Sales is the higher-level term for all work to sell or place a solution at your customer.
Collaboration to help you - succeed in sales.
The many years of sales, bid and consulting experience gained by the two M-PACT founding partners and the need they identified to help clients in a structured and efficient way led to the collaboration model named M-PACT 4Step.
M-PACT works with you during Capture by helping you to identify and qualify a business opportunity, evaluating that the customer requirements fits your solution (with or without solution customization) and to help you manage the business situation up to the successful winning of the opportunity.
The key to this is about gathering and using information about the opportunity, the customer, the customer’s decisionmakers and his decision process. This information is used to inform your organization’s senior management, your bid and fulfillment/project teams and to serve as guidance for bid document development.
In the short-term M-PACT assists you in a live business opportunity situation but in the long term will enable you to change your BD process which will affect your future winning chances.
Finding a sales manager with the right qualification, experience and competence can be a difficult and enervating task in the short term – especially since sales “cannot wait”. It is vital that the candidates have the right management skills, that they can motivate a sales team have a good technical skill and knowledge about your product and solution, can look back on a solid success record and possess an appropriate personality to maintain and build up solid relationships with CxO-levels. Technical skill is essential, as well as an adequate understanding of commercial and financial requirements.
Often companies don’t have the time since the previous manager is no longer available.
Here M-PACT can take on this role by providing an interim sales manager. It will give you the time to find the most suitable sales manager with a long-term perspective.
M-PACT will select and recommend the appropriate expert interim sales manager (ISM) following the M-PACT 4Step model that is inherent to all of M-PACT’s offerings. The ISM will take up his role reporting managing your sales either on site at your location or as a remote, virtual team and to reporting to higher management to achieve the goals etc. As an M-PACT expert the ISM will also use the M-PACT 4Step Model in his daily tasks.
When you have finally found your permanent sales manager at a time that most suits you and your organization M-PACT will hand over the position to the new manager and Collaborate with them to ensure they are informed and able to Act as your sales manager effectively and efficiently as soon as possible.
A Go-To-Market (GTM) strategy paves the way for positioning your product, solution or service portfolio in the market. M-PACT follows a step-by-step plan, the M-PACT 4 Step approach.
Each GTM strategy will ultimately need to map the market specifics and requirements to your product, solution or service offering. M-PACT has team members who are experienced in assisting clients to draw up a successful GTM strategy. After the initial analysis a suitable M-PACT GTM manager (GTMM) will collaborate with you to create a business plan and sales strategy.
Each M-PACT GTM business plan strategy is an individual and custom development that depends upon your organization, your product/solution/service offering and your goals for the new market development.
At the contractually agreed time or at a stage when the new organization is able to “carry its own weight” in business or at a time that most suits you M-PACT will hand over the new GTM strategy and the related findings to your marketing organization and Collaborate with you to ensure you are informed and so able to maintain and grow the business on your new market.