SALES PLAYBOOK
The Sales Playbook Engagement is a core program that Akina offers to firms who seek to move from good intention to disciplined action and success in sales and marketing.
The Sales Playbook is designed to help business units, practice groups and client teams diagnose and clarify sales issues, improve execution to drive immediate change and results, and build organizational competence. During a Sales Playbook engagement, we utilize our Revenue Acceleration Framework to assess and recommend strategies to improve our clients’ sales strategies and tactics to impact top line results.
As part of the engagement, we may suggest and help execute solutions in the following areas:
Methods for structuring and communicating offerings to prospective clients, based on what is happening in the current market
Strategies, processes and techniques for more productive lead generation
Best practices and scripts for sales execution
Standards and processes for prospect qualification and pipeline management
Processes for improving team-selling competencies
Account/client management strategies to keep current clients happy and identify additional business
Assessment and approaches to improve individual selling skills
MARKETING PLAYBOOK
Akina helps marketing departments of law firms and corporations generate higher return on investment in their touch points between marketing and sales.
Akina audits a range of marketing, business development and sales communications, processes and materials that touch the professional who sells and the end prospect or client. We then provide a range of specific, pragmatic recommendations to create further productivity in the marketing organization’s business development and sales efforts.
Akina will facilitate the prioritization of recommendations and provide a playbook and a training approach that will:
Provide a framework, tools and processes that varying levels of marketers can use to facilitate, coach and support professionals who sell
Enable marketers to coach through business development and selling situations
Be measurable and scalable within the marketing organization (and possibly beyond)
Align expectations between members of the marketing organization and outside of it
Create buy-in for an approach that strives to provide more intention, purpose and clarity around efforts in business development and sales.
LEADERSHIP PLAYBOOK
Akina helps professional development and marketing departments of law firms and corporations generate higher return on investment in their touch points between leadership, marketing and sales.
All too often the integration of these critical components are either segmented off, or neglected in part or in whole to the detriment of the overall firm. Akina audits a range of professional development, internal communication, marketing, business development and sales communications processes and materials that touch the professional within and external to the organization. We then provide a range of specific, pragmatic recommendations to create further productivity in the organization’s leadership and business development efforts.
Akina will facilitate the prioritization of recommendations and provide a playbook and a training approach that will:
Provide a framework, tools and processes that varying levels of leaders within the organization can use to facilitate, coach and support professionals who sell
Enable leaders to coach through leadership roles and effectively integrate business development and selling situations
Be measurable and scalable within the organization (and possibly beyond)
Align expectations between leaders of the organization
Create buy-in for an approach that strives to provide more intention, purpose and clarity around efforts in leadership business development execution and integration.
Consistent throughout any engagement, Akina uses a practical, disciplined approach to help clients immediately improve their individual or team performance at every level of the selling process.
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