Shaer Associates - Consulting and Training

Shaer Associates is a consulting and training firm that specializes in working with clients to enhance their business development through sales process engineering, marketing and training services.

 

Core Beliefs: 

  • A sales process must be repeatable and scalable by a reasonably trained and reasonably skilled sales team.  It can't require a one in a million salesperson because those people are nearly impossible to find and when they do, they are often disruptive to the organization.

  • It is the customer's buying process that determines the sales process and we have to map a sales process to the manner in which customers buy.

  • Marketing is a tool of a sales process and enhances its effectiveness.  Marketing is not independent of the sales process.

  • Measurement is a key part of managing any process.