SOLUTIONS FOR SMALL AND MEDIUM-SIZED BUSINESSES

Congratulations, you have been in business long enough to move from “start up” to a small or medium business. You have overcome incredible hurdles to sustain your business. As you scale your business up, grow your customer base and evolve your offerings, you face a different set of challenges. Group 19 is poised and experienced in helping small businesses reach the next level.

Revenue—Nearly all Small Company CEOs say, “Cash is king and most problems can be solved with revenue.” Group 19 Solutions for Small and Medium Sized Business are focused on revenue generation, market expansion, operational excellence and cost management. Solutions include:

Business Focused Offerings

• Instituting real Measurements, dashboards, etc.
• Building and Testing your Value Proposition
• Fine tuning your corporate and solution Messaging
• Understanding your Cost and Pricing structure
• Setting Territories, Revenue Targets, and Expense models
• Choosing the right Sales Deployment strategies and models
• Outsourcing your Sales Force
• Complete outsourced sales for maximum benefit
• Partial outsourced sales for a new product, market, or campaign
• “Rent a Sales Manager” to provide immediate experienced leadership

Sales Focused Offerings

• Putting your Sales Strategy to work
• Opportunity Management—making it work for you
• Targeting your Market
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes—make them work for you
• Disciplined Methodology
• Team Selling
• Forecasting
• Process management
• Sales Force Automation
• Install Base / Reference Accounts
• Customer Retention
• Channels / Partners / Resellers
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Management Coaching / Mentoring—Individually customized

Personnel Focused Offerings

• Hiring & Retaining top talent
• Managing for Performance
• Skills Management
• Using Motivational Programs effectively
• Building the right Job / Position Descriptions
• Building and implementing effective Compensation Plans
• Etc.

A small software firm in Roseville CA used Group 19 to help reach new sales levels and re-excite their sales force. After a short Group 19 consultation on being disciplined in your Sales Methodology, here is what the COO had to say:

“Sales have picked up. I have more people reaching quota targets, and I'm much happier with the sales approach and quality of accounts that we are selling. You have helped me focus on selling as a process and getting my people on board with it. Handling my sales Eagle was particularly delicate but with our plan, we have done it. This process works. It’s not another sales gimmick to get the close. Instead, it’s a well designed system to place sales people on the same side of the table as the buyer. My sales people have found a new sense of excitement about their jobs and frequently tell me how much fun this is. Thank you.”
- Founder & COO, CustomerLink Systems

Group 19 offers a broad set of sales consulting solutions across businesses of all sizes. Solutions are delivered using a combination of methods including academic settings, clinics, workshops, one-on-one coaching and personalized mentoring. As all business are different, Group 19 solutions are tailored to fit your individual company and needs.

Sales Outsourcing—Many small and medium firms need a new focus on revenue generation, but for various reasons are not able to fund and staff growth in their in house sales force. Using Group 19, these firms can supplement their sales force with experienced sales force. Many firms have successfully outsourced functions such as legal, marketing, real estate, and others. A growing number of firms are successfully outsourcing sales. Interest in sales outsourcing is growing more quickly in start up, small and mid sized firms especially when sales management responsibility is still shared by the founder or CTO.

A short conversation with a Group 19 professional can help identify your specific needs and begin the work to implement a solution just for you. Use Group 19 as part of your competitive edge. Contact us at info@groupnineteen.com.