Turbo Boost Your Sales Engine

To own or work in a software company in todays business environment is a privilege many don’t appreciate. It can provide massive opportunity; if you get it right. The whole world is going digital, and it is the software sector that is taking us there.

Yet, when sales are not happening, and you are being squeezed with cash and profit problems, it can feel very different. It can be an all-consuming problem. One that will grab and suck up your attention.

When things are not going right, and you have tried and failed to solve the sales problems, where do you turn? Who do you trust? Do you call in one of the big consultancy companies? You might, but we all know that comes with a lot of baggage and an invoice that you could mortgage.

Sales Engine consultancy is a way to address your software sales frustrations no matter what they are, or where they reside. It has been designed from the ground up, specifically for the software sector.

It’ll look at your sales issues in an entirely new way and diagnose not just the problem but its root cause. The root cause of sales problems often don’t sit where you expect!

That’s where our specialist knowledge and unique approach comes in. By diving deep to the source of your problem we bring about short and long-term strategic improvements to your sales performance. We diagnose, then tune and finally boost your sales engine like any true expert should.

We don't expect from you any fanfare, and won’t waste your time, money or effort. We know what REALLY matters in software sales and why. We know “where the rubber hits the road” and we take you straight there.

"Gaining Software Sales Advantage"

You’ve got excellent software technology that makes a positive difference for your users. But you are not achieving the level of sales you believe you should. That hurts! We know because we have been there! However, what do you do?

If you knew the answer to increasing your software sales, then you would have already done it. If your sales management knew, it would not be an issue, as they would already be doing it.

Sometimes we need to stop and lift our heads to see the changes that have happened in society and the way that businesses interact. Not least of these changes is the exponential rate of change that now affects the software sellers. Both vendors and resellers. Despite a growing worldwide market for software solutions much of that demand is currently dominated by a few software companies. Just over 40% of the enterprise software market is owned by just four companies Microsoft, IBM, SAP & Oracle.

We have witnessed in the past 25 years a massive change in the way software is sold. The greatest change has happened in just the past five years. Future Agenda who explore the key issues facing businesses and society over the next decade reported in their 2025 study that 72% of customers prefer to self-service. Their report also identified that 85% of customer relationships will have no human interaction in 2020.

However, higher value software sales automation can only go so far. Despite the increasing role of digital marketing in the sales process and the compressed human-to-human process, salespeople still play a critical role. It's difficult to imagine that large corporates will be willing to spend time and money without some human interaction.

These recent changes provide software companies that are willing to adapt, the opportunity to build brand and increase their competitive advantage. In an increasingly digital marketing engagement process, consumers will increasingly prefer those brands that offer a more satisfactory emotional engagement and satisfying human-to-human sales process.

The way companies buy software has undergone massive change. What once worked in the past is not now as effective. What was “good enough” in the past is probably no longer “good enough”. Winning deals is tougher. Much tougher.

The bar of competition has risen. There are no prizes in sales for second place. It's first place, or you are nowhere. Your sales process needs to engage and build a deeper sense of emotional connection with consumers. We identify and then implement the changes that needed in your sales operations so can compete more effectively in selling technology in the modern digital world.

Even ambitious and successful software companies can miss reaching their full potential because of a failure to build a high-performance sales operation.

The right sales structure, early and accurate measurements, appropriate incentives, clear reporting processes and policies are all part of that sales conundrum.

Many companies fail to achieve sales targets resulting in high turnover of staff because they have the wrong mix of leadership and sales skills specific to their goals

As part of our sales transformation service, we identify the root cause of problems, providing solutions and tools to quickly focus sales performance. We also help you scale globally your established products

We jointly scope and agree your sales transformation priorities for a fixed fee of £60,000 plus expenses

Boss Non-Executive Director (NED) leadership provides the opportunity to leverage our experienced Board Level expertise for short or long term creative contribution, providing independent sales oversight and constructive challenges specific to the Sales function of your Company.

Boss NED’s bring independent judgement and advice regarding sales issues and execution of sales strategy, sales performance and sales resources.

Key areas of focus and value the Boss NEDs can bring to your Sales origination include:

1. Sales Strategic direction
2. Sales Business Planning
3. Sales Execution measures
4. Sales Product and solution messaging
5. Sales Marketing routes to market
6. Sales Monitoring and performance tools
7. Sales Processes, Procedures and Policies
8. Sales Remuneration strategies
9. Sales Risk Management

The Boss NED sales service is £3,000 monthly plus expenses for a minimum of three months. Providing up to 16 hours of NED service and support monthly.

Boss can help de-risk your sales hire process, by helping develop targetted job specifications that will have the best impact to achieve your sales goals.

Boss help develop sales routes to markets, engagement models and best ROI sales resources to achieve your business plans

1. Document the sales business alignment to market engagement model
2. Assist writing a relevant job description specific to your sales needs
3. Review each short-listed candidate's application
4. Video interviews to quality
5. Face to face interviews with shortlist
6. Vetting candidates and final Board recommendations for interviews

The end deliverable ensures all sales strategies and options are considered, to work out the lowest cost and risk engagement model that should generate the highest level of sales execution. (de-risk the sales execution model and ensure only qualified sales candidates are interviewed.

The sales engagement and vetting process takes an estimated eight weeks elapsed time and costs £7,000 plus expenses