scenarios:
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What do you do when the buyer of your product is not the user of your product? |
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Is it better to use trade shows for marketing and lead generation - or should you use those same resource dollars for trade journal advertising? |
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How about the web? Is this a tool you are using effectively to generate product awareness and new customers? |
Marketing dollars are always a scarce resource because the ROI can more often be difficult to measure. Take advantage of the fact that we’ve launched a variety of new products into the hospital market and the broader healthcare market place. You have a message you want your customer to hear. We can help guide you to them, in the most cost-effective way.
Project management:
Whether you are launching a new product, looking for a new type of customer, or trying a new sales approach, you need a focused plan to execute on. These plans break down into projects. Managing these projects well is what takes your business to the next level.
Examples of projects that we can help you with:
| Sales force mapping |
What type of sales force am I looking for, and where should they be geographically located? |
| Sales force training |
What do you want them to say and do when they find your customer? |
| Market and competitive awareness |
What is my market?
Who are my competitors, and how do I compete with them? |
| Customer awareness |
Who are my customers and where are they? |
| Building a pilot program foundation |
To lead this effort, it’s critical to have a high level of business development competence.
If it succeeds you need to know why, and if it fails you need to know why as well - in order to make modifications and try again. |
Click here to learn about our Sales Consulting Process.
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