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Defining
Product Marketing Strategies
An understanding of the competitive landscape and the addressable
market will lead to the most appropriate marketing strategies
being adopted.
Executing Marketing Strategy
Whether you've defined your marketing strategy or you engage
ESP to help create it, the execution of your go to market
initiatives will have a major influence on your ability
to sell your product or service. Working with ESP to execute
a marketing plan can be the effective way to create an environment
to then enable the sales team to engage the market. Simply
put, this is effective lead generation
Strategic Opportunity Management
The chance to win major contracts can happen once every
few years, so it's difficult to plan for, and often impossible
to resource. ESP can lead or assist in the management of
such opportunities, offering independent and impartial advice
that can maximise chances of success and avoid costly mistakes.
Having an on-going relationship with ESP enables businesses
to speedily engage us on specific sales opportunity.
Tactical Opportunity Management
Run-rate business is always the least glamorous and consequently
it often gets ignored. Whether your problem is incentivising
internal sales professionals or recruiting externally, the
ability to bring in short term tactical sales resources
can act as a catalyst to other elements of your sales team.
Interim Sales Management
Every company has, at some time, found itself without effective
sales management. This can have a highly negative effect
upon a sales force and, as the responsibilities mount on
other managers, the urge to appoint a replacement is often
made in haste. ESP can provide short or long-term sales
management capability, enabling more considered decisions
to be made. Alternatively, ESP can operate as the contracted
long-term sales manager.
Managing a sales force can be a costly and time consuming
process. Transitioning key sales personnel can seriously
destabilise your business. ESP has the experience and capability
to deliver business continuity whilst providing innovative
profit generating sales management. Whether on a finite
time scale or an open ended agreement ESP can help you retain
and grow your client base.
Fit For Purpose Audits
Whether you are considering acquiring a company, or simply
want to gain an impartial view of an existing marketing
and sales operation; independent advice from professionals
that have worked in many effective organisations can provide
you with the second opinion that's hard to come by.
Top Up Sales
Even when a sales team seems well balanced there are often
times when opportunities arise that overstretch them. Ensuring
this doesn't occur or avoiding taking on the next sales
executive is a difficult balancing act. Utilising ESP for
that capacity shortfall or when you really want to employ
only half a sales executive, can be the best option.
Challenge Yourself
Part of the joy of running a great sales team is to have
a group of sales executives that push the boundaries. However,
almost all teams go through phases when the balance isn't
quite right. There are many ways to break the mould, including
management consultancy and coaching. Now, by inserting a
new sales executive with considerable experience, there
is an alternative and productive way. Challenge yourself
to see how well your team is working.
Develop
a Sales Team
Creating and developing a new sales team is a huge challenge
for any business. Recruiting staff is time consuming and
it's often reassuring to know that someone would make the
same recruitment decision. ESP staff have successful many
years of creating sales teams, can act as an advisor to
your management team, and can triage applicants to enable
you to concentrate on other matters.
Oracle Practice
ESP has a dedicated Oracle-orientated practice. For many
overseas ISV's wishing to target the UK market, the start
up cost of establishing a UK presence can be a major barrier.
The cultural differences are also often underestimated.
ESP can leverage its relationships within the Oracle UK
economy and fast track start ups until they are able to
be self sufficient.
Exclusivity
Businesses work hard to create some great products and don't
want to gift key secrets or core values to key competitors.
ESP recognises that these fundamentals are the crown jewels
of almost all organisations and works in partnership to
ensure that they stay secure.
Before
ESP enters into any commercial discussions with clients,
a non disclosure agreement is executed, ensuring client
confidentiality. Furthermore, ESP will not enter into commercial
arrangements that create conflicts of interest with existing
clients. In certain circumstances it is possible to ring
fence ESP personnel to clients, thereby further strengthening
the bond between the parties. Finally, exclusions can be
arranged so that ESP will be bound not to work with key
competitors, something that's hard to enforce with former
employees.
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