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Corporate Office
322 North Main St. Suite 6
Randolph, MA 02368
Phone: 781.986.2100
Fax: 781.986.2727
Email:


 
 
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Our Methodology
 


We offer two mutually supporting sets of consulting methodologies. FAST Sales Management™ and Knowledge-Based Selling.

FAST Sales Management™

A successful business development program stands of four pillars of strength. Management must build and consistently maintain all four if the business development effort is to achieve its potential. FAST Sales Management™ offers practical, tangible methods to manage business development and measure results. Manager’s focus on these fundamentals:

  • Foresight: Determining where you need to go and developing a plan to get there
  • Accountability: Instituting responsibility for achieving results and delivering on commitments
  • Support: Providing people with the resources they need to succeed
  • Tracking: Revenue and Activit

Knowledge-Based Selling

Our Knowledge-Based Selling system improves sales execution with tools and techniques that hone individual sellers’ skills. KBS is an element of our FAST Sales Management™ system. The objective is to determine the goals and objectives of Fortune 1000 companies in order to effectively incorporate revenue streams, budgetary goals and the appropriate decision-makers. Our methodology is based on teaching sellers the following steps to success:

  • Prospecting & Research: Doing your homework
  • Landscaping: Finding the right decision-maker
  • Needs Analysis: “Dialing for Dollars” with potential clients to determine their needs
  • Developing & Presenting Proposals: Develop targeted, innovative programs to accomplish goals and close the sale
  • Execution & Recapping: Create long-term clients that will consistently generate revenue in the future