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HEED flyer final

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Mazen Farah
Mazen Farah

This document introduces HEED's scientific approach to sales transformation. It provides examples of how HEED has helped clients integrate science into their sales processes, strategies and productivity. Specifically, HEED uses data analysis to better segment customers and identify opportunities, optimize sales processes, and set measurable goals to minimize fluctuations in performance. Client testimonials cite increases in sales productivity, conversions and overall performance from working with HEED to bring a scientific approach to their sales.

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5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com A unique approach toward sales transformation that had 100% success rate in our projects and 53% increase on average on our clients’ sales performance. You will benefit most if you are facing uncertain sales challenges and looking for an on-going increase in your sales potential. INTRODUCING SCIENCE INTO SALES Dear Executives, In such challenging, uncertain and insecure market; trial and error, guts and intention coupled with the superhero resiliency of the prior generation were the major key factors for making it through, even when following a non-scientific process. But the sales challenges continue today, as this concept has little definable, measurable procedures and predictable competencies that can be transferred or even taught to the current and future sales generation. “Composing high performance sales function, even in growth, may require a deeper transfor- mation of the fundamentals. This includes strategy and process to systems and talent, bringing science and art of sales back into focus.” This is precisely what was concluded in a sales study conducted by Accenture back in 2010. This idea stuck with me, when many perceived it as a complicated crazy approach for our market. I was hit by its simplicity, and I believed it’s the solution and future for our current continuous sales challenges, and the fruition of HEED’s journey. Today, we are glad to share with yourselves, how we had gone the extra mile in validating, and proving that this solution is applicable also in such uncertain market, and on small and medium enterprises as well.
STRATEGIC LEVEL Applying mathematical analysis would segment the right opportunities to focus on, product line to drop and sales pattern to follow. We helped one of our clients to identify the lost opportunities as well as the gained sales in regards to other product lines. Such exercise resulted in an increase in their sales performance in excess of 50% in one year. Applying various scientific analysis on your sales data, would allow to better understand your customer segmentation. This will direct your sales people to the right potential customers. We take a further step in our projects to design a sales structure which properly exploit the new segmentation. This exercise led to an increase of 35-40% of potential referrals, and a 25% increase as a final outcome. We are happy we have worked with HEED on two different engagements. Their scientific state of art solution helped Brokers XP to expand irrespective of the on-going challengeable market. Their mathematical analysis coupled with their sales insights helped us to segment the right opportunities to focus on, and structure an optimized sales process to follow. Such an exercise joined with HEED’s discipline of execution resulted in a cultural shift among our sales force and a significant increase in sales productivity. Mr. Abdullah Saleh Managing Director - Brokers XP Working with Heed to integrate science into our sales process has resulted in clearly focused and measurable goals for sales and management. The approach has helped us focus on the process and maximize our sales potentials by identifying their strength and using it, while minimizing frustration sales people hit from time to time from blindly jumping from lead to lead. I highly recommend working with Heed on the science approach to grow your sales. Mazen’s passion comes across in everything he does and he works hard to pass on the enthusiasm and passion to the sales organization. Mr. Adonis El Fakih CEO - Ayna Corp Heed was instrumental in providing insight of our sales potential and building and executing a scientific approach to realizing its potential. Mazen’s dedication, perseverance, and confidence of the science behind selling is now an integral part of our sales culture and personnel. We look forward to developing our relationship with Heed and highly recommend HEED’s services to anyone looking to optimize their business. Mr. Ziad Mugraby CEO - Beirut.com PROCESS LEVEL Integrating science and structure into your sales cycle is the key to have a measurable defined sales outcome in regards to each step of the sales process. Such pattern, when properly defined, mapped, and optimized with the proper sales insights will bridge the gap between good salespeo- ple and the middle performers. This helped our clients to reduce 33% on average in the time to complete a sale, and had an increase in sales conversion of more than 30%. PRODUCTIVITY LEVEL Applying regression analysis on your sales productivity is the key for setting measur- able constant objectives for each sales step within a defined process. This keeps salespeople engaged with the most lucrative and rewarding opportunities, while minimiz- ing their frustrations. Setting pre-determined but focused levels of weekly cold calls for every salesperson was enough to minimize the peaks and valleys by 70% at one of our client’s overall sales performance. “Science” is a terminology used when referring to any structured process. A scientific process is one that defines and analyzes data to build strategies and plans, inform decisions, take actions and reach incremental milestones. In a sales context, this approach leads to a visible “secured” outcome that can be measured and managed to allow continuous improvement. Science could be applied on all levels of the sales organization, below are few examples that have been drawn from Heed’s recent engagements. HOW SCIENCE COULD BE INTEGRATED IN SALES HOW WE COULD HELP 5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com With our unique scientific approach to sales, HEED helps companies to understand their root sales challenges. We formulate those insights into a scientific based solution. In doing so, we enable organizations not only to overcome existing sales problems and challenges, but also to optimize their potential and build a platform for continuous improvement. Our intensive engagements include executing the set plan that link together people, strategy, plans and processes. To have a clearer idea about how we can structure, transform and optimize your sales performance, contact us, or directly respond to mfarah@heed-mm.com. TESTIMONIALS

