Winning Business
You have strong products and capable sellers, yet winning new business feels inconsistent and often based on individual heroics. There is a better way.
Our Winning Business process aligns your team around a repeatable, intentional, consultative sales system.
Clients who have introduced the Winning Business system:
- Saw an increase in win rate from 1/14 to 1/3
- Closed a £50 million deal and accredited it to Winning Business
Winning business is a capability, not an event
When a structured sales system is missing, teams suffer from:
- Poor qualification: Wasting time on "unwinnable" bids
- Product feature centric pitching: Focusing on what you do rather than your client’s own challenges
- Late entry: Entering the process after the requirements have already been defined
- Internal silos: Sales, marketing, project, and product/service teams work in isolation, often with some teams having limited-to-no involvement
The Winning Business system resolves all of these issues.
How we transform your sales process
The Winning Business process follows these four steps:
- Assessment: Together we benchmark your current approach, win rates and identify internal silos
- Bridging the gap: We define the steps needed to move from heroics to a successful, repeatable sales system
- Building a framework: Together we design a tailor-made Sales Alignment Framework for your business (see below). *
- The workshops: Attendees (anyone who interacts with clients) learn the framework, and best sales practices and tools for getting the most out of it. They learn by doing, applying it to realistic high-value opportunities.
Attendees walk away equipped with a repeatable approach for sales success.
*If you already have/follow a repeatable process for selling, we're able to start at stage 4.
The key components of successful selling
During stage 3 of the Winning Business process, we design a custom Sales Alignment Framework that includes:
Strategy: A defined, repeatable process for winning work
Insight: A deeper diagnosis process and understanding of client ambitions and marketplace hurdles
Differentiation: A value proposition that addresses your clients' issues and needs, and results in a value proposition that stands out from competitors
Alignment: An agreed approach to cross-functional contribution for every opportunity
Leading sales tools: Learned through applying to real world opportunities, not abstract theory
The outcomes
Clients who have introduced the Winning Business system have seen:
Stronger relationships: Moving from transactional selling to genuine, longer-term partnership with clients
Unified teams: Reduced silos between sales, delivery, and leadership
Repeatable success: The consistent use of a system that doesn't rely on individual brilliance