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Sales
Support
In today's world of e-business, sales
executives are asking themselves, how can our organisation:
- Compete more effectively?
- Deliver ever increasing levels of
revenue and profit production?
- Effectively increase the velocity
of sales opportunities and close them sooner?
Customers are becoming more demanding.
The customer must have a viable and urgent need to act, they must be
able to quantify the value of any acquisition, and they often analyse
several alternatives before making a decision.
From the standpoint of both a sales
professional and a sales executive, would it help if:
- Critical business issues along with
the cause and effect nature of the issues could be fully understood
by the sales professional?
- The real influencers in the decision
process could quickly be identified?
- Customer buying procedures and
protocols were identified early in the cycle?
- The timing for closing of the sale
was accurately predicted?
- Discounts were minimized and margins
protected at closing?
- Data Quality
- Poor data quality (i.e. contact data
quality and opportunity data quality) is a major business inhibitor.
With current legislation (including the Freedom of Information Act)
failing to comply has severe cost implications.
-
- Keeping data up to date shouldn't be
left to chance there are cost-effective options whereby your sales
teams can be more effective (without any unnecessary administrative
burden).
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- Interaction Management
- Effective Business Intelligence is
dependent on ensuring that the right data is captured at the point
of contact (usually a sales discussion).
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- Customer Interaction Management
(part of Proactive Customer care) can help to 'fill in the gaps' and
avoid 'down-the-line' aggravations.
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- Proactive Customer Care
- Making best use of any customer
contact is possibly the last bastion of competitive advantage.
Each contact point with a customer should be seen as an opportunity
to do more/better.
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- Solution Selling®
Support
- Solution Selling® provides a
customer focused sales process which enables sales professionals to
substantively increase win rates and revenue production but it
cannot be implemented without:
- Focusing upon a total
understanding of critical business issues faced by their
customers.
- Developing Customer/Market-Led
collateral (Pain Sheets, Pipeline Management, Negotiation
Worksheets et al).
- Relating Product/Service
Features/Benefits to Customer Critical Issues.
- Coaching individually tailored
for Sales People and Sales Managers.
Contact your local Accredited Partner for more details.
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