Approach

Kodiak starts by working with each client to define the customer's buying process for their solutions. The sales process is then based on the activities required to align with and lead the customer's decision process. Customized tools are also created, enabling effective qualification, assessment and planning. All deliverables are developed using a collaborative, workshop-driven consulting model.

Deliverables

Kodiak captures the sales process content in playbooks that include the following:

• Customer buying process
• Sales stages and descriptions
• Outcomes and exit criteria
• Best practices
• Roles and contributions
• Planning tools: Territory, Account, Opportunity, Sales Call

Results

Sales Process projects typically deliver near-term wins and significant long-term improvements. A fully adopted sales process becomes the foundation for crisp sales execution and repeatable best practices. Clients see improvements in the following areas:

• Pipeline growth
• Opportunity qualification
• Executive engagement
• Consultative solution design
• Forecast accuracy
• Win rate