revenue retention and revenue augmentation programs

Pursuit Mentors confidential, Copyright protected 1

Revenue retention and Revenue Augmentation Programs

Apply Design Thinking to…

• High Value Consultative Sales

• Retain and expand existing Accounts

• Craft Winning Proposals for complex Global RFPs

• Effective Remote Sales

Complete Business Solutions in a box !

Pursuit Mentors confidential, Copyright protectedPursuit Mentors confidential, Copyright protected 2

We understand growth aspirations of business leaders

Challenges for Business leaders find to prepare growth teams:

1. Differentiate in the crowded market as thought leaders

2. Ensure unexpected value to both existing and prospective customers

3. Win more sales creating urgency with customers

4. Keep competition at bay, win new sales & expand

5. Retain and win more business within existing customers

6. High effective messaging and conversations with customers

Create customer value Educate with insights

Digital sales readinessPursuits proactiveness Client advocacy Sell with empathy

Sellers should…


How we shall enable revenue and growth?

Revenue growth = Large Sales + Expanding accounts + Winning Proposals + Remote Sales


We leverage Design Thinking to understand key aspirations of business leaders1

Ground effectiveness assessment

with all growth stakeholders

Submit findings, design custom interventions to all

functions

Detailed relevant interventions - advisory, consulting and training

30, 60 and 90 days intervention for learning

reinforcement

Assess Customize Deliver Sustain

• We assess and find out the sweet spots and areas for improvement

• Focus on Sales, Account Management, Winning Proposals and Sales Prospecting

• Custom design interventions – assessments, processes, playbooks & training

• Leverage our Business Solutions till your growth aspirations are realised


We do Growth Assessments to know precise needs and gaps

1 Understanding thorough buyers needs, identify quick solution and tying those to sellers' offerings

2 Ability to narrate opportunity specific benefits, differentiate and substantiate them

3 Quantifies business improvement, timing, payback period and how results will be measured

4 Being empathetic with buyers, standing in their shoes, builds rapport

5 Understand buyer’s traits, diverse stakeholders and buying styles to modulate conversation

6 Understanding rational and hidden needs, quickly identifying buyer's purchase inhibitors

7 Ability to narrate the effect of not buying now, when buyers are unable to make decisions

8 Ability to narrate the impact of past success stories or success instances

9 Ability to paint the post purchase emotions of future desired state

10 Ability to assess and respond to need, impact, time, emotions related questions

11 Ease of doing effective pricing discussions, receptable to tough questions and being in the flow

12 Ability to quickly swing back discussions on value and impact in failing conversations

13 Balances well and effectively between asking questions and giving advice

14 Has enough knowledge on market, business, trends and latest happening in buyer's industry

15 Not being too pushy to close the deal, acts as an advisor than opportunity grabber

Customizable individual, BU, team, group and organization wide assessments

2 Sample case study done for a similar company

Proposal Writing

skills family

Consultant 1

Consultant 2

Consultant 3

Consultant 4

Consultant 5

Consultant 6

Consultant 7

Consultant 8

Consultant 9

Consultant 10

Consultant 11

Consultant 12

Consultant 13

Consultant 14

Consultant 15

Consultant 16

Persuading buyers

to act fast

Stakeholders

assessment &

Positioning

Impactful

conversation &

messaging

Customer & RFP

needs analysis

Delivering value

propositionGrowth levers

Customer needs analysis

Deliver Value Proposition

Persuade buyers to act

fast

Stakeholders assessment &

positioning

Impactful conversations & messaging

Delivering Value Proposition Being with Buyers

Persuading Buyers to act fast

Handling buyer objections

Impactful customer conversations


We customize our Growth Framework to your needs

Create deal specific win strategy

Customer needs analysis and discovering implicitneeds

Being with the buyers

Discovering hidden needs

Impactful conversations and messaging

Stakeholder assessment & relationship strategy

Delivering unexpected value proposition

Positioning as a thought leader

Leveraging past success as storytelling

Persuading buyers to act fast

Handing buyer objections

Preparing for effective client meetings

Winning within existing accounts

Identify your company win themes

Identify and develop value proposition

Competition assessment and differentiation

Perform RFP/Deal stakeholders analysis

Build and execute Relationship strategy

Positioning and packaging proposals

Understanding deal evaluation

Create deal specific win strategy

Writing winning executive summaries

Preparing for client orals and proposal defence

Predictive & Prescriptive win analytics

Customer Needs Analysis Evaluation Criteria Analysis Intelligence Gathering

Stated Discovered Coached Stated Ratified Coached MI, BI, CI Competition Trends, Research

