Relationship Selling
Every aspect of selling is changing:
Customers are fundamentally changing their expectations. Customers are changing their patterns of purchasing. Customers are changing what they want from a sales relationship. Selling is getting more complex and sophisticated. We recognize this trend and have developed the techniques and processes to allow you to lead this wave of change.

The result: A better understanding of Customer Needs and Wants as well as a true Long-term Relationship providing a Win - Win scenario for both you and your customer.


eBusiness
There is a great deal of confusion surrounding the terminologies associated with eBusiness and eCommerce. While eCommerce is an important component of eBusiness, it is only one element. In the case of many manufacturing organizations, it is not necessarily the most important element. There is a conscious shift toward customer-centric, multi-channel eBusiness applications.

eBusiness is defined as the strategic use of information and communication technology to interact with customers, prospects and partners through multiple communication and distribution channels. eBusiness-enabled organizations maintain a continuous dialog with their value chain about the selection, use, enhancement and replacement of products and services. This capability to both capture and manage information across channels enables organizations to derive maximum value from every interaction and to continually improve the quality of the customer experience. Through NorthStar's eBusiness Migration model, we enable companies to become truly eBusiness-enabled.


SF (Sales Force) Training
True relationship selling techniques allow you to reach entirely new levels of productivity in interacting with customers. Once again, NorthStar has developed a phased approach to assure continuity throughout the process of maximizing levels of productivity across your sales and service organizations.
We work with you to develop a specific "Certification in Consultative Selling" program for your company. Typically, this is comprised of nine individual modules presented in three phases.

Phase I
The First Phase consists of three modules targeted at "leveling" sales force knowledge and include Company Orientation, Industry Specific Orientation as well as Products, Process and Pricing. The development of these sections follows a comprehensive review and gap analysis of the current sales organization.

Phase II
The Second Phase includes an expansion of the Modules introduced in Phase I as well as a clear definition of the Selling Processes within each key market segment. The second three modules are targeted at improving the efficiency and effectiveness of the sales / customer service efforts. This includes mechanisms for quickly identifying the type of buyer and types of selling approaches that can be used to rapidly close the sale. There is also a section on developing individual sales strategies that are both complementary to and supportive of the overall organizational goals and strategies. In addition, we now introduce a number of tools for Territory / Key Account Planning and Management.
We also update and segment the Customer Data Base assuring the appropriate levels of effort based upon overall opportunities existing within the customer relationship.

Phase III
The next three sections are targeted at developing strategic sales presentations and improving negotiation skills for each level of your sales and customer service organization. This also includes a section on sales coaching for supervisors and management.
The package can be expanded to include a Management Program that will enhance your sales and customer service management team's ability to coach their people on improving their new sales and planning skills.

All of these tools are developed in the Microsoft Office format (Word, Excel, PowerPoint, Project) so that the users are immediately comfortable with their use. This also allows for rapid integration with your current CRM program.


SF (Sales Force) Tools
The selling process consists of clear and measurable steps culminating in a sale and relationship-building service scenarios. Once we define the various stages of the process, we define the parameters of each stage and produce the tools necessary to facilitate their execution.

We then work with sales management to develop the tools necessary to effectively track progress as well as coach their teams in more efficient selling techniques. Virtual Toolboxes provide electronic access to all Templates, Tools, Plans, Presentations and Strategies necessary for true Consultative Sales Plan development and execution. Toolboxes normally encompass the following:

• Territory Planning & Management
• Key Account Planning & Strategy
• Strategic Sales Presentations
• Sales Negotiations
• Coaching Skills
  

All are designed to eventually facilitate enterprise-wide collaboration within the context of NorthStar's Migration Models.

SALES FORCE TRAINING

All of our programs include comprehensive Sales Training Manuals as well as Train the Trainer Manuals for your Sales Team. These are designed such that they reside on your server and can be easily updated when necessary.

SF (Sales Force) Tools
The selling process consists of clear and measurable steps culminating in a sale and relationship-building service scenarios. Once we define the various stages of the process, we define the parameters of each stage and produce the tools necessary to facilitate their execution.

We then work with sales management to develop the tools necessary to effectively track progress as well as coach their teams in more efficient selling techniques. Virtual Toolboxes provide electronic access to all Templates, Tools, Plans, Presentations and Strategies necessary for true Consultative Sales Plan development and execution. Toolboxes normally encompass the following:

• Territory Planning & Management
• Key Account Planning & Strategy
• Strategic Sales Presentations
• Sales Negotiations
• Coaching Skills
  

All are designed to eventually facilitate enterprise-wide collaboration within the context of NorthStar's Migration Models.

SF (Sales Force) Automation
A critical element when evolving to a Relationship Selling approach involves a thorough review of the processes currently in place. Overall, the goal of this new approach is to enhance profitability through a combination of improved information and communication, enhanced analytic tools, redesigned processes and revised accountabilities, all facilitated by a new Sales Force Automation system.

We structure the selling process through a step-by-step process based upon real historical data. We then develop a system that will increase time in front of the customer, improve consistency across the company, reduce administrative burdens and improve communication. A standardized step-by-step process, which embodies relevant best practices, would be designed and embedded into this new Sales Force Automation tool.
In addition, we institute a Change-Management and Communication Program to help insure ownership of these results and to upgrade the overall skill sets in the field.


X-Organizational Empowerment
As effective as the Relationship Network System is internally, its real strength lies in the ability of an organization to now share information and knowledge with their key supply chain partners. This technology represents a gigantic leap forward and forms the foundation for the implementation of a true eBusiness Transformation Initiative.

The XML architecture allows for seamless integration of a variety of software applications across organizations. Value is immediately evident in the reduction of resources and time, and increased efficiencies along the entire supply chain continuum. NorthStar's role is to coordinate these activities and assure they are implemented within the framework of a fully integrated Strategic Plan.