The Selling Forensics Group
- Marketing & Sales
5210 Hedden Circle
Middleton, WI 53562
We are a group of experienced sales and management professionals dedicated to making measurable, positive changes to your key selling metrics.
Our approach is to bring science to the art of selling. We look at the selling process like a CSI Team or a diagnostic medical professional would approach a case. We apply similar forensic concepts used in medicine or crime scene investigation to the selling process.
We examine sales cycles, selling methods, SFA tools, marketing messages and management processes, with a goal of sales enablement best practices, resource optimization and reducing risk in the forecast.
In addition to selling process consulting we offer a series of workshops focused on the framework below:
Advancing Relationships and Building Trust
- Personal and Team Influencing Skills
- Customer Focused Discovery Skills
- Relationship-Based Selling
- Effective Customer Communication Skills
- Team Selling
Channel Sales Planning
Creating and Reinforcing Value
- Thought Leadership Selling
- Financial Selling
- Starting and Managing the Executive Relationship
Business Writing Skills
- Account Management and Planning
- Opportunity Assessment and Planning
- Double Helix Negotiation
- Time Management for Selling Teams
- Territory Planning and Optimization
- Management of the Hiring and Coaching Process
Scott Dicks is the founder and managing partner of the Selling Forensics Group. He has over 40 years of experience in sales, marketing and general management. He is a thought leader on the transformation of sales organizations from transactional product selling to business based consultative selling.
During his career in high technology, he was a leader in creating and quantifying value for customers and teaching sales professionals to “up-scale” conversations with clients. One senior sales manager called this "the processes of going from the customer hearing ‘Blah, Blah, Blah’ to saying ‘Aha!’”.
At EMC Corp (A perennial Top 10 on the Training 125) he was responsible for developing the skills methodologies for a worldwide sales force. These included subject areas such as strategic sales planning, opportunity assessment and management, negotiation skills, teamwork, selling to senior management, breaking into new accounts, and both value─ and financial- based selling.
During his career in information technology, he has worked for large market leading firms to small innovative startups. Scott has been responsible for selling in both small and large accounts, managing sales professionals and global account managers, leading sales support functions, leading marketing and general management of systems integrations and professional services businesses.