Perhaps the biggest sales issue facing enterprise solution providers is that they just don’t get in front of their target audience enough of the time. These firms have compelling value propositions and articulate sales and marketing resources — but lack any consistency in delivering that value proposition to the right people.

To combat these issues and to help sales teams engage effectively, repeatedly and at levels high enough to make real impact, FRONTLINE Selling has developed solutions centered around the creation of Meaningful Interactions (MI’s) with targeted individuals for the purpose of selling your vision and value proposition.

Leveraging our RAMP-UP methodology for prospecting and Vision-Lock approach for selling, we offer a series of solutions designed to maximize the effectiveness of your sales and marketing teams and programs:

Outsourced Solutions

Demand Creation
Account Profiling
Lead Nurturing

Skills Development and Sales Training Solutions

Advanced Prospecting Skills Workshops
Prospecting Forums
Vision-Lock Selling and ATTACK Planning

Strategic Consulting Solutions

Value Propositioning and FOCUS Messaging
Creation of Prospecting Playbooks
Prospecting Productivity Management (PPM)

 

Outsourced Solutions

Demand Creation
If your sales team had the time and attention of 100 targeted executives and was able to use that opportunity to have a meaningful business discussion about their business issues and your solution, what impact would that have on your sales pipeline?

Leveraging the RAMP-UP methodology to identify targeted key players and securing their time and attention, FRONTLINE delivers Meaningful Interactions (MI’s) to you and your team for you to execute. Working hand-in-hand with your sales and marketing teams, we target your key accounts and specific titles to identify key players and create well considered, meaningful opportunities for you to discuss your value proposition.

The solution is designed to leverage the time and talents of your most valued resource, your frontline sales team, by introducing them into the selling cycle at the critical time and place with a targeted key player. The result is a repeatable and measurable process that not only identifies net-net opportunities, but provides Sales and Marketing critical closed-loop feedback as to which value propositions are resonating — and with whom.

Account Profiling
Need to develop a target account list? Need to qualify accounts by size, industry or some other metric? Need identify key individuals by name, title, phone, e-mail other? Need to verify names, titles and phone numbers?

Whatever your Account Profiling needs are, our team can help you develop, scrub and/or validate targeted lists so you can maximize your marketing investments and do so with confidence.

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Lead Nurturing
You’ve made investments in Trade Shows, Advertising campaigns, Webinars or other events where you’ve been able to acquire contact information. In many cases, that pile of data represents a haystack with very few needles in it. Following up on these inquiries is expensive as it takes a lot of manpower to make the necessary phone calls.

If you find yourself in this situation perhaps FRONTLINE Selling’s Interactive Lead Nurturing (iLN) Solution is for you. iLN uses online dialogues (personalized sequences of web-based interaction) to qualify prospects and move the strongest prospects to a more advance stage in the sales funnel. iLN is designed to complement your existing sales team in order to increase the volume and velocity of leads, all while nurturing the relationships with your prospects in a credible and relevant manner.

iLN lowers cost and protects your investment in lead generation programs by:

• Qualifying leads in parallel rather than one-at-a-time.
• Following up on leads immediately after being generated
• Maintaining contact on long-term leads through permission based interaction
• Ensuring accurate and timely distribution though lead lifecycle.
• Fully accounting for all leads through lead analysis and reporting

iLN’s "Intelligent Dialogue" and "Intelligent Response" deliver a more conversational format online, and builds a rapport with the prospect through warmth of interaction enabling you to "earn the right" to maintain a discussion thread with the prospect throughout the lifecycle.

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Skills Development & Sales Training Solutions

Advanced Prospecting Skills Workshop
The Advanced Prospecting Skills Workshop (APSW) is a one and a half day, interactive workshop designed to teach Account Executives, Inside Sales, Marketing, Pre-sales and other members of the field sales team, the skills necessary to engage with their target audience consistently, repeatedly and frequently enough to create new qualified sales campaigns.

The workshop outlines a structure for capitalizing on time spent on prospecting activities and provides quantifiable metrics to track results.

Each participant receives a workbook with classroom materials and reference guide for future reinforcement along with a Prospecting Playbook that includes prospecting strategy along with tactical execution material such as call scripts and e-mail collateral.

