In a B2B environment, sales and channels have always been important to company growth.
And in times of economic and market uncertainty, a well-aligned, trained and motivated sales force (direct or channel) can make the difference between declining revenue or profitable growth.
Key Crossing works with clients to develop, manage, and optimize the way they interact with their customers. Our consultants have built and run direct and indirect B2B sales functions in companies ranging from start-ups to large enterprises.
We take a three pronged approach to developing an effective sales/channel strategy. We start by understanding the “buyer’s journey” - the seven steps that a B2B buyer typically follows in ultimately deciding to make a purchase decision. Next, we analyze the economics of selling to the buyer (e.g., average deal size, cycle time). Finally, we examine the client’s sales/channel capabilities. This comprehensive, multi-dimensional approach ensures a cost-efficient and effective sales engagement model. |
We can help clients build a comprehensive sales/channel strategy and implementation plan or assist with specific elements including:
Sales Strategy
- Understanding the customer segment’s buying process and cycle
- Analyzing the economics of direct/indirect/hybrid sales models
- Assessing current sales/channel capabilities and gaps
- Analyzing channel value-add and pricing structure
- Sizing the sales/channel resource levels required
- Developing sales-channel GTM model
- Aligning sales and marketing around common goals
Sales and Channel Development
- Developing closed-loop cycles between sales and channel
- Training the sales/channels teams
- Building partner programs, tiers, and incentives
- Selecting, training and developing partners
- Developing partner ecosystems/alliances
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