Sales Consulting

Are your sales teams ready to deliver results in the ‘new’ customer environment?

Enduringly difficult growth conditions and unprecedented changes in buying dynamics have resulted in legacy sales models no longer proving adequate. With a digitally-empowered buyer firmly in control of the sales process, a new approach must emerge which is more customer-centric, more integrated with other functions and more digitally-enabled in order to cost-effectively compete and win in this new environment.

Blackdot can drive the end-to-end strategy, people, process and technology transformation that will enable you to ‘do more with less’ and evolve your sales force for the digital age. With the insights gained from the benchmarking of over 1000 organisations and the delivery of over 400 consulting projects, we can help you understand the levers that matter. Our unique approach can help you navigate the difficult balance of hitting the number for today, whilst evolving the business for tomorrow.

Blackdot Can Help You:

Adapt Sales for the New
Digital Customer Environment

Re-architect the end-to-end sales engine to deliver more relevant and value-adding interactions across the customer lifecycle

Build New Operating
Models & Capabilities

Evolve the sales role mix, accountabilities, incentives and required skill-sets to deliver results in a changing buying environment

Enhance Marketing
& Sales Processes

Break down legacy silos and design more integrated ways of working across marketing and sales which enhance customer interactions and sales results

Enhance Effectiveness and Efficiency Through Technology

Leverage new technology tools and the power of automation to hardwire more collaborative, efficient and effective sales work flows

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Adapting To The Digitally Empowered B2B Buyer

Digital has changed fundamentally how B2B customers buy, bringing both opportunity and unprecedented complexity for marketing and sales organisations.

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Sales Force Effectiveness is Dead… or is it?

Immediately improve your sales performance by addressing core Sales Force Effectiveness (SFE) fundamentals.

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Focusing Sales Manager Development

Learn the ‘vital few’ sales management disciplines that connect manager development with genuine sales force performance uplift.

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Unlocking Sales Manager Coaching Impact

Understand what Best Practice coaching looks like to accelerate frontline salesperson development and performance

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How Far Progressed Are Organisations With Digital Go-To-Market Transformation

Recent Blackdot research asked 450 business, marketing & sales leaders how far progressed their organisations are with digital go-to-market transformation. This paper shares the results and details...

Success Stories

Adopting Best Practices to Enhance Sales

Blackdot helps a leading pharmaceutical company develop a new sales management framework to improve coaching and performance management

Success Stories

Building a Frontline Sales Army of High-Performers

Blackdot helps a leading bank develop a new operating model and sales process to boost sales performance

Success Stories

New Client Acquisition Focus Generates $1 Billion in New Sales

Blackdot helps a division of leading commercial bank significantly change its sales process to win new clients

Success Stories

New Cross-Selling Scheme Helps Generate 57% Uplift in Net Profit

Blackdot helps a leading pharmaceutical company develop a new incentive framework to drive outperformance

Success Stories

Shifting from Mediocrity to Meritocracy

Blackdot helps a leading pharmaceutical company develop a new incentive framework to drive outperformance.

Our Clients Realise Transformation

    • Christine Yates, Executive General Manager, National Australia Bank Private Wealth - NAB

    "We engaged Blackdot to run a detailed sales effectiveness diagnostic project leveraging their full suite of benchmarking surveys and consulting services. The robust and comprehensive diagnostic culminated in a 2 day intensive 'vital few' workshop with 40 of our most senior leaders. The outcomes were impressive..."

    • Craig Edwards, Head of Sales & Distribution - Pepper

    "We engaged Blackdot to develop a thorough sales playbook and run a series of engaging workshops to help us achieve long term sustainable success. The process was swift and constructive, and has given us the tools needed to realise our goals, reducing the 'luck' needed to win business. "

    • Jane Russell, Head of Human Resources - iNova

    "As part of our transformation to a performance culture, we embarked on an overhaul of our incentive program across all business units. We engaged Blackdot to assist us with a review of our current incentive program and to conduct a benchmark survey to identify opportunities vs. best practice."

    • Julia Taylor, VP, Corporate Strategy and Global Communications - Moneygram

    "We asked Blackdot to develop MoneyGram’s company-wide Demand Creation and Value Proposition sales toolkit. This initiative was a key enabler for our corporate growth strategy. Blackdot brought strong sales experience and thought leadership to help clarify our value proposition for large corporate tender processes and pro-active pitches."

    • Zalman Paris, Head of Marketing - Rocla

    "We enlisted the support of Blackdot to review and determine our optimal sales operating model. They conducted an organisation-wide sales performance benchmark alongside extensive stakeholder interviews to identify key pockets of internal best practice."

    • Andre Musto, (Former) General Manager New Zealand; Director Respiratory & Specialty Products Australia - AstraZeneca

    "We engaged Blackdot to support us with the implementation of a new organisation-wide sales operating model. The project delivered against its core objective which was to implement the restructure as early as possible (without compromising quality of implementation)."

    • Anna Schubert, Head of Sovnet & QBE - Sovereign

    "Blackdot was engaged by Sovereign to drive the detailed solution design for a key component of our distribution strategy. With their subject matter expertise and strong sales experience, Blackdot collaborated with key senior executives, staff and advisor groups to deliver a robust framework and detailed implementation plan..."

    • Dan Spira, Managing Director - Australasia - Valeant

    "We knew we had real opportunities for sales performance improvement - to ensure an optimal approach to identifying and converting we used Blackdot to run a series of rigorous, data-driven benchmarking and qualitative fieldwork observations..."

    • Dominic Teychenne, Head Of Sales - Cardiovascular/Metabolism - AstraZeneca

    "Since implementing the new operating rhythm last month, we’ve seen an uplift in performance focus across all sales teams. Frontline managers tell me they’re finding it faster to prepare, easier to focus on what matters, and more interesting to run their regular team meetings. "

    • Jamin Hill, Head of Product Distribution, Corporate & Commercial Banking - ANZ

    "Through their ‘4’ Sales Management program... the practical, value-adding tools, coaching and techniques have helped our sales managers to immediately implement best-practice across a dispersed sales team. Our growth trajectory is on the rise and we’ve laid the foundation for more consistent and repeatable performance."

    • Rhonda Keen, Business Unit Manager- Visioncare/Pharma - inova

    "We sensed we had real opportunities for sales performance improvement – to identify these we used Blackdot to run a series of rigorous, data-driven benchmarking and qualitative fieldwork observations."

    • Steve Jurkovich, Executive General Manager, Corporate, Commercial and Rural - ASB

    "We’ve had plenty of other consultants come in and produce strategy decks. The big difference with Blackdot was how readily they were able to challenge the way we execute – because they understand the operational mechanics behind sales and marketing so well."

Any Questions?

Our friendly team would love to talk you through our sales consulting solutions