Methods derived from 20 years of primary research at 100+ market leading companies, 5000+ sales campaigns and 150 million+ sales outcomes.
Benchmark and best practices data from some of the best SMB Sales Operations on the planet
Massini Group sales acceleration professionals use highly evolved methods to develop a mathematical model of your current sales workflow and performance.
- Our measurements are extremely time efficient and comprised of :
- time motion studies
- process data analytics
- structured leadership interviews
The outcome of this stage is a prioritized list of proposed data, platform and workflow modifications with a quantified sales acceleration factor associated with each.
Build a structured, statistical foundation for sales process control
Reliable, predictable sales acceleration requires that the process be reproducible and as efficient as possible.
Massini Group sales acceleration professionals will map out each aspect of your sales workflows and recommend adjustments to data, platform, skills, assignments and organization based upon best practices proven via years of engagement with some of the best SMB sales operations on the planet.
Simplify, streamline and speed up sales workflows to drive sales acceleration
SMB sales forces thrive in environments in which wasted time, extraneous motion and unnecessary work is minimized.
Via a combination of data support, platform functionality, skills development and workflow optimization, Massini Group’s sales acceleration professionals will help your sales teams execute a sales workflow that will produce breakthrough results and provide you with insights that you can use to get better every month.
Utilize leading indicator metrics to isolate and exploit opportunities
Massini Group’s years of research has established verifiable causality between specific metrics and the sales workflow components that drive them.
Massini Group’s sales acceleration professionals will teach your sales leaders to use leading indicator metrics in real time to make decisions and take actions that get more sales from every agent, every dial and every lead – every day.
Align the capabilities of your sales team with the needs of your targets to drive breakthrough sales results
The core of the Empirical SellingSM methodology is an iterative sales acceleration cycle, built on a highly structured foundation, employing a streamlined workflow and managed via leading indicator metrics.
As the last stage of the sales acceleration cycle, Massini Group’s sales acceleration professionals will recommend adjustments to address the next highest priority gap in best practices and in so doing, take your team to the next level.
EMPLOYS AN ITERATIVE SALES ACCELERATION
CYCLE TO METHODICALLY DRIVE BEST PRACTICES
The core of the Empirical SellingSM methodology is an iterative sales acceleration cycle, built on a highly structured foundation, employing a streamlined workflow, managed via leading indicator metrics and resulting in a methodical approach to driving stepwise refinement with the goal of moving toward best practices.
The primary objective of Empirical SellingSM is rapid alignment of every aspect of a modern SMB selling environment, including leads data, predictive analytics, targeting, recycle strategy, nurturing strategy, assignments, team organization, sales technique, queue management, appointment setting, agent skills, call monitoring and scoring, leading indicator metrics, workflow, and platforms.