Approach & Services
Grey Sells Associates helps medium and large sized businesses to become great at securing & growing their most valuable clients.
Our Consulting Services are:
1) Vital Account Management:
By ensuring your vital sales accounts are expertly managed, we help you to build:
- purpose and direction;
- trust & relationship depth; and
- long-range insight into risks and opportunities.
1) We start at the foundations by rigorous Landscaping - identifying risks, problems, opportunities, levers and critical services.
2) Aiming your team collectively - creating a clear ambition of what you want to achieve with each of your Vital Sales Accounts and why.
3) The next essential set of disciplines is Planning and Alignment - ensuring that you are driving all resources after a commonly-held bold ambition, whilst prioritising and addressing the Landscaping outputs and addressing business as usual.
4) Client Management Fundamentals - Active development of critical relationships and advocacy, understanding political axis, establishing your operating rhythm, selling on service, building trust and credibility, making buying an easy habit, driving adoption of services, Process navigation, and forecasting.
2) Vital Account Selling:
By applying tailored Account Selling skills to reflect the type of opportunity being addressed, we help our clients to increase win probability, whilst creating urgency to buy, and optimising their cost of selling.
We help to segment the selling landscape and apply specific skills to each opportunity type, uncovering the true buying motivation to allow you to shape your offerings accordingly for:
- Renewal and refinement of existing business.
- Targeted acquisition of competitor spend.
- Responding in formal bid processes.
- Proactive business development.
3) Performance Acceleration Methodology
Transformation of performance permanently requires not only learning new skills, but also creating a habit of applying them brilliantly.
For this reason Grey Sells Associates consulting services for Vital Account Sales are integrated into a Performance Acceleration Methodology.
We are licensed partners of Whitten & Roy Partnership - a leading consulting firm in Sales Transformation, and have interlocked their R=A+C+E Performance Acceleration Methodology into our offering.
R=A+C+E: Results = Attitude + Competence + Execution ® 2009 W Roy Whitten, PhD & Scott A. Roy
R=A+C+E Performance Acceleration Methodology firstly observes that the positive management of three factors consistently drive better results:
- Attitude. The mindset you maintain towards an activity, a challenge, a person, or a situation.
- Competence. The skills and techniques you equip yourself with to meet challenges, in pursuit of your ambition.
- Execution. Organising yourself effectively so that you do the right thing, at the right time, with the right people to get the results you desire.
The R=A+C+E Performance Acceleration Methodology then provides a unique approach to managing results from yourself and from team members.
By looking at performance through the three lenses of Attitude, Competence and Execution, we enable Vital Account Sales leaders and team members to consistently apply skills to actively manage their performance through each of these three domains to ensure that results are maximised.