Stage Four — Fanning the Flames Stage Four Deliverables: Best Practices System Case Study Template Strategy & Mitigation Tools Account Management Approach Client Satisfaction Surveys Stage Four Summary: The benefit of this stage comes from optimizing the sales processes as its execution will provide continuous improvement and competitive advantage. During this stage we implement a Best Practices System to document and facilitate a repeatable approach to sales wins. This is a blueprint for scaling the organization and creating a culture of continuous improvement. This ensures that when additional resources are needed, they can get up-to-speed quickly and provide rapid return. Win Strategies will be developed with adaptability and best practices in mind. We feel that how quickly you can adapt your strategy is more important than the initial strategy. A significant barrier in executing win strategies is identifying and overcoming personal and professional risks of your buyer. As part of developing win strategies we deliver Risk Mitigation approaches that will enable your sales people to build trust to lower the buyer’s perceived risk. As selling strategies are dynamic, we believe that the whole organization needs to support a selling culture as one team. With this in mind, we define your ideal sales cycle and Align Resources and Infrastructure to ensure that while pursuing opportunities the right people are saying the right things at the right times for the right reasons. We deliver tools and a process that enables all touch points to understand the opportunity and their defined role in support of the Win Strategies. As selling is an organizational effort, we install this process across teams that may include pre and post sales, marketing, operations, delivery, the executive team and beyond. To build on the success of your new business creation, we fine-tune your Account Management Approach so that repeat business comes easier and at a lower cost, while winning clients for life. We’ll also help you implement a Customer Satisfaction Program that uses feedback to improve your service to existing clients. Read about Stage Five next: Setting Alarms