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Polara
Ventures utilizes “Client Engagement Marketing”
to acquire leads:
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- Develop
multiple marketing engagement tools to move prospects through
a continuous series of interactions with your company (white papers,
e-Newsletters, seminars, tradeshows, collateral, PR, and advertising.)
- Have
the sales team qualify all prospects
- Segment
all prospects into active marketing categories. (Active buying
in 90 days, passive marketing after 90 days)
- Continually
engage prospects with an engagement model until they are within
90 days of buying, and then have the marketing team "pass"
them from a passive
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The
Polara Ventures Sales Process
Drive
Revenue while reducing costs.
In today’s
turbulent economy, sales organizations must do more than simply meet revenue
goals – they must also control costs and improve efficiency.
Polara
Ventures sales solutions equip your organization with the tools
necessary to shorten sales cycles, increase revenues, maximize sales team
productivity, and optimize all sales channels. Powerful sales capabilities
and functions give the mission-critical capabilities needed to stay ahead
of the competition while ensuring closed-loop collaboration with sales,
service, customers, and partners.
Maximize
Productivity and Sales Effectiveness
We increase
your teams productivity while ensuring that customers receive a highly
personalized experience. We increase consistency, effectiveness, and predictability,
to make the most promising leads become the most profitable customers.
Utilize
All Sales Channels
Polara
Ventures addresses the needs of the following sales channels:
Direct Sales
Polara
Ventures Senior Executive “Team Power”
enable sales teams that proactively plan, execute, and monitor their sales
approaches, for more effective customer and prospect management.
In addition,
each team provides insight into the entire customer life cycle including:
identifying the strongest marketing leads; developing strategic sales
plans for new opportunities; pricing and generating of customized quotes
and offerings; generating competitive quotes; and finalizing sales orders
and services contracts.
Polara
Ventures Team Power directs sales capabilities to include
the following:
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- Sales
planning and forecasting – allows your organization
to provide graphical analysis and reporting of all planning and
forecasting information
- Organizational
and territory management –
allows Polara’s clients to define territories based on size,
revenue, geography, products, product lines, and strategic accounts
- Account
and contact management – helps capture, monitor, store,
and track all critical information about customers, prospects,
and partners. This information includes detailed customer profiles,
sales activities, and overviews of relationships
- Activity
management – allows Polara Venture’s
Team Power to schedule and manage simple and complex tasks, for
better time management, lower costs, and increased productivity
- Opportunity
management – gives sales professionals complete visibility
into each sales opportunity, so they can capture, manage, and
monitor the business contact and account information of potential
prospects. This includes identifying key decision makers, sales
histories, milestones, progress, outbound activities, and internal
tasks
- Quotation
and order management – Polara Venture
teams price and create quotes for customers while generating follow-up
activities such as sales orders or professional services engagements
- Contract
management – our teams work with customers to develop
and revise customized contracts and long-term purchasing agreements
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Inside Sales
Your company
cannot afford to let prospects slip away just because Inside Sales cannot
qualify leads or prioritize opportunities. With the interaction center
capability, our inside sales teams initiate outbound customer contacts,
use scripts and surveys to qualify leads, identify customer needs, provide
product information, create product proposals complete with quotes, and
even close the deal – all within a single solution.
These resources
work closely with our Team Power concept. Key Inside Sales capabilities
include the following:
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- Account
and contact management
– enables agents to capture, monitor, store, and track all
critical information on customers, prospects, and partners
- Activity
management –
allows inside sales to schedule and track all follow-up activities.
