 |
Selling Solutions
YOUR BUSINESS PRIORITIES
It starts by understanding and aligning with your priorities and the priorities of others within your enterprise.
Your top-of-mind initiatives are in response to solving critical business problems.
REQUIREMENTS TO ADDRESS THE PROBLEM
Addressing business problems begins by recognizing and addressing a number of requirements.
CRITERIA FOR MEASURING SUCCESS
Containing and avoiding costs, making operational improvements, and contributing to organizational results determines success.
Download Printable PDF
| P R I O R I T I E S | |
Top of mind business initiatives: |
|
| Integrate Sales and Marketing | Synthesize the sales and marketing efforts to drive new and add-on revenues while reducing waste, duplicity, and costs |
| Sales Leadership Advancement | Intelligently empower individuals to perform, coach, and proliferate the standards of performance set by leadership |
| Executive Relationship Management | Initiate and develop durable executive relationships to maximize customer satisfaction, growth, and profitability objectives |
| Best Practice Replication | Constant review, capture, and distribution of customer valued and validated best sales/service/support practices |
| Demand Monitoring and Forecasting | Real-time monitoring of demand-driven marketing and sales actions to confidently manage sales pipeline activities and forecast business results |
What types of critical business problems are you trying to solve? |
| < 8% of marketing resources can be directly linked to business results |
| < 10% of sales managers’ time is spent leading and developing direct reports |
| > 85% of sales transactions occur based on unnecessary and/or excessive discounting |
| < 15% of vendors are seen as strategic partners by their customers |
| < 5% of sales teams practice “live” prior to customer interactions |
| < 3% of enterprises successfully capture and transfer best sales practices |
| < 50% of forecasted deals actually close |
| < 25% of closed deals occur at the dollar amount and month originally forecasted |
* Based on Knowledge-Advantage field work |