Revenue Generation

Capture Your New Revenue

Crafting compelling messages and defining actions that result in shorter sales cycles can be a challenge. Burton-Taylor are skilled in helping companies build plans that capture new revenue. Burton-Taylor’s trademarked Hourglass Analysis^TM provides a structured, yet customizable approach to assist your company in defining actionable Sales and Marketing plans that result in measurable improvement in sales execution, customer satisfaction and revenue generation.

To view detailed samples of B-T Hourglass Analysis^TM output please learn more.

 

Sales Plans - sell smarter and faster

Working for Reuters Brazil, we restructured pricing, changed the way pipelines were managed and reviewed, and radically overhauled commission plans. The result was a 225% jump in sales and 600 new accounts, in less than 18 months.  Certainly sales is all about execution, but equipping sales teams with better tools can enable them to quickly execute at a much higher level.  We created organized prospecting plans, customer specific sales training, focused compensation plans and detailed sales tool kits which all contributed to a more efficient and productive sales team.  Burton-Taylor helps companies sell smarter, faster, and more profitably.

Sales Plan Services and Sample Extracts

Channel and Sales plans - Deliver for your business the widest and most profitable distribution options which enable you to dramatically scale sales growth, without dramatically scaling sales costs.

Sales tools - Deliver to your sales teams the most appropriate product, pricing, competitor and customer data, when they need it and where they need it, to enable them to cut sales cycles to the shortest possible timeframes.

Prospecting tools - Deliver to your sales teams customized prospecting tools which enable them to quickly identify new sources of revenue and focus their efforts on the prospects with the most urgent need.

User workflow analysis - Deliver to your sales teams a thorough understanding of which potential customers conduct their business in a way that most closely matches the current capabilities of your products, and enable them to target the ones which offer the highest probability of generating new revenue.

Why they buy analysis - Deliver to your sales teams a thorough understanding of which factors your target customers weigh the heaviest when choosing a company or product, and enable them to emphasize the ones which are most persuasive.

User needs detail - Deliver to your sales teams unparalleled detail of exactly which product features, content or attributes will best satisfy the unmet needs of your target customers, and enable them to emphasize the ones which are most persuasive.

 

Marketing Plans - the message provides the motive

Working at Microsoft, by redefining channel partner marketing, lead generation and management activities we significantly widened the addressable market, jump-started prospecting activity, and grew sales 35% in a single year.  Because we recognized that different prospects respond to different messages, often delivered through different sales channels, we were able to stimulate growth by tailoring our marketing activities to the individual needs of our prospects and the unique communication capabilities of our sales channels.  Delivering the "right" messages, through the "right" channels, stimulated the "right" actions from our prospects.

Marketing Plan Services and Sample Extracts

Marketing ROI metrics - Deliver for your business detailed, quantifiable measures of where your marketing spend generates direct revenue and which marketing investments result in the highest and most efficient profits.

Go-To-Market plans - Deliver for your business tightly managed and targeted marketing campaigns, which utilize the widest appropriate launch vehicles for the broadest relevant customer base, and enable you to move confidently forward knowing that no new revenue opportunity will be missed.

Value proposition definition - Deliver to your sales teams, consistent and valid differentiation which will enable them to easily articulate the value of your product in a way that is quickly embraced by your prospects.

Sales collateral - Deliver to your sales teams targeted, compelling and customer focused messaging which will entice prospects and enable sales teams to move more quickly toward the close.

Sales tools - Deliver to your sales teams the most appropriate product, pricing, competitor and customer data, when they need it and where they need it, to enable them to cut sales cycles to the shortest possible timeframes.