.png)
XPANDIZE
Sales Services
The XPANDIZE Performance Logic guarantees your success:
Passion + Hard Work + Knowledge + Creativity = Success⁴
∞ Sales Process Design
∞ Reorganization and Structuring of the Sales Organization
∞ Pipeline- & Forecast Management
∞ Sales Methodology Implementation (MEDDICC)
∞ Demand Generation
∞ Sales Compensation
∞ Sales Training and Coaching
∞ Country specific Licensing and Pricing
XPANDIZE
Sales Services
XPANDIZE
The foundation of a sales process requires capturing fundamental business aspects before introducing solutions, services or products, including:
∞ Company Mission
∞ Nature of the business
∞ Understanding the company's culture
∞ Company values, particularly as they relate to customer service.
By incorporating these fundamental business aspects into the sales process, companies can create a solid foundation for building customer relationships, increasing revenue and achieving long-term success in the marketplace.
XPANDIZE offers to design or redesign a tailored Sales Process especially for your business.
Sales Process Design aims to provide a comprehensive resource for both experienced and new sales professionals to optimize their sales capabilities while facilitating efficient company growth.
When combined with the sales playbook, a sales process guides sales organizations towards success and enhances the effectiveness of selling time. It is all about time to market!
Moreover, the sales process accelerates the onboarding process for new employees, enabling them to swiftly contribute to your company and serve the customers.
Company growth depends on the functionality of the sales engine. The objective is to rapidly familiarize sellers with company procedures, cadence, and policies.
_edited.png)
Sales Process Design
Training and Development Programs
We offer customized training and development programs to equip your sales team with the necessary skills, knowledge, and tools to excel in the Swiss and German-speaking markets. This includes sales techniques, product knowledge, cultural sensitivity, and negotiation skills training.
Performance Management Systems
We establish robust performance management systems to track individual and team performance against key metrics and objectives. This includes setting measurable goals, providing regular feedback, and implementing performance improvement plans as needed.
Sales Culture and Team Dynamics Enhancement
We focus on fostering a positive sales culture and enhancing team dynamics to promote collaboration, motivation, and accountability within your sales organization. This involves team-building activities, recognition programs, and communication strategies to foster a cohesive and high-performing team environment.
Continuous Improvement Initiatives
We believe in continuous improvement and adaptability to changing market dynamics. Our team remains proactive in identifying opportunities for optimization and innovation within your sales organization to stay ahead of the competition and drive long-term success.
With our specialized solutions for sales team restructuring and organization, we empower foreign technology and IT-service companies to build highly efficient, productive, and results-driven sales teams in the Swiss and German-speaking markets, driving accelerated growth and market success.
Discover our specialized solutions dedicated to reorganizing and structuring the sales teams of foreign technology and IT-service companies venturing into the Swiss and German-speaking markets. At XPANDIZE we excel in optimizing sales structures, refining team dynamics, and implementing tailored strategies for market penetration. With our emphasis on talent alignment, process optimization, and performance enhancement, we pave the path for streamlined sales operations and accelerated growth. Explore our offerings and embark on your journey to sales excellence with confidence.
Sales Team Assessment and Alignment
We conduct a thorough assessment of your sales team structure, roles, and responsibilities to identify areas for optimization and alignment with your market entry strategy.
Customized Sales Structure Development
Based on the assessment findings and your business objectives, we collaborate with your team to design a customized sales structure tailored to the unique dynamics of the Swiss and German-speaking markets. This includes defining territories, segments, and hierarchies to maximize efficiency and effectiveness.
Role Definition and Talent Mapping
We assist in defining clear roles and responsibilities for each member of your sales team and map talent to specific roles based on skill sets, experience, and market knowledge.
Process Streamlining and Optimization
We streamline and optimize your sales processes to eliminate redundancies, improve workflow efficiency, and enhance overall productivity. This involves standardizing procedures, implementing automation tools, and integrating technology solutions to support sales activities.
Reorganization and Structuring of the Sales Organization
Needs Analysis
Understanding the prospect's specific requirements, challenges, and objectives to determine how the business's products or services can address their needs.
Proposal/Quote
Presenting a formal proposal or quote outlining the proposed solution, pricing, and terms of the offer based on the prospect's requirements and preferences.
Negotiating
Engaging in negotiations with the prospect to address any concerns, objections, or pricing issues and finalize the terms of the deal.
Closing
Successfully closing the deal and securing a written commitment from the prospect to purchase the product or service.
The sales pipeline provides sales managers and executives with an overview of the status and progress of the sales process. This allows them to track the progress of opportunities at each stage, identify potential bottlenecks or areas for improvement and forecast future sales based on the likelihood of closing deals within the pipeline.
By actively managing and optimizing the sales pipeline, businesses can improve sales efficiency, prioritize resources effectively, and increase their overall success in converting leads into customers.