This, in turn, enables sales professionals to manage their time,
tasks, and activities more effectively
- Opportunity
management – provides complete visibility into each
sales opportunity with the ability to capture, manage, and monitor
business contact and account information. This includes identifying
key decision makers, sales histories, milestones, progress, outbound
activities, and internal tasks
- Quotation,
sales order, and contract management –ensures a simple,
seamless ordering process and immediate access to front- and back-office
information. With CRM software tools, Inside Sales agents have
immediate access to accurate data about product configurations,
pricing, proposals, and product availability. They can also easily
create and track orders and manage contracts
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Channel
Sales
The channel
sales capabilities of Polara Ventures enables your organization
to equip partners with the same knowledge, tools, and expert advice that
you provide to your direct sales teams. Polara Ventures
gains insight into demand across all sales channels, for more effective
forecasting of future business. Key channel sales capabilities include
the following:
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- Account
and contact management
– enables brand owners to incorporate end-customer account
information and history into channel-sales processes. This provides
partners and brand owners with visibility into customer account
information and collaborative activities
- Activity
management
– allows brand owners to facilitate collaborative activity
management between their internal teams and business partners
- Opportunity
management – Gives brand owners and partners a 360-degree
view of sales opportunities. It provides complete visibility into
an opportunity’s history, milestones, progress, and key
decision makers
- Interactive
selling– provides partners with a rich experience that
helps them choose the products and services that best meet the
needs of their customers. Partners can access multimedia content,
guided selling, configuration advice, and real-time pricing
- Guided
selling – walks partners through a simulated question-and-answer
session to help determine which products and services best meet
the business and technical requirements of their customers
- Interactive
product configuration – guides partners through the
online product configuration process to ensure that the brand
owner can enforce business rules and ensure accurate product combinations
- Quotation
and order management – enables online quoting and ordering
of products and services for channel partners
- Multi-tiered
sales tracking and forecasting – allows brand owners
to capture and reconcile multi-tiered sales information from distributors
and retailers, for enhanced channel visibility and analysis
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Sales
Analytics
With the
sales-analytics capabilities of Polara Ventures Team
Power, you can quickly and easily determine the financial status and overall
effectiveness of your sales campaigns. Our solution provides clients,
with all the data they need to address trends proactively, measure customer
retention and revenue shortfalls, and assess future opportunities. Key
sales-analytics features include the following:
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- Sales
performance analysis
– helps evaluate all relevant information, such as financials,
key customer data, and revenue growth
- Sales
process analysis – delivers insights into sales pipeline
information, quotes, sales orders, contracts, and opportunities
- Sales
planning – provides clients with a complete picture
of estimated revenues and product quantities over time, ensuring
the accuracy of planning and forecasting
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Everything
you need to maximize your sales potential
Our Team
Power provides unparalleled control over the details of your sales programs.
We enable your organization to gain a competitive advantage:
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- Increase
market share –
to provide key planning and analysis capabilities to address competitive
threats. This helps build and retain strong customer relationships
- Increase
revenues – to help drive additional revenues through
all sales channels, including the Web
- Reduce
cost of selling – and provide rich sales-effectiveness
tools to ensure sales team productivity, sales effectiveness,
and shortened sales cycles
- Increase
customer satisfaction – by providing richer customer
interactions, to ensure that customers receive consistent and
highly personalized interaction regardless of the sales channel
used
- Ensure
a closed-loop interaction cycle – to provide insight
into the entire customer life cycle from the moment a lead is
identified, to developing the sales plan, to providing a quote,
to entering an order, to managing the billing cycle and fulfillment
process
- Work
collaboratively with your partners – by providing partners
with the tools and information needed to collaboratively market,
sell, and service the products of the brand owner – resulting
in higher channel sales
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Handoff
- handling change in the corporate culture
Polara
Ventures considers a client as a client for life. Our goal is
to develop a relationship that creates a long-term success; however, we
are very aware of many companies desire for autonomy. In those cases,
the end of a project cycle includes a Handoff program designed to ease
the process of corporate culture change. This process includes a mixture
of components based on the individual business and chosen strategies:
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- Develop
and execute a modified management plan to help executives communicate
through the new sales strategy
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Moving revitalized sales model into a real-time corporate mission
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Develop and execute a training program for stakeholders
- Documentation
of the continuing pathway of the new sales/marketing model
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Set performance measures and reporting requirements
- Manage
and monitor changes in scope of work
- Establishing
the appropriate executive steering committee
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Establish program management parameters to manage day-to-day operations
- Establish
elements and degree of continuing support
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To
really know if you want to work with us, maybe an in-person meet is in
order. Contact us now...
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