Areas of practice:
Every board conversation about growth now runs into the same wall: AI. Not whether to have it everyone already does, in some form, but whether anyone can explain what it's actually worth. That's the gap Nobody Wants Your AI is about, and it's the same gap we close here. Define, Engage, Train isn't a generic sales framework with AI added on top. It's how we make sure your AI capability is something a buyer will actually pay for, not just a feature they'll nod at
Define:
The first step to success is defining the strategy, and increasingly that means being honest about what your AI capability is actually for. To get there we explore and answer the following questions:
What are the short, medium and long term goals of the Board/Shareholders?
Do the current solutions and offerings, including any AI capability, support those goals, or are they there because AI feels mandatory?
Does the company's current market position support those goals?
If you took the word "AI" out of your pitch, would the value proposition still stand?
If not, you don't have a justified offer, you have a feature
Is the market place defined and going in the same direction?
What company and market place analytics are available to support the above?
SWOT analysis of the above & Interactive feedback session
Engage:
A sales strategy on its own won't succeed without the whole company being onboard and on message, so being able to answer the following questions is vital.
Are the shareholders and directors aligned?
Is the leadership team united and engaged?
Can the senior stakeholders clearly articulate the strategy, including how AI fits into it financially, not just technically?
Do all employees clearly understand the plan?
And do they know the part they need to play?
How will the market place be engaged?
Do you have the right sales team in place?
Have they had the right coaching and training to ensure success — specifically, can they justify AI to a buyer instead of just demoing it? Only 30% of sellers say they're ready to.
SWOT analysis of the above & Interactive feedback session
Train:
A great strategy with an engaged workforce still needs a highly skilled sales team to ensure success! At Future Consulting we will firstly assess the team and hire where appropriate, and once the right team is in place we will train and coach them to go from "good to great" — including teaching them to sell AI-based solutions as confidently as everything else in their bag, which most sales teams currently can't.
Great sales people execute three key steps:
Teach customers something new and valuable about how to compete in their market. Tailor their sales pitch to resonate with the decision-maker's hot-button issues, including translating any AI capability into the financial outcome that hot-button issue actually cares about.
Take control of the discussions around pricing and challenge customer's thinking around the problem.
They accomplish this by:
Leading with their unique strengths, to ensure the client wants to buy from them over anybody else. Consistently challenging the customer assumptions, and getting them to see the problem from a different perspective.
Giving the customer a strong and compelling call to action with an associated urgency. Being industry experts with key insights into the customer's market place and its challenges, including a clear-eyed read on what's real AI capability and what's marketing.
Additional areas covered include Value lead selling, C suite selling and positioning, Pipeline management, Market assessment, Account planning, and Client meeting engagements.
Additional Services
Although a clear board-led strategy and a motivated sales and marketing team are essential in any company, there are other key areas that often need addressing — such as having a clear message and brand identity to set you apart in a market where every competitor now claims to be "AI-powered." This diagnostic is the same one behind Nobody Wants Your AI — if you want the fuller argument, [read the book →].
Defining your sales strategy. • Growing your business. • Securing your future in -the AI era.