Reducing Revenue Risk

We solve the challenges and lay the foundations for long-term growth by creating alignment, best practice and enhanced performance.

OPTSM Limited | Optimising Sales and Marketing

Think

Critical thinking, Strategic Decision Making and Growth Planning.

Right Market, Right Methods, Right Proposition, Right Time

Create

Smarter campaigns and processes to build demand and fill the pipeline.

Optimising process, technology and activity

Convert

Upgrading Business Development Skills and Behaviour.

More certainty, less risk to win more and better deals

Challenges we address

Recovery

Sales and Marketing performance turnaround.

Getting back to planned performance with a focused plan, rapid deployment of effective activity and team alignment to deliver

Launch

Reducing the risk of ‘high value at stake’ initiatives (e.g. new product launch, entry to new market).

Effective strategy, clear activity plans and aligned sales and marketing efforts to deliver.

Step-up

Creating growth beyond the current performance lines

Identifying and prioritising growth opportunities.

Piloting new activities to minimise risk and make growth happen

Automate

Ensuring investment in sales and marketing technology delivers the right returns.

Creating data-led strategies, process and activity to get more from existing resources

Problems We Solve

Revenue Challenges

Growth is disappointing, initiatives are not delivering and sales are not closing on forecast

Opportunity Challenges

You have a great offer but are not exploiting it.

You are losing out to inferior competitors

Proposition Definition

You have a great product / service or solution but you are not attracting enough buyers

Winning at C-Level

You lose out or opportunities die because we are not engaging effectively at the top level

Decision Inertia

You don’t lose deals, they just stick in the pipeline

Team Performance

We have some strong performers, but too many under-performers. Some can do it, why can’t others?

Transitioning to Digital

You recognise you should engage buyers online but have either invested and seen little return or don’t know how to start

Winning in New Sectors

There are opportunities to do more with what you offer.

How do you take your capability to new buyers and minimise risk?

Introducing Technology

You have either a limited view of the pipeline from leads to closing or it’s hard work to produce it. How do you make this easier and use it to drive action and better results?

About OPTSM

We exist to reduce revenue risk by aligning and optimising sales and marketing activities.

We help clients to unlock untapped potential and to develop and embed best-practice. Our aim is for clients to continue their revenue growth long after our initiatives have ended.

Working holistically we:

Set the direction – helping clients validate and adjust their initiatives
Smooth internal frictions – breaking down interdisciplinary barriers to get everyone aligned behind the strategy and plan
Make it happen – optimising sales habits, marketing processes and use of technology to drive best practice execution into every selling engagement

Who We Are

Established by combining the SmarterNewBusiness and The Habits Coach programmes, the programme leads work together to align and upgrade sales and marketing activities.

Steve Edge

Steve Edge (programme leader for The Habits Coach) is a practising sales professional with extensive experience in selling complex solutions internationally (worked with and for Bluebird, PTC, AspenTech, GEIP, SugarCRM).

Richard Higginbotham

Richard Higginbotham (Programme Leader for SmarterNewBusiness) is a business development oriented Market Director with extensive growth, innovation and marketing / sales transformation expertise (British Gas, IBM, nPower, Nationwide Building Society, Betfair).