Sales problems result in:
With the speed at which companies can enter the market, barriers to entry that shield your company from competition are hard to come by. Not only are you constantly competing against entrenched players in the market, but you are also competing against quick start-ups. Parity with features and price can happen within a few months, forcing your margins down to almost nothing and problems happening more often, such as: losing a forecasted deal, losing a key customer, having a large customer return, or longer sales cycles.
This can impact your business metrics:
Revenue down, sales down, working capital down, cost of sale up, inventory up, win rate down, time to close up, inaccurate or nonexistent pipeline.
In a world of parity on price, features, and no customer loyalty, to make more money and have a higher close rate, sellers must find new ways to separate from the competition in a meaningful way. Agnostic to sales methodologies being used, the goal of selling is to find and make value for the customer. We help companies do this by proving to customers you have been listening, you understand them, you are industry experts, and you can be trusted. Sellers can excel at this by using their current sales methodology, highlighting what makes their customer unique. When you have a deeper understanding of your customers and the value you provide them, it decreases the dreaded "no decision", reduces discounting, and helps drive close date.
The techniques we explore will boost your ability to understand the customer, without changing a single step in your current sales process, starting before the first interaction, all the way to close.
Resources gained from a higher close rate, shorter sales cycle, and lower cost of sale can be directed towards problem solving and pushing the company vision forward.
Marketing problems result in:
Have you ever been in marketing and heard a complaint from sales? This happens all the time, the finger pointing is endless. It is a loop of sales saying marketing isn't providing enough leads, or the leads are bad (Glengarry Glen Ross). Marketing then comes back and says sales can't sell, the leads are fine. You can even end up with marketing and sales upset at the other for overselling your product or solution. You'll see this cause problems such as: Lose a Key Customer, Customer does not renew, Cancelled Order, Customer doesn't pay.
This can impact:
Customers down, sales down, revenue down, returns up.
The blame game loop is a loop that needs to be replaced. What would it look like if sales started helping marketing? By providing information back to marketing as to why and how sales won a deal. Every deal won would then contribute to the same story we need to create for selling, but at the initial phases of prospect generating. The new and improved feedback loop could allow for better content generate, up to date with the problems customers are currently looking to solve and using your solution to do so. You could track industry change, turning marketers into the front line sellers every sales rep would love to have, and sales reps into sellers every marketing rep would love to have.
One of the ways we help is by creating a sales and marketing feedback loop. The loop will be customized with the ability to extract meaningful data, such as customer trends, industry trends, future customer needs, and the insight to make decisions about your product and solution upgrades for your customers.
Sales and marketing as one cohesive strategy by using a customer view, created by the feedback loop, to better understand the needs of your customers for content creation, prospecting, targeting, lead generation, and decision making. You can then use the time and money, made and saved, to invest in your company vision.
This is all about understanding your customers. Understanding them so you make more money, win more deals, and negotiate less. The customer business view we create is a direct line to your top and bottom line.