ABM, DBM and Sales

Becoming entirely customer-centric

Selling isn’t always easy and many traditional markets are finding it harder than ever to build loyalty amongst their customer base. Loyalty isn’t built between organisations however, it’s built between people. We believe that people buy from other people, people they believe in, and the more complex the sale, the greater the need for human interaction. That’s because buyers look for other people with expertise to advise on, and to a point validate, their decisions.

That’s why each and every solution we develop for our customers ultimately has one goal in mind: how do we get you closer to your customers?

 


Transforming sales engagements

For us, it’s about outcomes, and the ways in which we can transform your engagement with new and existing customers include:

Acquisition ABM: acquiring new customer brands

We devise and deploy ABM strategies to influence named target customers and increase your ability to close them.

Development ABM: expanding key account relationships

Either on a one-to-one basis, or to selected customer groups, we create bespoke communication strategies that expand your customer network and open up cross and up-sell opportunities.

Social Selling: using social to create engagement

We educate and inform sales people on how to make the most of social channels to build their credibility, create connections, build relationships and uncover new opportunities.

Deal Based Marketing (DBM): differentiating you to win

We create differentiation through end-to-end integrated strategies, tactics and content deployed across the lifecycle of bids and major deals. We do this by being agile, responsive and informed on the different ways you can stand out from the crowd.

Executive Engagement: bringing decision makes together

We help you to influence high-level stakeholder relationships by devising, implementing and running bespoke executive engagements that create and leverage on senior relationship capital.

…can we help you?

Almost certainly. Do you need to find new ways of building stronger relationships with new and existing customers to supercharge your sales performance? Then get in touch.

Some of the processes, products and tools we use:

  • Viewpoint: a dedicated and measurable communication channel between you and your customer
  • Social Selling Programmes: education and pilot programmes for creating social sales
  • Sales tools: pitches, customer visions, and sales tool kits… any content that you can use to sell your story
  • Bid Kits: win themes through to core pitch content, setting you up to deliver your messages effectively.

CONTEXTUAL ABM PLAYBOOK

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SELLING, NOT SHARING

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DIFFERENTIATING TO WIN

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