The APSW includes:

1. Lecture
2. Role play
3. Interactive discussion
4. Q&A
5. Practice calls by the participants with monitoring and coaching by FRONTLINE.

Typically the highest impact section of the workshop is Live Calling by FRONTLINE, which allows the participants to see the techniques and the process in action and understand the methodologies in context.

This approach allows participants to understand the process, see it first hand, and then practice — with a FRONTLINE resource available to answer questions and provide situational feedback.

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Prospecting Forums
One of the biggest challenges with any skills development training is making sure the participants practice their newly learned skills and apply the techniques appropriately. FRONTLINE Selling makes post training, mentoring services available to our client organizations to ensure maximum adoption of the RAMP-UP and Vision-Lock tools and techniques.

These 60-75 minute mentoring sessions (Prospecting Forums) are conducted via the web and/or conference call for each sales team. These Prospecting Forums provide Account Executives constructive, situational feedback on activities and issues and answer any outstanding questions. A Prospecting Forum Summary is provided to the management team so progress can be monitored.

Vision-Lock Selling & ATTACK Planning
RAMP-UP is FRONTLINE’s methodology for securing Meaningful Interactions (MI’s). Vision-Lock is the best practices approach to converting MI’s into Qualified Sales Opportunities or QSO’s. The cornerstone of the Vision-Lock Selling approach is the disciplined yet streamlined development of an ATTACK Plan.

The ATTACK Plan is designed to integrate with your Enterprise Sales Methodology (Such as Strategic Selling, Solution Selling, The Complex Sale, Target Account Selling, etc.) to execute all the steps needed to effectively create and manage complex sales cycles.

Vision-Lock Selling and ATTACK Planning will teach you how to convert more MI’s to QSO’s by:

• Creating a Structured, Repeatable Process
• Create Probing Questions based on Prospect specific research
• Linking of your solution to the drivers of shareholder value
• Credentialing and creating buy-in to your vision for solving their business problem

ATTACK planning will help your sales team migrate from a product based sell to more of a solution oriented selling approach. Leveraging the ATTACK plan, your people will learn how your solution will impact the Drivers of Shareholder Value (DSV’s) of the target company. Those drivers include:

• Growing Revenues
• Reducing Expenses
• Improving Cash Flow
• Maximizing Asset Utilization
• Managing Risk

ATTACK Planning will allow your sales people to more effectively probe for latent business pain, linking that pain to DSV’s and building vision around your solution for addressing that business need or issue.

Strategic Consulting

Should I hire insides sales or outsource?
How do I manage and create incentives for my inside resources?
How do I mange the demand creation process?
How do I maximize my lead generation and demand creation investments?
Need to test a new product/solution in the market and need guidance?

These are some of the questions with which sales organizations wrestle. With years of enterprise selling experience ranging from finding/creating deals to closing multi-million dollar enterprise deals, FRONTLINE Selling is uniquely qualified in helping you increase sales effectiveness throughout your organization.

Typical deliverables include:
Our RAMP-UP methodology is based on the repeatability and predictability of identifying key players and "touching" them in a synchronized fashion. Whether you engage FRONTLINE as an outsourced service provider or as a skills development partner, we can provide services that will help you articulate your value proposition in terms of the proven RAMP-UP methodology.

The deliverables will materialize as either FOCUS Messaging to be used internally by your team or externally by ours or as a complete Prospecting Playbook where we will help you develop your comprehensive demand creation strategy as well as the tactical execution components (scripts, e-mail collateral etc.) and the supporting metrics to help you manage and monitor your progress.

Prospecting Productivity Management (PPM)
Today’s contact management and sales force automation solutions work great as personal databases or as forecast tools for upper management. None really do a good job of managing prospecting activity and certainly are not optimized to perform tasks other than a calendar based follow up model. At FRONTLINE, we have developed the only system entirely devoted to prospecting productivity.

Our Prospecting Productivity Management (PPM) system is fully optimized to our RAMP-UP methodology. Leveraging proprietary algorithms that prioritize follow up activities based not only on due date, but the quality of prior activity with a particular contact, users will book more Meaningful Interactions (MI’s) in less time. Users love this 100% web-based system because of it’s ultra-streamlined data input and interoperability with popular desktop tools.

Management loves the system because it provides detail of activity that can be used to drive adoption of best practices, key performance indicators and opportunities for remediation and performance enhancement.