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HEED flyer final

  • 1. 5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com A unique approach toward sales transformation that had 100% success rate in our projects and 53% increase on average on our clients’ sales performance. You will benefit most if you are facing uncertain sales challenges and looking for an on-going increase in your sales potential. INTRODUCING SCIENCE INTO SALES Dear Executives, In such challenging, uncertain and insecure market; trial and error, guts and intention coupled with the superhero resiliency of the prior generation were the major key factors for making it through, even when following a non-scientific process. But the sales challenges continue today, as this concept has little definable, measurable procedures and predictable competencies that can be transferred or even taught to the current and future sales generation. “Composing high performance sales function, even in growth, may require a deeper transfor- mation of the fundamentals. This includes strategy and process to systems and talent, bringing science and art of sales back into focus.” This is precisely what was concluded in a sales study conducted by Accenture back in 2010. This idea stuck with me, when many perceived it as a complicated crazy approach for our market. I was hit by its simplicity, and I believed it’s the solution and future for our current continuous sales challenges, and the fruition of HEED’s journey. Today, we are glad to share with yourselves, how we had gone the extra mile in validating, and proving that this solution is applicable also in such uncertain market, and on small and medium enterprises as well.
  • 2. STRATEGIC LEVEL Applying mathematical analysis would segment the right opportunities to focus on, product line to drop and sales pattern to follow. We helped one of our clients to identify the lost opportunities as well as the gained sales in regards to other product lines. Such exercise resulted in an increase in their sales performance in excess of 50% in one year. Applying various scientific analysis on your sales data, would allow to better understand your customer segmentation. This will direct your sales people to the right potential customers. We take a further step in our projects to design a sales structure which properly exploit the new segmentation. This exercise led to an increase of 35-40% of potential referrals, and a 25% increase as a final outcome. We are happy we have worked with HEED on two different engagements. Their scientific state of art solution helped Brokers XP to expand irrespective of the on-going challengeable market. Their mathematical analysis coupled with their sales insights helped us to segment the right opportunities to focus on, and structure an optimized sales process to follow. Such an exercise joined with HEED’s discipline of execution resulted in a cultural shift among our sales force and a significant increase in sales productivity. Mr. Abdullah Saleh Managing Director - Brokers XP Working with Heed to integrate science into our sales process has resulted in clearly focused and measurable goals for sales and management. The approach has helped us focus on the process and maximize our sales potentials by identifying their strength and using it, while minimizing frustration sales people hit from time to time from blindly jumping from lead to lead. I highly recommend working with Heed on the science approach to grow your sales. Mazen’s passion comes across in everything he does and he works hard to pass on the enthusiasm and passion to the sales organization. Mr. Adonis El Fakih CEO - Ayna Corp Heed was instrumental in providing insight of our sales potential and building and executing a scientific approach to realizing its potential. Mazen’s dedication, perseverance, and confidence of the science behind selling is now an integral part of our sales culture and personnel. We look forward to developing our relationship with Heed and highly recommend HEED’s services to anyone looking to optimize their business. Mr. Ziad Mugraby CEO - Beirut.com PROCESS LEVEL Integrating science and structure into your sales cycle is the key to have a measurable defined sales outcome in regards to each step of the sales process. Such pattern, when properly defined, mapped, and optimized with the proper sales insights will bridge the gap between good salespeo- ple and the middle performers. This helped our clients to reduce 33% on average in the time to complete a sale, and had an increase in sales conversion of more than 30%. PRODUCTIVITY LEVEL Applying regression analysis on your sales productivity is the key for setting measur- able constant objectives for each sales step within a defined process. This keeps salespeople engaged with the most lucrative and rewarding opportunities, while minimiz- ing their frustrations. Setting pre-determined but focused levels of weekly cold calls for every salesperson was enough to minimize the peaks and valleys by 70% at one of our client’s overall sales performance. “Science” is a terminology used when referring to any structured process. A scientific process is one that defines and analyzes data to build strategies and plans, inform decisions, take actions and reach incremental milestones. In a sales context, this approach leads to a visible “secured” outcome that can be measured and managed to allow continuous improvement. Science could be applied on all levels of the sales organization, below are few examples that have been drawn from Heed’s recent engagements. HOW SCIENCE COULD BE INTEGRATED IN SALES HOW WE COULD HELP 5th floor, Bloc 03, Lazaristes Bldg., Beirut Central District, Lebanon | T. +961 1 964562 | E. info@heed-mm.com | W. heed-mm.com With our unique scientific approach to sales, HEED helps companies to understand their root sales challenges. We formulate those insights into a scientific based solution. In doing so, we enable organizations not only to overcome existing sales problems and challenges, but also to optimize their potential and build a platform for continuous improvement. Our intensive engagements include executing the set plan that link together people, strategy, plans and processes. To have a clearer idea about how we can structure, transform and optimize your sales performance, contact us, or directly respond to mfarah@heed-mm.com. TESTIMONIALS