MARKET EFFECTIVELY, SELL MORE
Right Time, Right Thing, Right Way
Thriving in Change
A lot can change in a year and it will!
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Technology has fundamentally changed the way customers buy, their buying behaviours are more sophisticated than ever. The options available for responding to these changes open new possibilities, which bring both threats (increased disintermediation, commoditisation and uncertainty) and opportunities to realise our marketing and sales potential.
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Believe you can improve results?
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Want to sharpen capabilities? Change how you develop business?
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Want to involve non marketing and sales professionals in winning business?
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We can help in the following areas:
Why would you change the way you develop business?
Things are changing rapidly in the way customers buy, we need to get ahead of this curve in the way we market and sell.
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Having a marketing and sales process that is simple to follow and practical to use in real world situations, a process that fits with peoples’ personalities and your organisation, is often a good place to start. Technology offers the opportunity to provide cost effective and efficient systematic support for our processes and people. If the fundamentals are wrong the technology will exacerbate the flaws.
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Many people involved in business development feel under pressure to persuade and convince people to buy their products or services by using manipulation. To tell them what they should do. Some forget or are unclear about the importance of understanding the customer context and needs, and how to best respond to what is important to them.
Many are uncomfortable with asking to be paid for the full value of their products or service. Some think negotiation is about reducing the price alone. They believe selling is all about closing.
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To get ahead of the curve we need to help people get beyond these unhelpful perceptions and to recognise that business development is no longer the exclusive domain of marketing and sales professionals. To win now and sustain success takes a team approach engaging professionals from all parts of our business.
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We have greater access to market intelligence, technology and tools to help us market and sell than ever before. Used well we can understand and disrupt with care the way our clients make their buying decisions and support them with great impact. The prize is won not by understanding this, but doing it, and at the right time, taking the right steps in the right way.