achieve sales acceleration through translating marketing into effective sales engagement

1. TRANSLATING STRATEGY INTO ACTION, OBJECTIVES INTO RESULTS
Myles Associates

2. Presenting our company
CONTENTS
What we do
The needs we address
How we do it
Our team
What we deliver
How you benefit
Some case studies
Our clients
© Myles Associates Ltd

3. Translate strategy into action, objectives into results
WHAT WE DO
For many years we’ve been helping businesses and organisations, by empowering
their individual employees to contribute to and deliver collective goals.
We do this by focusing on the Sales Change Delivery Quadrant.
• Culture and behaviour • Accuracy
• Knowledge transfer and • Data or intelligence
management
• Multiple data repositories
• Motivation
• Campaign management
• Interactive
communications Business • Who needs to know what,
People when
• Resistance to change Intelligence
CUSTOMER
• Complex infrastructures • Multiple processes
Systems Processes
• Legacy systems
• Suitability of processes
• Sales Support systems
• ROI • No clear defined paths
© Myles Associates Ltd

4. We also do this by focusing on our clients’ needs
WHAT WE DO
Here’s just a few we address...
• Business focusing • Making the complex simple (especially
• New market penetration where businesses have broad portfolios
• Business alliances maximisation of products and services)
• Cross-company resources leveraging • Changing customers and sales channels’
perceptions of your business
• Development of a consultative, unique
customer-focused solutions selling • Successfully launching new programmes
approach or initiatives
• Development of customer-driven • Communicating clear, consistent
conversations as a foundation of the sales business-differentiating messages
processes • Disseminating best practice (e.g. Sector,
• Identification and realisation of cross- Industry, Business, Sales, etc.)
selling and up-selling opportunities • Reducing the duplication of information
• Existing account maximisation, through and knowledge across your different
increased revenues departments/business units
• Halting declining sales • Bringing knowledge, systems and
processes together
• Customer churn reduction
• Developing your workforce’s skills and
• Combating competitive activity knowledge
• Generating more ‘C-suite’ clients
© Myles Associates Ltd … actually we ran out of room but wanted to tell you as much as we could

5. What challenges are you facing?
YOUR NEEDS
• Margins being eroded
• Having to do more with less
• Accelerating sales
• Attracting and growing customers
• Making your selling more effective
or all of the above!
© Myles Associates Ltd

6. Does this create challenges internally?
YOUR NEEDS
How do you...
• Cut through the noise?
• Fully engage the sales community?
• Improve your speed to market?
• Maximise your effectiveness?
• Deliver the right sales support?
• Integrate your message across multiple channels?
© Myles Associates Ltd

7. How we do it
HOW WE DO IT
ANALYSE DESIGN DELIVER
We call our process ‘ADD’ because it ‘s been
designed to add:
• Value
• Business enhancing change programmes
• Sales acceleration
• A return on your investment
© Myles Associates Ltd

8. The value we deliver for you (or what we believe in)
WHAT WE DELIVER
WE OFFER… THIS MEANS FOR YOU
Focus on delivery: • Results led
getting results, the right results, counts as does a commitment to • Customer focused
delivery. We’re completely focused on delivering value – across a • Maximisation of
broad set of metrics – and generating a return on your budget & ROI
investment.
THE VALUE WE DELIVER FOR YOU
Risk sharing: • Reduction in risk
everyOR WHAT WE initiative we)undertake is delivered against a
( programme or BELIEVE IN
• Known costs
fixed price - if it takes longer, we bear any extra costs, no hidden • End-to-end delivery
surprises; no mark-ups!
Collaborative teamwork
We value collaboration and team working extremely highly. We • Identify additional
love building long term relationships and thrive on truly sharing a areas of value
project with everyone involved – integrated not standalone. opportunities.
© Myles Associates Ltd

9. The value we deliver for you (or more of what we believe in)
WHAT WE DELIVER
WE OFFER… THIS MEANS FOR YOU
Flexibility: • Speed of response
We are flexible, both in defining strategies and programmes and • Speed to market
on a day to day basis. If you need to zag because everyone else is • Maximise the
zigging, we’ll respond accordingly. opportunities
• Maximise your
You choose how you want us to work with you – specific project resources
or fully out-task your marketing resource or programmes.
Stimulating ideas
We see change as the norm and the solutions we create enable • Increased speed to
you to keep one step ahead. We value creativity and imagination market
built on insights and understanding but always in the context of • Identify additional areas
your needs and strategic objectives. of value
• Delivery of quick wins
A wealth of experience
Our many years of experience gives us a thorough understanding • Increased speed to
of how to create programmes, systems and processes and tools, market
which you can embrace and employ easily and effectively. • Reduced risk
We also bring our learning and experiences of implementing • Delivery of quick wins
ROMI, propositions in to BT so we can ‘short circuit’ areas
© Myles Associates Ltd

10. What you will find working with us (or what we believe in)
HOW YOU BENEFIT
Open
We’re open minded… to ideas, suggestions, ways of
working, insights and inspirations. We’re also warm
and friendly and very accessible. We’d like to think
you can speak to us at any time and be met with
warmth and good humour.
Enthusiastic
We’re inspired by challenges and have a ‘can do’
attitude to any task. We’re always ready to pick up
the ball and run with it, and we put ourselves forward
when you need someone to handle a task. We’d
also like to think we’re proactive, coming to you with
ideas to develop and refine your business approach.
Fresh
Fresh ideas drive businesses and for this reason we
like to think we’re a refreshing team to work with –
alive to new ideas, new approaches, new ways of
thinking and acting.
© Myles Associates Ltd

11. Delivery through experience
SOME CASE STUDIES
Transformation Programme:
£90m revenues in new market
spaces delivered as a result of
transforming marketing into a
customer centric propositions
focused unit. Client Development: £20m
sales order value delivered
Consultative Selling through implementation of
Programme: Implemented to new supporting information
enhance the capability of and knowledge sharing
account teams to have Business programme for client
dialogues at board level - People
Intelligence development.
acceptance driven through
workshops and supporting
web sites and incentives. CUSTOMER
Online Training: 1000+
suspects delivered with
average sales order value of
Systems Processes £250,000 through online
training modules.
Integrated Sales and Marketing
Hub: Developed and established
integrated sales and marketing Sales Engagement: £14m
knowledge and selling hub that prospect bank of new sales as
has generated over 18 months a result of combining a market
cost savings of £578,000 and
research programme with
revenue generation of £70m.
direct mail and webinar
activity.

12. BskyB - BT(Global Services, Global
OUR CLIENTS
Solutions, BT Business) – EXOR - Fairbridge
Communications - Genesis Communications -
O2 - Palmer Harvey - Pressac - QSG -
Sheffield Hallam University - Sheffield Installation
Group - Sheffield International Venues -
Siemens Business Systems - Tiscali - Totem -
Umbro - Video Networks - Vodafone -
Yorkshire Forward - Your Communications
© Myles Associates Ltd

13. TRANSLATING STRATEGY INTO ACTION, OBJECTIVES INTO RESULTS
Myles Associates
www.mylesassociates.com
01756 791990