SALES APPROACH

We support our clients’ market impact by optimizing their sales approach. Point of departure is always our clients’ market segments buying process the We connect performance expectations, skills, sales technology and sales team culture and help ensure there is a clear and consistent sales approach. We support setting structures, processes, sales leadership approach and sales plans to support the sales approach, and drive commercial excellence initiatives.

SALES PERFORMANCE & DEVELOPMENT

Development of sales teams yields high returns. To achieve optimal impact, we combine performance goals with learning objectives.
We develop and facilitate tailored programs and sales academies based on relevant sales methodolgies, action consulting principles and blended learning components.
Our client centred selling (CCS) concept provides a comprehensive framework for engaging, structuring, and strategizing sales activities.

GLOBAL ENGAGEMENT

Based out of Copenhagen, we support our clients globally. We deliver consulting, project management and facilitation in all major languages and on every continent. Our client portfolio is primarily international growth companies in a wide range of industries such as software/SaaS, bioscience, industry, technology, financial services, healthcare, AEC, professional services and other complex selling environments.

COMMERCIAL EXCELLENCE – PMO SUPPORT

We engage in PMO assignments on Commercial Excellence projects such as project manage implementation of CRM and other sales technologies or strengthening the sales & marketing alignment on demand generation, lead management and Account Based Marketing approach.

CREATING SUSTAINABLE PERFORMANCE

Today, the objective of selling is to become an integrated part of the customers buying process. With 60-80 % of a B2B purchase handled digitally, sales people need to display excellent communication skills, have subject matter or industry expertise, and show that they understand the buyers’ role and their business. The most efficient salespeople can facilitate a decision process as if they where project managers for the customer, and hold understanding of value creation at the centre of the conversation.

Long term sustainable performance is achieved through a combination of selling skills, application of process, structure and sales technologies, and the role modelling behavior by leadership and in the team. It is the common quantity of these 3 elements that create sustainable performance over time.

The ability to combine digital presence with human interaction is key to successful sales performance. The seller has to function as a team, and the salesperson is pivotal in orchestrating collaboration between marketing, pre-sales experts, c-level contributors and others.

Today, the ambition for most sales teams is to position themselves as trusted advisors through a consultative approach and focus on what value looks like and how they best support the customers’ buying process.

IN OUR PROJECTS, WE ALWAYS HAVE A DOUBLE FOCUS

According to a McKinsey Global insituted study (2023), Performance & People focused companies average x1.1 higher economic profit compared to a x0.4 multiple for Performance-focused companies only. The Performance + People companies distinguish themselves from Performance-driven companies by achieving more consistent results, show greater earnings resilience and are stronger at attracting and retaining talent.

For decades, CCS nordic have specialized in designing and implementing projects with dual focus on performance and development. Our benchmark shows that our apporach yield impacts as high as 8x return on investment.