5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com

A unique approach toward sales transformation that had 100% success rate in our projects and 53% increase on average on our clients’ sales performance.

You will benefit most if you are facing uncertain sales challenges and looking for an on-going increase in your sales potential.

INTRODUCING SCIENCE

INTO SALES

Dear Executives, In such challenging, uncertain and insecure market; trial and error, guts and intention coupled with the superhero resiliency of the prior generation were the major key factors for making it through, even when following a non-scientific process. But the sales challenges continue today, as this concept has little definable, measurable procedures and predictable competencies that can be transferred or even taught to the current and future sales generation.

“Composing high performance sales function, even in growth, may require a deeper transfor-mation of the fundamentals. This includes strategy and process to systems and talent, bringing science and art of sales back into focus.” This is precisely what was concluded in a sales study conducted by Accenture back in 2010.

This idea stuck with me, when many perceived it as a complicated crazy approach for our market. I was hit by its simplicity, and I believed it’s the solution and future for our current continuous sales challenges, and the fruition of HEED’s journey. Today, we are glad to share with yourselves, how we had gone the extra mile in validating, and proving that this solution is applicable also in such uncertain market, and on small and medium enterprises as well.

STRATEGIC LEVEL

Applying mathematical analysis would segment the right opportunities to focus on, product line to drop and sales pattern to follow. We helped one of our clients to identify the lost opportunities as well as the gained sales in regards to other product lines. Such exercise resulted in an increase in their sales performance in excess of 50% in one year.

Applying various scientific analysis on your sales data, would allow to better understand your customer segmentation. This will direct your sales people to the right potential customers. We take a further step in our projects to design a sales structure which properly exploit the new segmentation. This exercise led to an increase of 35-40% of potential referrals, and a 25% increase as a final outcome.

We are happy we have worked with HEED on

two different engagements. Their scientific state

of art solution helped Brokers XP to expand

irrespective of the on-going challengeable

market. Their mathematical analysis coupled

with their sales insights helped us to segment

the right opportunities to focus on, and structure

an optimized sales process to follow. Such an

exercise joined with HEED’s discipline of

execution resulted in a cultural shift among our

sales force and a significant increase in sales

productivity.

Mr. Abdullah SalehManaging Director - Brokers XP

Working with Heed to integrate science into our

sales process has resulted in clearly focused and

measurable goals for sales and management.

The approach has helped us focus on the

process and maximize our sales potentials by

identifying their strength and using it, while

minimizing frustration sales people hit from time

to time from blindly jumping from lead to lead.

I highly recommend working with Heed on the

science approach to grow your sales. Mazen’s

passion comes across in everything he does and

he works hard to pass on the enthusiasm and

passion to the sales organization.

Mr. Adonis El FakihCEO - Ayna Corp

Heed was instrumental in providing insight of our

sales potential and building and executing a

scientific approach to realizing its potential.

Mazen’s dedication, perseverance, and confidence

of the science behind selling is now an integral part

of our sales culture and personnel. We look

forward to developing our relationship with Heed

and highly recommend HEED’s services to anyone

looking to optimize their business.

Mr. Ziad MugrabyCEO - Beirut.com

PROCESS LEVEL

Integrating science and structure into your sales cycle is the key to have a measurable defined sales outcome in regards to each step of the sales process. Such pattern, when properly defined, mapped, and optimized with the proper sales insights will bridge the gap between good salespeo-ple and the middle performers. This helped our clients to reduce 33% on average in the time to complete a sale, and had an increase in sales conversion of more than 30%.

PRODUCTIVITY LEVEL

Applying regression analysis on your sales productivity is the key for setting measur-able constant objectives for each sales step within a defined process. This keeps salespeople engaged with the most lucrative and rewarding opportunities, while minimiz-ing their frustrations. Setting pre-determined but focused levels of weekly cold calls for every salesperson was enough to minimize the peaks and valleys by 70% at one of our client’s overall sales performance.

“Science” is a terminology used when referring to any structured process. A scientific process is one that defines and analyzes data to build strategies and plans, inform decisions, take actions and reach incremental milestones. In a sales context, this approach leads to a visible “secured” outcome that can be measured and managed to allow continuous improvement. Science could be applied on all levels of the sales organization, below are few examples that have been drawn from Heed’s recent engagements.

HOW SCIENCE COULD BE INTEGRATED IN SALES

HOW WE COULD HELP

5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com

With our unique scientific approach to sales, HEED helps companies to understand their root sales challenges. We formulate those insights into a scientific based solution. In doing so, we enable organizations not only to overcome existing sales problems and challenges, but also to optimize their potential and build a platform for continuous improvement. Our intensive engagements include executing the set plan that link together people, strategy, plans and processes.

To have a clearer idea about how we can structure, transform and optimize your sales performance, contact us, or directly respond to mfarah@heed-mm.com.

TESTIMONIALS