JWPM Consulting logo

In B2B, face-to-face wins the race

As B2B and industrial marketing relies on continued direct contact with customers to maintain and build sales, it is fundamental that your salesforce is engaged and working effectively at the frontline.

At JWPM, we can assist in developing high performance sales teams to maximise return on salesforce investment.

We work with all areas of a company, from business owners and executive management through to business development managers and your salesforce team, to develop a sales culture focused on delivering return from front line selling activity.

  • Advice on developing company and product sales models, processes and people
  • Salesforce recruitment, mentoring, training and development
  • Sales system and CRM implementation
  • Opportunity tracking and pipeline management
  • Sales support material, capability statements, tenders and proposals

Our proprietary Sales Metrics™ model for industrial selling provides a powerful tool for pinpointing sales force issues - with a focus on developing People, Processes and supporting Technology.

Direct contact and personal relationships are critical in B2B transactions.

We understand the value that individuals bring to your sales effort and how to bring out their best, supported by the right systems and tools tailored for b2b markets.

We assist clients to analyse their sales function and, where required, to design a new structure that more effectively engages with the market place. We undertake company sales force reviews, and sales activity analysis to support assessment of the effectiveness of your current sales effort.

To ensure that members of your sales force are effectively working as ambassadors for your brand, we assist companies develop their salesforce capacity; advising on salesforce recruitment, mentoring, incentivising, training and development.

We have experience in developing sales prospecting systems, identifying and defining key business sales targets and allocating sales territories based on defined markets; implementing supporting sales systems and CRMs, and utilising tools to support opportunity tracking and pipeline management. Our content, graphic design and digital delivery specialists can also assist the development of targeted sales support materials, capability material and direct selling tools to support lead generation and business development activity, and provide support in developing tender and proposal responses to assist in ‘closing the deal’.

Running a salesforce is expensive. It follows that your business development and salesforce activity should be tightly focused to maximise sales opportunities.