Our Solutions
Strategy Implementation
DSG’s sales enablement services are focused on equipping every sales channel to implement your growth strategy. Many of our clients will have recently made a strategy change or plan to make a shift in the near future.
- Merger or Acquisition
- New Product Launch
- New Sales Model
- New Sales Approach
- Customer Engagement Strategy
- Solutions Strategy Migration
- Repositioning or Messaging Shift
- Focus on Leveraging Partners
Our clients often require a program that is focused on a specific opportunity or challenge. Explore DSG’s point solutions within each of our 4 practice areas.
and a practical messaging tools that proved to be exactly the
accelerator we needed.”
Mike Sheridan
EVP Worldwide Sales, Aspect Software
About Strategy
Where To Go
Strategies come in all shapes and sizes. We focus on the strategy layer that connects business strategy to what needs to happen in the field and across the indirect channels on any given day.
Our Sales Strategy Playbooks make the complex simple and distill the essence of your strategy into a practical guide. The ‘key plays’ for acquiring new logo business and penetrating existing accounts. Clarity on who to engage and how to engage. Guidelines for which accounts to prioritize and which opportunities to ignore. Definition of primary roles and responsibilities across the channels and customer-facing organization. Specific strategies and tactics for leveraging Partner relationships. The sales development plan for closing competency gaps.
About Messaging
What To Say
Sales Messaging Playbooks provide practical content and tools for leading compelling customer conversations.
We can help you bridge the divide between strategy and the messages your channels are communicating to customers in field. ‘Sales Ready’ Playbooks bridge this divide is by specifically outlining who to target in the organization, what to know about those individuals, which stories to tell, the best questions to ask, and how to consultatively lead a dialogue with specific customer audiences.
A central component of each Playbook is a whiteboarding tool for leading early stage, discovery conversations. Instead of delivering the message through PowerPoint slides and talking about products, the sales rep is trained to consultatively lead a dialogue on a whiteboard, flip chart, napkin, or web meeting screen.
About Process
What To Do
Process Playbooks integrate steps, roles, best practices, tools and methodology into a practical guide for executing your strategy. Playbooks are specific to your business strategy, market space, and selling environment. There is no one-size-fits all sales process for managing opportunities, developing existing accounts, leveraging Partners, or capitalizing on inside sales efficiencies.
If you have invested in a packaged sales methodology, tool, or training program that’s great. We always leverage existing sales infrastructure as the starting point for building client-specific Playbooks for each process. We ensure each Playbook is practical and valuable by creating all content and every tool in collaboration with your thought leaders across the sales, marketing, channel, and services organizations.
About Leadership
How To Coach
Leadership Playbooks serve as a practical guide for effective coaching at each level of the sales management organization. An effective Playbook will be specific to your strategy and processes. If your managers operate as ‘super reps’, a leadership Playbook can provide a roadmap for how to think and operate more strategically as a coach, a leader, and a change agent.
If you have invested in a packaged sales methodology, tool, or training program that’s great. We always leverage existing sales infrastructure and build a ‘Sales Leadership System’ around your current processes and tools.
We ensure each leadership Playbook is practical and valuable by creating a cadence of review meetings, coaching guides, manager dashboard and tools in collaboration with your best sales managers and across the organization.
About Integrated Solutions
Integrated solutions represent a comprehensive approach to operationalizing your strategy and driving lasting behavior change. As your organization makes a shift in strategy or seeks to more effectively implement an existing strategy, DSG develops and implements integrated programs in collaboration with your leadership team.
Over the past 20 years, DSG clients have consistently proven that isolated project teams and disconnected workstreams fail to deliver the results and outcomes of an integrated approach.
Program Design
Every DSG client is unique. As we seek to build a client-specific program, the DSG consultant team will incorporate the right combination of strategy, messaging, leadership, and process components. The assessment and planning process will culminate in senior leadership buy-in and commitment to the ‘strategy implementation program’.
Playbook Development
Playbooks are developed in collaboration with ‘thought leaders’ and subject matter experts across the organization. Each Playbook is designed to be a practical sales enablement tools that supports your salespeople, managers, and partners.
Launch & Training
Playbooks and associated disciplines, tools and content are integrated into your CRM system, intranet and sales portals. Momentum begins to build as regional kickoff events, in-person training workshops, virtual training sessions, and video-based modules are deployed.
Reinforcement & Coaching
Our client programs are built to ensure the organization sees the initiative is more than a single event. It becomes clear that the program is focused on tangible results and represents a sustained effort to fully institutionalize new strategies, processes, and messaging.
