We support business leaders to deliver change
Effective sales execution remains a key challenge for many
businesses. We work with clients to ensure a number of critical
organisational building blocks are in place to deliver
successful customer engagement.
We are partners with MEMBRAIN, an award-winning
CRM sales effectiveness platform.
A global leader in pipeline installation services, the CEO of our client – Nick - was growing frustrated by the sales teams’ ability to win new business and retain contract value with continuing business. Procurement pressure continued to drive discounting down to marginal levels with commercial teams seemingly powerless to resist.
Our approach – in close collaboration with the sales director – saw sales and marketing develop an aligned customer communications plan based upon a much more focused expression of the value of their service levels and the calculated down-side risk of cheaper alternatives. A revised key account strategy saw broader and deeper key account penetration involving a wider span of company personnel to change the customer perception and appreciation of value.
Twelve months later, average deal value has increased [12%] as more services are bought by customers and contracts have been secured with 2 customers previously considered to be “unwinnable”. In summary, Nick says “the customer management confidence in communicating the offer has significantly improved from the work that KAMBridge did with us”.
- Bring genuine differentiation to your offer
- Increase closure rate by 10%
- Reduce discounting by 20% - 30%
- We help clients align sales and marketing with strong Value Propositions
Key Account Strategy
- Identify ways to boost profitability from existing key accounts
- Focus resources to maximise your plan execution
- Mobilise the whole of your business to improve customer experience
- We help clients reappraise their approach to unlocking customer value
- Determine where you can drive competitive advantage
- Greater alignment between sales & marketing through insight
- Improve the power of customer conversations using your expert knowledge
- Capture insights to improve product development and marketing
- Improve deal cycle time by 15%
- Enable senior leader decision-making with dynamic pipeline analysis
- Increase sales team adoption of CRM systems
- We help clients generate a clearer and more dependable project pipeline