Why are sales planning and forecast management so important?
The effectiveness of a sales pipeline and the accuracy of forecast management lead to more accurate management reporting, the ability to make changes to pricing, sales and promotional incentives, review the effectiveness of products, features, markets and prices and ultimately increase sales.
XPANDIZE offers the development, the implementation and the training of a specific and tailored pipeline- and forecast management.
Accurate reporting enables better incentives and increased product effectiveness. Overall, sales forecasting categories provide valuable insights into sales performance and help organizations make data-driven decisions to drive growth and profitability.
A sales pipeline is a snapshot or representation that shows where and at what stages potential customers are in the sales process. The sales pipeline also shows the number of deals that sales reps are expected to close within a certain period of time (week, month, quarter, year). This pipeline can also provide information on where the sales employees stand in terms of sales quotas.
Sales pipeline and forecasting management includes responsibility for tracking and managing each sales opportunity at specific stages.
Companies can define their sales forecast categories differently depending on their preferences and/or CRM systems.
The "pipeline" is a sales forecast category that represents potential sales opportunities at various stages of the sales process. In the context of sales forecasting, the pipeline refers to the collection of leads, prospects, and deals that have been actively pursued by the sales reps or identified as potential opportunities.
The sales pipeline typically consists of stages or phases that reflect the progression of a lead or opportunity through the sales process, from initial contact to closing the deal. These stages can be: Prospect – Pipeline – Best Case – Commit.
Prospecting
Identifying and qualifying potential leads or prospects that match the business's target customer profile.
Qualification
Assessing the viability and potential value of a lead or opportunity based on factors such as need, budget, authority, and timeline (commonly known as BANT criteria).
Pipeline- & Forecast Management
Decision Process
Mapping out the steps and stakeholders involved in the customer's decision-making process. This includes understanding the timeline, approval process, and potential roadblocks or challenges that may arise.
Identify Pain
Identifying the pain points, challenges, or problems that the customer is facing and how your product or solution can address them effectively.
Champion
Identifying and building relationships with internal advocates or champions within the customer's organization who can support and champion your solution throughout the sales process.
Competition
Understanding the competitive landscape and how your offering compares to alternative solutions or competitors in the market. This involves identifying strengths, weaknesses, opportunities, and threats relative to the competition.
By systematically addressing each component of the MEDDPICC framework, sales professionals can gain deeper insights into customer needs, tailor their approach more effectively, and increase their chances of success in complex sales engagements.
XPANDIZE used to work with the MEDDICC methodology and offers to implement it into your sales process.
Marcel is a MEDDPICC certified MASTER.
A sales methodology is the "how" of selling, the translation of objectives into actionable steps and activities to position oneself optimally and increase competitive advantage and win rate.
Every organization is focused on how to succeed by formulating and successfully executing its growth strategy for new business, eXPANSION and customer retention - whether it's a major restructuring or simply aligning sales and customer success with a new message and value proposition.
The challenge is to turn great strategies into great results with a sales enablement roadmap and methodology to accelerate sales results. To achieve this, many companies are developing or licensing a sales methodology to empower their teams.
MEDDICC is a sales methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. It is a framework used by sales professionals to qualify opportunities, understand customer needs, and navigate complex sales processes effectively. Here's a brief overview of each component of the MEDDICC methodology:
Metrics
Understanding the key performance indicators (KPIs) and metrics that matter to the customer's business. This involves identifying measurable outcomes or goals that the customer wants to achieve through the purchase.
Economic Buyer
Identifying the individual or group within the customer's organization who has the authority to make purchasing decisions and control the budget.
Decision Criteria
Understanding the specific criteria or factors that influence the customer's decision-making process. This includes considerations such as functionality, cost, ROI, scalability, and alignment with strategic objectives.
Sales Methodology Implementation (MEDDICC)
Personalized Sales Outreach
∞ Customized Messaging: Tailoring sales messages and communications to resonate with the specific needs and pain points of target prospects.
∞ Relationship Building: Establishing rapport and building relationships with prospects through personalized and meaningful interactions.
∞ Follow-Up: Consistently following up with prospects to nurture relationships and guide them through the buying process.
Data-Driven Decision Making
∞ Analysis: Analyzing sales data and metrics to identify trends, patterns, and areas for improvement.
∞ Insights Generation: Extracting actionable insights from data analysis to inform sales strategies and decision-making processes.
∞ Forecasting: Using historical data and trends to forecast future sales performance and set realistic targets and goals.
CRM Integration
∞ Lead Tracking: Tracking and managing leads within CRM systems to ensure timely follow-up and engagement.
∞ Data Management: Maintaining accurate and up-to-date customer information and interaction history within CRM databases.
∞ Reporting: Generating reports and dashboards to track sales activities, pipeline progress, and performance metrics.
Sales Pipeline Management
∞ Pipeline Monitoring: Monitoring the progress of leads and opportunities as they move through the sales pipeline.
