As the leader of a results-focused organisation, delivering year on year sales growth is a way of life. You’ve seen significant success in your existing customer base, where your brand is recognised and associated with value and quality. You feel that it’s time to test appetite for your services in new industry sectors; to acquire new customers; to enter new markets; but it’s time and resource intensive.
Catalina Consulting can help.
We begin with your vision & strategy – where do you see your company in 3-5 years time and what do you need to achieve to deliver that vision & strategy? What sales growth have you planned? Where will that come from? Which sectors and markets will be key to successful growth? What makes your product or service unique, where is it currently positioned in the market and where do you feel it should be positioned?
Strategy is knowing where to play and how to win. We translate your ambitions for your business into an executable strategy.
The key to success is experience combined with rigorous & disciplined planning. We provide you with both. We review your current selling strategy, your resources, your markets & industry sectors and your marketing collateral and we create a comparison matrix with competitors operating in your chosen area. From this we develop a series of actionable goals.
Most sales teams are run lean and concentrate on sales targets, but in order to achieve momentum in new markets or sectors you need additional resources. Hiring in a new market is a difficult and expensive process. We bridge that gap until there’s enough business to justify the new hire.
Our in-house designer will help you to develop impactful collateral that will distinguish your product and differentiate your company. We guide you through the creation of case studies, presentations and your tailored web presence.
Using our market and sectoral knowledge, we draw on our own contact base to set well qualified prospect meetings. We prepare detailed meeting briefs and if need us, we attend meetings with you. We help with the creation of proposals and we support the new-customer-engagement process, acting as an extension of your sales team.
Building long term relationships with customers that are of strategic importance to your business optimises value and helps you and your customers to achieve mutually beneficial goals. It’s a time-intensive process that sometimes gets lost in the day-to-day focus of new business development. We can help you to maintain tenure in key accounts, to increase your share of the customer’s wallet, to be a supplier of choice.
Winning the first sale is just the beginning. Your new customer will expect a local point of contact and you’ll need someone to support the customer through the delivery of their first order. We can help. Until you’re ready to go it alone, we represent you and we continue to help you to develop business for as long as you need us.
With established and growing cash-flow from new business, you can afford to either integrate new customers into your existing sales-team-responsibilities or to hire a dedicated sales director. We provide support for both, with high-quality handover of contacts & pipeline or help with hiring & training your new sales director.
To find out how we might help, and for a confidential, no-obligation discussion.