With a strong dislike for sales but a desire to generate more clients for eQA, Director Murray Spiers approached Salesmasters to develop a highly customised sales approach to increase results from business development activities.
To help Murray become comfortable with generating new business, we created an elevator pitch and key messaging that felt authentic to Murray and resonated with potential clients.
Creating an accountability structure was also a crucial part of our work with eQA. This included developing weekly activity metrics that measured the number of calls made, appointments secured, proposals sent, and business won. This went hand in hand with ongoing mentoring, which included role-playing, training, and encouragement to help Murray perfect his approach and continue to improve his sales performance.
- Effective business development approach that is authentic
- Clear activity metrics that have produced improved sales conversions
- Ongoing support and mentoring to ensure continual improvement in sales performance