Are you looking for a trusted resource to help you and your team think through the necessary changes to create and improve your revenue generating processes?

Business Development
Business Development and pipeline growth is a program designed to evaluate your business and revenue generation capabilities and then put in place the appropriate strategies to help you reach your full revenue potential. We’ll work with you and your team to conduct a sales and marketing assessment then outline the appropriate strategies necessary to create new customers and penetrate existing.

The areas we target for growth and improvement include sales strategy development, sales & marketing alignment, sales team performance, sales management best practices, sales hiring, sales process methodology, sales compensation, and sales performance analysis.

Employee Productivity
Enhancing worker productivity is a program designed to improve an employee’s ability to become more efficient and effective in how they handle and manage their work. This program will help your organization attain better business results in much less time while reducing the associated stress. We will work with your staff to implement a system of work that utilizes the methods of individual workflow to enhance the system tools already in place and vastly improve employee performance.

The process involves capturing all the work items in a way that makes sense and is intuitive, thinking more strategically about the work that has to be done, and finally organizing the work in a manner that ensures you can then act on it. The end result of an engagement will be more focused and productive hours in the day for your employees to focus on revenue generating activity.

Sales Execution
The Cass Holloway Company offers a six step sales training methodology designed to be customized to suit your organizations selling needs.

• Strategic sales planning establishes the baseline for selling success by discussing and developing a detailed yet flexible plan to execute against.
  
  
• Demand generation focuses on improving prospecting, networking and lead generation methods to ensure a continuous flow of qualified opportunities in the sales pipeline.
  
  
• Advanced information gathering provides a framework for effective questioning which will help you obtain the necessary information you need in the most efficient and effective manner.
  
  
• Solution assessment and development teaches how to build a basic business case that focuses your solution around payback and return on investment (ROI).
  
  
• Solution presentation addresses ways to improve presentation skills that assist in gaining and keeping the attention of a business audience.
  
  
• Opening a relationship cover the skills necessary to negotiate, listen and respond to customer objections, and ask the customer if they are ready to form a partnership.

Whether you need one module or components from all six we can work with your sales team to improve their performance in any of these key selling areas. Our modular approach allows you to choose the area that you feel your team needs the most improvement in and work on that skill immediately. The training can also be delivered in sequence over a period of weeks to gain the benefit of time spaced learning effectiveness.

Strategic Planning
This program designed to assist small and mid-size companies determine their organizational objectives and how they can best reach those objectives in the most efficient and effective manner. The finished plan will tell you how your business will make money both now and in the future and how to create a culture of execution in order to meet those objectives.

The process of planning will involve a detailed analysis of the external environment you compete in and also the internal structure of your business. When all the information gathering and analysis have been completed you will have a plan this is detailed and useful covering the following areas:

• Company Values outline the guiding principles you want your organization to adhere to
  
  
• Vision defines where you want to go as an organization and a time frame to get there
  
  
• Mission helps you answer the question of “why” you want to reach the vision
  
  
• Objectives are the desired end state toward which specific effort is directed
  
  
• Strategies are the decisions made to ensure achievement of the objective given the resources available
  
  
• Tactics are the specific steps taken to fulfill a given strategy

A strategic plan is a management tool that serves the purpose of helping an organization do a better job, because a plan focuses the energy, resources, and time of everyone in the organization in the same direction.