NBS Sellers Compass Methods

NBS Sellers Compass Methods

The Sellers’ Compass™ is a set of consulting services that helps companies turn customer experiences into their biggest sales and brand differentiator.  In an independent case study by MarketingSherpa, the Sellers’ Compass™ framework led to a 130% increase in lead quality and a 40% lift in sales-accepted leads.

“New Business Strategies philosophy around their Sellers’ Compass™ is so powerful, I have aligned my marketing, sales and support teams and processes to this approach to build more enduring and profitable customer relationships.”
Brian Carr, Chief Revenue Officer, Appcelerator

The Sellers’ Compass is a proven blueprint for B2B companies to define, implement and measure best practices that find and fix experiences and interaction points that impact customer loyalty, sales and satisfaction.  The services address 6 key business challenges facing all companies across all industries and geographies:

  1. Improve marketing campaigns that are not converting
  2. Shorten sales cycles and regain revenue predictability
  3. Build faster market share in new markets
  4. Increase customer renewal rates and satisfaction scores
  5. Correct business processes that result in customer churn
  6. Know your buyers’ expectations and activities in actionable ways

Fast time-to-results are the hallmark of the Sellers’ Compass because customer satisfaction, loyalty and revenue are on the line.  Customers won’t wait for brands to fix their processes, they expect improvements made right away.  Companies engaging customer experience consultants should expect the same.

Our clients have realized, on average, these results:

ROI of Sellers Compass

Download a White Paper to learn how leading B2B organizations differentiate on customer experiences. 

The Sellers’ Compass is based on 4 service paths:

Each service block contains templates, tools, best practices, process flows, report formats and service delivery plans designed to quickly deliver measurable results.

Journey icon

 

 

Journey is foundational to the Sellers’ Compass and the starting point.

In Journey we deliver detailed maps of all the buyers’ activities, sought content, decisions and expected experiences over the lifecycle of the business need.

Together with you, we operationalize the maps to improve marketing and sales processes, content strategy and lead-to-close business processes.

 

 

Journey services are:

  • Journey Maps
  • Content Strategy
  • Tollgate Maps
  • Sales Enablement
  • Lead-to-Close Processes

 

One of our clients, Lithium Technologies, describes the benefit of the Journey method block this way:

“We’re using the Journey Maps as a foundation to build our content strategy AND mix initiative.  This is really about understanding our customer, their needs, buying process and decision.   Without the Sellers’ Compass we can only GUESS.”

Take a free 10 minute comprehensive assessment of your customer experience initiative to learn how to improve your customer success, win rates and satisfaction.

How companies approach customer success is determined by their goals.  If the business objective is to define and operationalize a customer experience that truly differentiates the brand, we recommend the Grow service block as the next step.

Sellers Compass-Grow Services

 

 

Grow services builds on Journey’s improved marketing and sales conversion rates and customer satisfaction by implementing the right set of best practices.

This services path begins with a Gap Analysis of where and which current interaction points and practices align with buyers’ expectations and journey steps.

The outcome is a blueprint of how to rapidly achieve customer experience best practices and target milestone dates.

 

 

Grow services are:

  • Gap Analysis
  • Experience Map
  • Business Process Improvement
  • Technology Map and Improvement
  • Metrics & Dashboards

In Grow, we define and implement a truly differentiated experience.

By co-creating new customer-valued experience with your high-value customers they participate in defining their desired journey and the interactions and experiences that they would value the most from vendors.  This becomes for cornerstone of your differentiation strategy.

The new Experience Maps are operationalized across your organization and all customer touch points through business process and technology changes.  We also set metrics to measure and report on the ROI and success of customer experience.

“New Business Strategies’ Sellers’ Compass is a set of services based on a unique, proprietary methodology that guides us to more effectively enable, engage and establish, enduring relationships with our customers.”
Susan Lucas-Conwell, Global CEO, Great Places To Work Institute Inc.

Sellers Compass-Excel Services

 

 

Excel services builds on the momentum and results of other completed method blocks.

From Journey maps and other deliverables most clients have an epiphany that their business strategy is out of step with what drives brand preference and loyalty in their target markets.

Aligning corporate business strategy with customer expectations drives faster growth because your high-value customers have a very clear idea of what their future needs are and how you fit into their strategy.

Aligning to that is where your growth accelerators come from.

 

 

Excel services are:

  • Change Management
  • Business Strategy
  • Focus Framework
  • GoToMarket Strategy
  • Experience Innovaon

 

Our strategy methodology is based on the acclaimed Focus Framework, a participative approach that produces a 1 page strategy plan with complete organizational buy-in and implemented through proven change management techniques.

The Excel services path includes a guided service that helps clients ‘rethink’ all or part of their business models to improve customer alignment. We partner with client and customer teams in experience Innovation exercises to explore and test new business models, lines of business, partnerships, etc. to drive step-level change in terms of revenue, profitability and market share growth.

Download a White Paper to how develop a content strategy that converts into revenue and build brand preference. 

Sellers Compass-Empower Services

 

 

 

From our experience, we’ve found that asking management and employees to change their behavior because it will, theoretically, improve customer satisfaction, loyalty and conversion is a big ASK.   It takes a lot more than logic to implant permanent behavior change.

We’ve learned that as companies go through the Sellers’ Compass, employees discover on their own terms how aligning to customer experiences not only drives growth but gives them greater role clarity, takes the guesswork out of decision-making and introduces more fun and meaning into their jobs.

 

 

Empower services are:

  • Employee Engagement
  • Experience Training
  • Voice of the Employee / Voice of the Customer
  • Leadership Coaching
  • Organizational Alignment

 

The Empower services build the right DNA and skills within an organization to consistently meet customers’ evolving expectations.   Leadership coaching, employee training, and employee engagement services are based on a combination of neuroscience techniques and Sellers’ Compass best practices.

These services help employees ‘connect the dots’ between their roles and specific customer interaction expectations as well new models of accountability.   The training includes the specific actions each employee needs to embrace to turn each interaction point into a successful experience.  Organizational Alignment focuses on helping disparate teams identify common ground and develop strategies to meet to meet shared goals centered on customer success, loyalty and revenue growth.

Take a free 10 minute comprehensive assessment of your customer experience initiative to learn how to improve your customer success, win rates and satisfaction.

 

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