Akina is not a sales training firm.

The majority of sales training courses result in very short term changes in behavior. Why? Most of them are “off the shelf” and not customized to the specific dynamics, needs and idiosyncrasies of firms and professionals who sell.

Akina takes the approach of “meeting clients where they are.” Working together with clients, we conduct research and leverage best practices to create a customized training and coaching approach that will transform behavior and consistently generate results over time.

The Revenue Acceleration Framework

Akina believes that any business development and sales cycle can be broken down into six common sequential phases. Akina’s Revenue Acceleration Framework is the visual translation of that sales cycle.

Target Market Analysis

The most critical aspect of a successful revenue generation process is to position the right service, which solves the right problems, to the right market. Akina works with our clients to develop a timely understanding of what is happening in their target markets.

Offering Definition

Akina helps to create alignment between what firms, practices and/or business units offer and the messages that articulate its value to the target buyer or prospect. Our goal is to improve sales and marketing productivity and reduce wasted time and money by ensuring that the right buyer is targeted with the right message.

Lead Generation

Actively pursuing a base of qualified prospects and quickly transforming these prospects into clients is a high priority for most organizations. Effective lead generation programs help expand the sales funnel. They allow more opportunities to get in the door and get in front of the right types of prospects.

Sales Execution

Inconsistency between approaches in client meetings and sales calls provides opportunity to improve productivity through simplicity. Akina develops a custom sales execution model that will help professionals who sell through a series of steps that will help them become more confident, knowledgeable, and responsive to a prospective client’s issues and needs.

Qualification, Pursuit and Closing

Making “the ask” can be difficult – especially when it’s not known if the prospective client is qualified and ready to buy. Akina provides a set of tools to help professionals who sell understand “where they are at” in the process, how to move the sales cycle forward, and how to effectively close deals.

Account Management and Penetration

A firm’s current accounts are the most important revenue-generating asset it has. Yet most organizations invest in developing their current client relationships with less discipline and organization than they would like. Using Akina’s account management framework, we help clients design a comprehensive process that ensures that professionals who sell maximize the revenue from their strategic accounts while managing risks to the relationship and to the future revenue the firm relies upon.

Organization, Management & Infrastructure

None of the above phases can be executed without support from the organization, management and an infrastructure that enables productivity. Often times, however, culture, people and tools are not aligned in supporting a sales cycle. Akina assesses the culture of an organization, its leadership competency and tools used to make recommendations for improvement and alignment.