Sales Enablement Consulting

While many of these steps can be accomplished quickly, it is imperative that every client touch point be understood in the context of your broader objectives.

For example, in one of Beacon's Sales Enablement Consulting efforts, we examined not only who was interacting with the client, but who was not and why. It became apparent that although revenue from this client was good, the selling organization was leaving massive amounts of revenue on the table. The primary reason was they struggled to execute sound up-selling strategies to client’s with whom they already had a relationship.

As the client told us, “Beacon’s sales enablement consulting helped us formulate a plan to better create linkages across our services. We then trained staff and on how to foster better introductions for reasons related to the client’s issues and this naturally led to more opportunities to cross-sell.”

This is a good example of how Beacon helps clients foster change and improve their selling effectiveness while simultaneously bettering their relationships.