Opportunity AssessmentCapture Plan

Risk Assessment

Win Strategy Relationship Strategy Teaming Strategy Pursuit Strategy

Hot buttons

Pursuit team formation Risk Re-Assessment Mitigation Strategy Intermediary Coaching

Getting Coached Bid Response Strategy Draft RFP Response

Past References Compliance check Review PlanCommunication Plans

(Internal)Intermediary

CoachingCommunication Plans

(External) Escalation Plan

Commercial Strategy BAFO Final Proposal Negotiation Strategy

Site visit Preparation Costumer References Value Demonstrations Pursuit Closure Win Loss Analysis Win Analytics

Win themes Competition AssessmentBid Y/N

Positioning Packaging

Value Props

Win new logos and grow existing accounts Craft winning proposals skills & plan proactive proposals

Reusable repository A scalable university Pursuits automation

3 Illustrative, shall be customized


We custom design interventions …results guaranteed4

High Value Consultative Sales Retain and Expand Key Accounts

Craft Winning Proposals Effective Remote Sales

Each of the above is available as Training sessions


Our Business Solutions include Win ToolKits

Individual Development Plan to all participants for continuous improvement

Highly customized interventions to your offerings, competitors & sellers

Global & local case studies, real play and role plays resonating to

your company

Win Toolkit - Reusable integrated tool for sales, proposal, account

management teams

Win ProcessKit - FrameworkTemplates, checklists and best practices

Current state and future state Effectiveness Assessments

1 2

6 3

5 4

5


PursuitMentors is different in the crowded market

Complete Business Solutions – Framework, live coaching, Intervention & templates

Outside Competitive scenario simulated inside the interventions

Real Sales, Accounts and RFPs used as reference for interventions

Real life enactment scenarios done by teams and SMEs

Highly experiential learning with role-plays and playbacks

Interventions will ensure teams create company specific Win-Strategies


PursuitMentors – A growth enablement company which makes revenue happen

Win Consulting

Effectiveness Assessments

Training

Win Analytics DigitizationWe enable oranizations to win more

and sustain existing customers

…we work towards reducing your win inhibitors

We enable Sales + Account + Proposal teams to win more and retain customers

Advisory• Assess growth, revenue and sales effectiveness• Design the future desired state• Automation, predictive and prescriptive analytics• Create scalable growth and sales University

Consulting• Create win strategies for real deals• Identify and implement sales automation• Create relevant sales and pursuits framework• Identify and develop win themes and value propositions

Training and Coaching• High Value B2B Consultative sales• Crafting winning proposals for complex RFPs• Retain and winning more in existing accounts • Identify proactive opportunities

Revenue Automation• Sales & proposal automation• Company wide reusable answer library• Intelligent recommendations• Win intelligence and analytics


Thanks

“Workshop is a Body of Research on the Sales & Presales effectiveness”

“Workshop advice will yield into measurable outcomes for global and local businesses alike”

“Workshop consists of very deep knowledge of sales process based on real life experiences”

“Workshop ensured the sales process into a very scientific one “

“Workshop helps organisations to build a very high degree of predictability in Winning Proposals”

“Workshop gave the complete thought process behind preparing winning proposals”

“I understood what to look for like objectives, evaluation criteria, win themes, bid strategy & creative executing summary. I would like to apply my learning for any new proposals.

“Workshop ideas and thoughts has enabled us to think as a Business Leader”

“I am confident that I can do need analysis and evaluate whether my proposals meets customer’s objective”

“Learnt the process that goes behind winning RFPs

“This Workshop has been one of the key events in my professional growth”

Voice of customers…Customer workshops

IBM Global BusinessWipro TechnologiesOracle CorporationMicrosoft CorporationTata CommunicationsTech MahindraSony CorporationXchanging CorporationUST GlobalInfinite Computer SolutionsBlueStar InfotechHexaware TechnologiesBahwan CyberTekSymphonyTelecaBharat ElectronicsDevOnTrigent TechnologiesGlobalLogicKaleyra TechnologiesDigiSpiceBrillioPepperfryOmnitech Info SolutionsDiligent TechnologiesEpsilon PublicisFusion BPO

Esteemed customers…

revenue retention and revenue augmentation programs

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