Outsourced Telesales & Customer Care

Transcription

1 L E A D E R S H I P S Y N E R G I E S Sales Consulting & Process Development Sales Force Assessments & Performance Evaluations Sales Training Strategic Account Management Advisory Board Management City Sales Assessments Outsourced Telesales & Customer Care

2 A Letter from John S. Parke Dear Colleague, In today s turbulent business environment, competitive advantage can be harder to achieve than ever before. For leaders who want to outperform the marketplace, assistance from an experienced and objective consulting company can mean the difference between success and failure. Leadership Synergies is here to help. Unlike other management consulting companies, our core competency is sales consulting. We specialize in the knowledge, resources, and tools necessary to accelerate your company s business results. Our client list is our best advertising. Companies of all sizes have selected Leadership Synergies because of our vast, real-world knowledge and our business philosophy: we deliver better-thanexpected results, on time and within budget. If you re looking for an experienced, trustworthy, and discreet partner to help you formulate winning strategies, contact us. John S. Parke President and CEO Leadership Synergies, LLC About John S. Parke Before forming Leadership Synergies, John S. Parke worked for Marriott International for more than 18 years, most recently as Vice President of the Global Sales Organization. In that capacity, he was responsible for overseeing five operating divisions, more than 200 senior sales executives, and $1.3 billion in annual revenues. Under Parke s leadership, the Marriott sales force was rated Number 1 by Sales & Marketing Magazine for three consecutive years. Clients Leadership Synergies has worked with the world s best-known brands, including: - Corporations of all sizes - Convention and Visitors Bureaus and government agencies - Associations Visit our website for a list of our clients:

3 CONSULTING SERVICES Leadership Synergies helps companies improve sales results. Our approach provides the architecture for sustainable results in sales effectiveness. Our consulting services help senior executives and their teams: Accelerate sales growth Shorten the sales process Neutralize competitors Manage their largest customers as business assets Strategic Account Management (SAM) Improve forecasting and reporting Your content and delivery were flawless, and the program content was eye-opening. Our troops left the meeting informed and enthusiastic about the year ahead. Freeman Companies Sales Assessments and Performance Evaluations In today s hectic business environment, achieving competitive advantage is harder than ever before. Now is the time to diagnose and treat your company s challenges by seeking a trustworthy, experienced sales consulting firm. Our methodology is to interview your company s senior executives, sales team, operations staff, and a cross-section of your clients. Our rigorous qualitative and quantitative research process identifies trends in the competitive marketplace and determines which areas within your sales organization are healthy and which areas need help. We provide a comprehensive report with candid recommendations for improvement and suggested next steps to accelerate your business performance. Simply put, we tell you what you need to do to achieve exponential revenue growth. Areas we evaluate include: Sales process Organizational design Sales team assessment Customer segmentation and satisfaction Tools and resources to support the sales effort Competitive analysis Leadership and team evaluation One of our assessment clients put it best: Wouldn t you rather initiate a sales assessment, learn what needs to be fixed, and then fix it rather than have your CEO or Board of Directors initiate the process? Most assessments take less than four weeks to complete. We are discreet, candid, and focused on your needs. Call us today.

4 LAUNCHING NEW STRATEGIC ACCOUNT MANAGEMENT TEAMS FOR YOUR COMPANY Strategic Account Management (SAM) is the science of managing your largest customers as business assets. Today s most innovative, results-oriented companies strive to preserve customer relationships that are of strategic importance to the company s future financial health. We specialize in installing comprehensive Strategic Account Management approaches within companies to transform the role of sales within the organization. Call us for a customized proposal for your organization. We specialize in: Launching new SAM teams Business plan development Executive buy-in SAM team selection process Identifying the right accounts Creating a Scorecard to measure success Account planning Identifying enterprise-wide value-added initiatives Business skills training Executive presentations and progress reports The levels of enthusiasm and energy I observed among our participants during the event were unprecedented in my career. Clearly, you hit the mark! International Association for Exhibition Management Sales Training Overview The best sales leaders have two things in common: the drive to win (passion and strategy) and the intelligence to assess (process improvement). The Leadership Synergies value proposition for training is simple: we use proven techniques customized to our clients unique needs, and we measure the return on the training investment. Our clients appreciate our honest, effective, realistic approach to selling. Our attendees learn to see each sale from the customer s perspective. Because we understand their world, we teach sales teams to create solutions that allow both parties to make and save money and build relationships that provide future opportunities. Leadership Synergies offers private, two-day sales training programs to address the unique needs of your organization. Our training programs include: Pre-work: conduct an online survey to assess the team s capabilities, provide pertinent articles, and do account research Training sessions: skill-building, real-life role-play situations, and account planning Post-event survey: for program effectiveness and future program design Our courses provide the most transformational results when conducted on a quarterly basis. See our website ( for training topics. The high level of audience interest was obvious during the presentation and the Q & A, and from the comments afterward. Delta Dental

