GBC’s experienced marketing staff
will use market research to develop dynamic plans to meet your
revenue goals, and provide implementation support with proven
programs that are results driven.
GBC’s marketing and sales framework is based on a series of
programs that are customized to meet the specific needs of our
clients. Each of these programs targets a portion of the
overall revenue generation process and can be implemented as a
stand-alone engagement, or as part of a more comprehensive approach
consisting of two or more programs implemented together.
Offering Definition and Target Market Analysis
The most critical task of a successful revenue generation
process is to position the right product or service, which solves
the right problems, to the right market. GBC works with our
clients to develop a timely understanding of what is happening in
their marketplace. We then help create alignment between the
composition of the product or service and the messages that
articulate its value to the target buyer. Finally, we ensure
that everyone in the organization has the tools necessary to
properly articulate the key messages and the value that the solution
will bring to a prospective buyer. Our goal is to improve
sales and marketing productivity and reduce wasted time and money by
ensuring that the right buyer is targeted with the right message.
Effective lead generation programs help companies expand their
real sales funnel. They allow more opportunities to get in the
door and get in front of the right types of prospects. GBC
helps clients develop and implement targeted lead generation
programs that increase the number of qualified prospects that enter
the sales pipeline.
GBC will work with you to identify skills gaps in your team and
craft training programs that will result in immediate improvement in
their ability to prepare for, run and follow up on each step in the
Qualification, Pursuit, and Closing
Poor qualification processes and standards result in increased
cost of sales and lower closure rates. Through the
introduction of best practices and the creation of customized
qualification criteria GBC ensures that your sales force is only
focusing on deals that are likely to close. We also work
with you to identify a comprehensive pursuit and closing process
that increases closure predictability and provides executive
management with the information needed to evaluate the pipeline
and focus their efforts where they are needed the most.
Account Management and Penetration
We will help you design a comprehensive process that will ensure
that you are maximizing the revenue from your strategic accounts
while managing risks to the relationship and to the future revenue
you are relying on. We will also train your sales force to use
the process by working with them on real accounts, thereby ensuring
that it is fully implemented.
Sales Management and Operations
Sales management encompasses organizational structure,
compensation and incentives, hiring and staff turnover, and sales
force automation. Using a proven set of best practices, GBC
will work with you to put in place a sustainable sales management
process that is able to grow with your organization.