Primary Questions
Whether your sales team deals one-on-one with the only decision maker or acts as a part of a team selling to a complex customer buying center, you must be able to answer "yes" to three primary questions to be effective in today's selling environment:
- Does your sales organization understand the customer's real value chain?
- Does your organization and its offerings address the needs of the customer's value chain?
- Is the value proposition effectively acknowledged by the customer?
The answers to these questions present significant challenges for the sales and marketing team, both within the customer's orgnanization and within your organization:
Challenges Within the Customer's Organization
- Your sales organization and cross-functional support staff must stand out
from a host of competitors with apparently similar offerings.
- Salespeople may face complex and confusing buying center dynamics comprised
of customer evaluation teams, committees, multiple buyers at multiple levels,
decision makers, and influencers - all with different wants, needs, dominant
buying motives, power bases, and points of view.
- They must understand that the selling process has become more complex and
must correctly anticipate the customer's response.
- Salespeople must move beyond the traditional strengths of skill and charisma to incorporate a sophisticated appreciation of strategy and profitability.
Challenges Within Your Organization
- Your salespeople must coordinate their efforts with marketing, finance,
operations, manufacturing, customer support, senior management, and outside
business partners to present a coherent message to the customer.
- Often, your salespeople must combine disparate products and services into a unique solution or offering to create value for the customer on the customer's terms.
- Your salespeople must compete among themselves for access to shared resources within marketing, operations, finance, etc.
- They must understand how to identify, allocate, and deploy finite resources
to maximum advantage.
- Finally, your salespeople must be able to develop an accurate and comprehensive plan to effectively and efficiently manage the selling and decision-making process.
Selling Solutions Inc.'s proprietary and proven methodology provides the necessary sales process, customer management practices, and turnkey solution tools to address these challenges and to bring a new level of sophistication to your sales group — a level of sophistication that is required to meet the demands of the new competitive environment.