Revenue Generation as a Service (RGaaS™) provides all the benefits of Outside-In Selling together with monthly support and training. The fastest way to successfully adopting a sales approach that is totally founded upon managing the specific Customer Buying Journey, and the fastest way to accelerate revenue growth.
Map your target market’s buying journey, embrace the principles of Outside-In Selling™, and then benefit from a focused monthly sales training and revenue acceleration program, coaching assignments and pipeline analysis.
Revenue Generation as a Service (RGaaS) is an innovative new sales training approach that blends sales development with proven revenue generation methods. It is based upon three aspects pioneered by the company:
- Outside-In Selling: Extensive research has shown that customers buy as a result of successfully completing a buying process, not as a result of a sales process. Yet most companies are not totally aware of their target market’s buying journey and the sales approach remains one of endeavoring to convince a prospect of the value of the offering: a sales approach firmly rooted in the old world of the 80’s. Outside-In Selling shifts the focus 180° from an internal sales process to an emphasis on initiating and managing the customer’s buying journey.
- Continuous and Blended Training: It’s a well-known fact that a single sales training event has little lasting impact and simply does not change the behaviors and habits of a sales team. Using award winning approaches pioneered by our sister company (3GS), RGaaS leverages the latest approaches to offer continuous and blended learning integrating the learning into every day selling activities.
- Managing and accelerating the revenue generation process: The focus of the RGaaS program is to accelerate revenue generation. Using leading edge approaches to pipeline management RGaaS enables pinpointing bottlenecks in the system and then quickly applying techniques to accelerate results.
Month 1: Market-Partners utilizes it’s RapidBuild Workshops to map the specific target market’s end-to-end Customer Buying Journey. With the Buying Journey mapped an overall revenue acceleration strategy is crafted and then the Outside-In Selling Roadmap is developed. The Outside-In Selling Roadmap defines each step in the buyer’s journey. For each step in the buying journey the optimal sales activities are defined. The Outside-In Selling Roadmap also provides the check list of what should happen at each stage of the buying journey and the interactions to ensure that the selling is in lock step with the buying. The Roadmap makes sure that as the sale progresses the customer is actually moving forward through their overall buying journey.
Month 2: The Outside-In Selling Roadmap is introduced to the sales force through a six-hour workshop. Armed with the Roadmap the sales force is equipped to know exactly where a customer is in their buying journey and then a check list that enables them to engage in the most effective selling activities to move the opportunity forward in the buying journey.
Following Months: Each month we facilitate a highly interactive and intense 90-minute live virtual roundtable workshop. During the course of the workshop the sales team will focus on best practices for a specific stage of the customer’s buying journey and a particular selling skill which is deemed critical to success. After each roundtable the sales team is tasked with an assignment that immediately turns the dialogue from the session into action in their everyday selling activities. Sales managers are provided with a coaching guide so they can reinforce requisite behaviors. The sales team is encouraged to discuss real selling situations during the course of the roundtable workshops. These are not PowerPoint presentations over the web, but are highly action-oriented discussions focused on the real issues and opportunities of the day. The continuous nature of the program enables new habits to be embraced.
In addition to facilitating the monthly roundtable workshops Market-Partners will also conduct a monthly checkpoint including an analysis of the pipeline. This checkpoint serves to monitor adoption and progress of new techniques and selling practices across the team. There is but one objective for the program: accelerating revenue generation.
Market-Partners also provides access to its streaming video series of best practices and sales skills. Each of the modules in the series focuses on a particular sales skill or best practice area. The modules focus on highly pragmatic examples and provide a series of simple, yet highly powerful, tools and techniques for the sales force to immediately deploy.