∞ Pipeline Optimization: Identifying bottlenecks and inefficiencies within the sales pipeline and implementing strategies to improve flow and velocity.
∞ Forecasting: Forecasting future sales revenue based on pipeline health and historical trends.
Performance Tracking and Optimization
∞ KPI Measurement: Tracking key performance indicators (KPIs) such as conversion rates, win rates, and average deal size.
∞ Continuous Improvement: Implementing iterative improvements based on performance data to optimize sales processes and outcomes.
∞ Goal Setting: Setting realistic sales targets and goals based on historical performance and market trends.
Demand generation refers to how Go-to-Market (GTM) organizations create programs to generate increased demand for their brand, product, or service in order to increase revenue and earn more profit. Think of demand generation as a long-term relationship between a brand’s marketing and sales teams, and prospective customers.
We specialize in targeted lead generation strategies that aim to identify and qualify high-potential prospects who are ready to become future customers. We optimize sales funnels to ensure a smooth and efficient conversion process and maximize the number of leads that pass through each stage to purchase. We develop personalized sales campaigns tailored to the individual preferences and problems of your potential customers, increasing engagement and conversion rates. Using data analytics and insights, we drive data-driven decision-making processes to develop sales strategies, identify trends and prioritize opportunities with the highest likelihood of success. With our sales pipeline management expertise, we monitor the progress of leads, identify potential bottlenecks and take proactive measures to ensure a steady flow of opportunities that close. We provide comprehensive performance tracking and optimization services by continuously monitoring and analyzing the performance of the sales pipeline to identify areas for improvement and implement optimization strategies that improve results over time.
XPANDIZE offers tailored sales-driven demand generation for your future business. Here are some of the possible activities:
Targeted Lead Generation
∞ Prospecting: Identifying and researching potential leads within target markets.
∞ Outreach: Reaching out to leads through various channels such as email, social media, and networking events.
∞ Qualification: Assessing lead fit and interest to determine if they meet criteria for further engagement.
Sales Funnel Optimization
∞ Lead Management: Organizing and prioritizing leads within the sales funnel based on their stage of readiness to purchase.
∞ Conversion Optimization: Implementing strategies to increase the percentage of leads that progress through each stage of the sales funnel.
∞ Customer Journey Mapping: Mapping out the customer journey to identify areas for improvement and optimization.
Sales Enablement Support
∞ Training: Providing sales teams with training on product knowledge, objection handling, and effective sales techniques.
∞ Tool Provision: Equipping sales teams with tools and resources such as sales collateral, templates, and CRM software to streamline their workflows.
∞ Support: Offering ongoing support and guidance to sales teams to address challenges and optimize their performance.
Demand Generation
"With over 25 years of experience in market exploration and development, we have established an extensive network in the enterprise business in Switzerland and abroad. We are closely connected with decision makers, influencers and beneficiaries, enabling us to facilitate introductions and connect you with businesses from various industries."
We develop sales commission plans that align your sales incentives with your business objectives, whether it's revenue, profitability, customer growth, new business development or product-related goals.
Our goal is to work with our clients to achieve fair and competitive compensation for the sales team that is also fair and affordable for the business. Our plans are easy to track and administer. We present them in a way that helps your sales reps understand how they earn commissions and how their commissions are calculated and paid.
XPANDIZE offers the development of a specific and customized compensation- and incentive plan for your sales organization.
Sales Compensation
Effective sales coaching and mentoring is one of the most powerful tools available to improve performance, maximize productivity and achieve sales growth. Often, companies promote or hire a person who has the promise of becoming an outstanding sales leader but has not yet fully developed those skills. As an certified coach and mentor, we work with your sales to develop the skills they need to succeed, including people management, communications, people development, sales management, interdisciplinary collaboration, and sales process and planning.
XPANDIZE offers individualized training and coaching to achieve the best results for your business goals and the individual situation of each salesperson.
Marcel is a certified coach for solution-oriented short-term coaching based on the method of Steve de Shazer and Insoo Kim Berg.
Sales Training and Coaching
We offer comprehensive support in defining country-specific license and pricing models tailored for our customers entering into new markets.
Our services include:
∞ In-depth market research and analysis to consider local regulations, competitive landscape, and customer preferences.
∞ Customized license models development aligned with market dynamics and client requirements.
∞ Pricing strategy development balancing profitability with local and international market demand and customer value perception.
∞ Localization and compliance with local laws, regulations and industry standards.
∞ Flexible and scalable models to accommodate future growth and evolving customer needs.
∞ Documentation and communication of the proposed models to internal stakeholders and potential customers.
∞ Testing and iteration through pilot tests and market trials to refine the models.
∞ Training and support for internal teams on effectively selling the models to customers.
With our expertise, you can move confidently into new markets and optimizing your licensing and pricing strategy to ensure success.