5 STRATEGIC ACCOUNT MANAGEMENT TRAINING Managing your largest and most complex accounts requires advanced selling and influencing skills. To manage a strategic account program successfully, you need to leverage all the resources within your organization and work closely with your client s organization. Learn how to structure an account management approach that realizes maximum dollar potential and avoids common pitfalls. You ll learn how to: Conduct an effective client needs assessment and leverage the results within your company and with your customers Increase the share of business from your accounts Identify and influence key decision makers Recover and close challenging sales Leverage your organization s resources and minimize conflicts Formulate a business plan for strategic accounts Work in teams to close more sales Be recognized by your clients as the best provider of value-added services Improve your presentation skills (to individuals and groups of buyers) This was the first time we embarked on a Canada-wide training program, and you did an excellent job fulfilling a wide variety of expectations from a diverse group of participants. Convention Centres of Canada Sales Clinics Are your competitors taking a greater share of your customers business? Do your customers perceive you as just another vendor? Does it take too long to close a good sale? This two-day seminar will show you how to overcome tough obstacles and create win-win solutions for you and your customers. You ll learn how to: Clearly demonstrate the superiority of your product/service over your competition s Develop and enhance long-term professional relationships by helping your customers perceive you as a problem-solver Reveal and overcome hidden obstacles and customer hesitation to keep the sales process moving forward Map out a strategy for managing your own sales process Manage and prioritize your time effectively Understand your customer and identify opportunities We ve heard nothing but great comments about the program and its relevance to the needs and interests of members. Your session made a very positive contribution. Association Internationale des Palais de Congres

6 ADVISORY BOARD MANAGEMENT An advisory board is defined as a group of customers, executives, or professionals appointed by a company to provide guidance and support on important business issues facing the organization. Companies and organizations are discovering that an advisory board can serve as a valuable complement to your leadership team. We can help your advisory board to identify targeted strategies with effective value propositions to achieve sustainable competitive advantage. Advisory board types: Customer advisory board: customers who offer perspective concerning products, services, and industry issues Industry advisory board: industry experts who help define new industry standards Business-owner advisory board: experts who act as a sounding board for the strategic plan We handle all the details of advisory board management, from participant selection to meeting facilitation to the development of strategic initiatives. A new advisory board can be designed and in place in as little as 30 days. Our service is based on a fixed annual rate for two meetings per year with ongoing communication in between meetings. We ll customize the best approach for your company and quote you fees that provide an excellent return on your investment. Call us. Your firm has been a key contributor to the new MPI Member Solutions Program, which has real potential to move the meetings industry to a true professional level. Meeting Professionals International

7 CITY SALES ASSESSMENTS Many Convention and Visitors Bureaus (CVBs) are conducting city sales assessments to proactively address and capitalize on emerging trends. A sales assessment should not be confused with a branding exercise. The sales assessment is designed to help CVB leadership reposition the business community to attract and retain high-value business for the destination. We've provided services to more than 40 CVBs and convention centers worldwide. The most common reasons for initiating an assessment are to: Arm the CEO with factual data to take a pulse on the stakeholder community Proactively address changing market dynamics new products, competition, renovations, and expansions Reposition the destination based on current and relevant data Use new data to build/mend relationships within the business community and get all stakeholders focused on same goal Use a third party to give stakeholders a formal and constructive way to offer suggestions for improvement Key benefits achieved from conducting a sales assessment: Improved stakeholder relationships Improved business performance Effective customer management Neutralized competitors Improved staff esprit de corps Our assessments use industry-accepted standards from Destination Marketing Association International. A comprehensive assessment can be completed in days. We customize every assessment to address your unique needs. Call us to request a proposal for your destination.

8 OUTSOURCED TELESALES AND CUSTOMER CARE Account Solicitation and Qualification Are your sales team members good at building relationships and closing, but lack the proactive solicitation drive to generate new business? We offer a low-cost way to solicit and qualify large numbers of accounts that will function as an extension of your current sales efforts. Customer acquisition: We work with your team to prioritize sales leads based on likelihood of conversion and desirability We build in-depth customer profiles that will serve as high-quality leads We provide the necessary reports to support lead-generation activity and demonstrate Return On Investment We re seen by potential customers as an extension of your sales force; our agents qualify leads as if they were members of your sales team Program benefits: P Overall sales cost reduction by having a third-party entity (Leadership Synergies) do the qualification P Increased production and conversion P Improved market intelligence, trends, and customer data P Consultative recommendations for improvement by Leadership Synergies based on client feedback P Peace of mind, knowing that all accounts are being proactively qualified Additional services include: Client/member retention services: We track customer and/or member satisfaction using parameters you define Trend data and market intelligence: We provide consultative services to assess customer temperament and disposition Win-back services: To restore customer relationships that have been tarnished or broken A new solicitation program can be in place in as little as two weeks and can continue for as long as you see value. Our services are based on a fixed hourly rate and nominal set-up and management fees. Contact: Leadership Synergies, LLC PO Box 2060 Prince Frederick, MD info@leadershipsynergies.com