The Blueprint is the creation of Process Selling founder and sales leadership coach Brendan Dunne, in collaboration with strategic marketing consultant Richard Coen of Emarkable. This Blueprint is designed to empower companies engaged in technical sales with the tools, strategies, and insights needed to accelerate growth, streamline operations, and drive sustainable success.
B2B SMEs evolve from micro-businesses to small, and sometimes to medium-sized businesses, often without the foresight of planning. Business growth comes from the efforts of the business owners and key people having a 'can-do' attitude and reacting well to opportunities. Before they know it, they are presiding over a company with tens of staff and turning over many millions.
Leaders emerge from the ranks because they are trusted, they are capable, and they show promise, but they can often lack management skills and systems. The business can sustain this position for many years because revenues and margins are good and at the end of the day, the books balance, and a profit is made.
But then something happens, something changes, causing the business owners to reflect on their position. Business owners may come to realise that, unlike their accounting, warehousing, manufacturing, or engineering functions, the sales function doesn't have the trained manager, the systems and procedures, or the accountability metrics for the function to perform consistently. Sometimes it works, and sometimes it doesn't!
The Process Selling Blueprint will ensure that the function always works. That people do what they are supposed to do, when they're supposed to do it, and in the required measures.
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