Getting Started with Beacon

Our commitment to our clients is the foundation of our brand.

Our Long-term Approach

Beacon’s dedication to our clients goes beyond an initial engagement or specialized sales assistance. We help drive the behaviors in our clients that create sustainable long-term excellence in an organization’s sales approach. This is by far one of Beacon’s most valuable services, and we wholeheartedly believe that assisting organizations to sustain sales results is at the very core of what we do.

As part of this effort, Beacon helps to define and implement clear Key Performance Indicators so that organizations know they are making progress even before revenues spike. Below are some of the most effective ways we can assist your organization to transform sales efforts from within and continually work toward improved outcomes.

Go To Market Assessment

By clarifying the issues and assessing what is really achievable, Beacon produces a plan of action to help your organization achieve sales success.

Initial Engagement

Members of the Beacon team will talk to key stakeholders in an organization to clarify and prioritize issues.

Sales Assessments

Beacon often utilizes their proprietary sales assessment that provides specific detailed individual, team and organizational insights across six critical skill sets.

Go To Market Assessment

Smart organizations regularly take a step back and evaluate what they are doing, the impact and what could be done better. Beacon’s Go To Market Readiness Assessment is exactly that.

We help senior sales executives and other key stakeholders like CEO’s, CFO’s and COO’s take a quantitative and qualitative look at their sales efforts so that enhancements can be made that will focus on what is important. With this approach Key Performance Indicators can be further developed that contribute to hitting the numbers and proactively managed.

Our goal is to provide valuable analysis of an organization to identify “blind spots” in the sales process. Individual teams can be analyzed to help understand how people with sales responsibility are developed. From there, we spotlight which issues are the priorities to address and create individual development plans that focus on the skills essential to winning work and building long-term client relationships.

One simple example of this is a Request for Proposal review we conducted for a global client. We uncovered that the value of proposals lost on a global basis was three times the size of the proposals won. We then overlaid the competitive landscape we had acquired and the insight was game changing for this company.

Beacon helped us zero in on exactly what accounts to pursue and why. They are the way we now do business.
CEO, Technology and Services Firm

More about Our Process

Our data gathering process includes interviews and the analysis of quantifiable data and reports. We not only look at any patterns that develop but just as importantly, we look for the lack of patterns where there should be one.

The qualitative component of our assessment focuses on the emotional intelligence of each individual with sales responsibility. In many cases, team members with a high degree of sophistication around the “soft skills” of relationship development are vastly more successful in work winning than those who only understand the technical components of the sales cycle. We can help your organization pinpoint these individuals and help them to refine further their skill set and also help to scale an internal model of what good looks like.

The end product of our assessment may be something like an action plan where each team member emerges with a detailed roadmap for development. Or, it could take the form of a comprehensive report from a global point of view that looks at helpful and hurtful trends in the work winning team and how the client might want to address these issues.

Request a Complimentary Sales Consultation

Beacon offers an initial free consultation to find out how our global sales consulting experts, analysis specialists, and knowledgeable trainers can help your organization transform its business development processes.

Initial Engagement

Beacon is engaged in helping many companies dramatically improve their client relationships while simultaneously winning more work. This includes helping to drive a consistent sales framework and approach, improving the effectiveness of all client interactions and better leveraging of existing relationships.

Our initial engagement with your organization is custom tailored to the unique needs and challenges you face. In a broad sense, we are initially focused on two major areas of opportunity.

Define the Problem

By talking with key stakeholders in an organization, we can uncover exactly which challenges are having the largest effect on an organization’s sales success. In recent years, we have noted considerable changes in the challenges facing our clients. Ever-increasing economic pressures and rapid technological innovation have resulted in some complex services organizations steeply discounting their services and moving to more of a penetration pricing model. Global organizations are often challenged to create a common sales language and proper sales protocols for local markets. We will uncover exactly the challenges for your organization as our first step of engagement.

Define the Solution

With a thorough understanding of the problems, our sales consultants are then able to craft solutions based on our history in working with similar organizations and our proprietary research into common sales pitfalls and missteps. Our track record of untangling the related issues extends across smaller companies all the way to world’s largest services companies.

Pricing

We are upfront about the fees we charge and pledge to provide exceptional value while helping your organization to become more successful. Factors in our custom pricing quotes include the size and scale of an organization, the degree of its international presence, amount of work that will need to take place on-site versus online, and the need for ongoing consulting or support.

I thought I really understood account and client development, but with Beacon’s help, our global revenues tripled in 15 months.
Global Relationship Partner, Big Four

Request a Complimentary Sales Consultation

Beacon offers an initial free consultation to find out how our global sales consulting experts, analysis specialists, and knowledgeable trainers can help your organization transform its business development processes.

Sales Assessment

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Get a Complimentary Sales Consultation

Call us Toll Free 1-833-701-5952, or click the button