Sales Support

Maverick has more than 25 years experience in selling directly to all sectors including Academic, Corporate, Government and Public Libraries at both the institutional and national consortia level.  Our senior sales associates are proven sales professionals who can focus their particular expertise and market sector background on achieving the sales targets and customer exposure you need.  It is our priority to be your dedicated sales resource on an International level.

Maverick’s internal institutional customer database enables us to rapidly provide targeted and accurate contact lists that will enable you to quickly and efficiently identify and target the exact customer or user profile for your product. Supplied in various formats, these lists are produced on a case by case basis and only after extensive research into your present and potential sales activity. If we don’t have the right profiles or contacts you need, we will work with you to research and develop targeted sales lists that would then be supplied on for upload into your own CRM or sales tracking databases.

We can also provide a detailed analysis of specific (existing and new) market sectors for your content and suggest the best ways to maximize new customer acquisition and existing customer retention. All reports will be designed and tailored specifically to your individual sales or competitor response strategy needs.

Our core service elements include:

Institutional direct sales

  • Strategic support and advice, including developing a suitable sales strategy that will meet your organisation’s needs
  • Regional sales and marketing representation and advice
  • Sales targeting and revenue projection analysis
  • Direct (customer) sales identification, closure and maintenance (including renewal management)
  • National and international Consortia sales analysis, development or negotiation
  • RFP discovery and response — seeking out and responding to proposal requests
  • Market and customer segmentation
  • Market and competitor analysis

We maintain regular customer communication in the most appropriate way (e.g. telephone, skype, email and face to face meetings) and prepare regular pipeline reports to keep you abreast of activities and successes. 

Distributor Identification and Management
With our extensive experience in global academic sales, as well as our background in developing sales distribution networks, Maverick has existing relationships with the widest range of established agents and regional distributors who are ready to sell your content into the markets in which they operate.

We will review any existing distributor arrangements you may have to help identify the right agents and distributors for your products.  We will manage the initial negotiation as well as the ongoing distributor/agent relationship to ensure that they are trained and fully conversant in how to sell and present your services.

We will closely monitor and manage the network on your behalf and be sure all your chosen sales channels are kept regularly up to date with product news and developments.  At all times we will report back results and activities on a regular basis and work with you to develop reporting processes that meet your specific sales forecasting and market feedback requirements.

Core services include:

  • Distribution channel identification, negotiation and development
  • Distribution channel management including contracting; regional or sector specific pricing; creation of sales and marketing plans; distributor sales targeting; channel “grading” and “preferred distributor” models or incentive schemes.
  • Comprehensive sales channel analysis and reporting and integration with associated business and financial planning/reporting processes.

For further information about how we helped other publishers in their strategy development, please refer to our Case Studies page, or to discuss your requirements, please Contact us.