The SPEAR™ framework helps SMEs sharpen their sales edge and confidently win more business
Establishes the sales' function:
Goals
Resources
Ideal Client Profile
Propositions
Translates strategy into sales reality, with:
Structure
Process
Recruitment, Incentives & Nurture
Governance
Manages the customer journey through:
Preparation
Lead Generation
Assess/Qualify
Nurture & Proposal
Negotiate/Execute/Close
Deliver & Develop
Enablement support with:
Technology
Assets
Coaching
Techniques
Continuous improvement through:
Learning
Orchestration
Optimising
Progress
S.P.E.A.R. TM - A modern, holistic sales system that helps SMEs win more valuable contracts, more often.
It is based on sales best practices developed at organisations like Microsoft, BT, Siemens, Sopra Steria and CenturyLink, but specifically designed for SMEs - to help them generate better leads, clarify their value and win faster.
Most ambitious SME leaders will hit a point where their passion, their knowledge of their proposition, and/or their personal network, aren’t enough to fuel the next stage of growth. They need to win new customers - and that's where sales gets even harder.
To break through, you need a sales function that is modern, professional and an effective driver of growth.
The SPEAR Framework gives you exactly that - it's a complete sales operating system that helps you confidently attract and win new customers and grow your revenues.
It’s built for SMEs who want to compete - not just with their peers, but with the big players too.
The SPEAR framework is made up of the five key pillars of a modern sales function.
It comprises the sales tools, processes and capabilities that you need to:
1. Improve win rates
2. Increase deal values
3. Shorten sales cycles and
4. Generate more qualified opportunities.
Click HERE to take the Sales Moderniser Assessment
It’ll take you around five minutes to complete.
You’ll then automatically receive a personalised report that highlights the maturity and strengths of your sales function. It also pinpoints areas for improvement.
You'll also be given practical recommendations to help you hit your sales targets faster.
Click HERE to take the Seller Persona Assessment
It’ll take you around five minutes to complete.
You’ll then automatically receive a personalised report that identifies which of five sales "personas" is most natural to you.
This highlights your sales strengths, pinpoints areas for improvement and gives you practical recommendations to help you round out your sales style and hit your targets faster.
It’ll take you around five minutes to complete. You’ll then automatically receive a personalised report that highlights your sales strengths, pinpoints areas for improvement and gives you practical recommendations to help you hit your sales targets faster.
Identify "quick wins" and the value to you of sales coaching
Sales course and workshop content
The SPEAR blueprint for sales success
Alex Henneberg
Over a 25 year sales career I’ve worked as a strategic sales lead and in coaching and management roles for large enterprises such as Microsoft, BT, Siemens and CenturyLink.
I have won over $1bn of business during my career with a success rate of over 70%.
Testimonials
