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