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Accurate sales forecasting, at scale and on the fly.
Why Sales Solutions:
In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions.” This worked because customers didn’t know how to solve their own problems. But the world of B2B selling has changed: Companies today can readily define their own solutions and force suppliers into a price-driven bake-off.
There’s some good news, though, according to the authors, all directors at Corporate Executive Board. A select group of reps are flourishing in this environment—and lessons from the playbook they’ve devised can help other reps and organizations boost their performance.
These star reps look for different sorts of organizations, targeting ones with emerging rather than established demand. Instead of waiting for the customer to identify a problem the supplier can solve, they engage early on and offer provocative ideas about what the customer should do. They seek out a different set of stakeholders, preferring skeptical change agents over friendly informants, and they coach those change agents on how to buy rather than quizzing them about their company’s purchasing process.
High-performing reps are still selling solutions—but more broadly, they’re selling insights. And in this new world, that makes the difference between a pitch that goes nowhere and one that secures the customer’s business.
There’s some good news, though, according to the authors, all directors at Corporate Executive Board. A select group of reps are flourishing in this environment—and lessons from the playbook they’ve devised can help other reps and organizations boost their performance.
These star reps look for different sorts of organizations, targeting ones with emerging rather than established demand. Instead of waiting for the customer to identify a problem the supplier can solve, they engage early on and offer provocative ideas about what the customer should do. They seek out a different set of stakeholders, preferring skeptical change agents over friendly informants, and they coach those change agents on how to buy rather than quizzing them about their company’s purchasing process.
High-performing reps are still selling solutions—but more broadly, they’re selling insights. And in this new world, that makes the difference between a pitch that goes nowhere and one that secures the customer’s business.
How Jawelt Sales Solutions Can Help?
Companies have long struggled to objectively assess their marketing and sales capabilities, analyse the productivity of their sales reps, and identify areas in which they are falling behind. As a result, sales managers end up taking a manual approach to assigning reps and often forgo capability building altogether.
We solve these challenges by offering proprietary benchmarking and analytics to help measure performance on both institution and individual level. We help companies achieve breakthrough sales productivity by optimizing their planning, coverage strategy, go-to-market model, and institutional capabilities. Companies achieve revenue growth by maximizing their sales force effectiveness – increasing customer conversions and reaching the right clients.
We solve these challenges by offering proprietary benchmarking and analytics to help measure performance on both institution and individual level. We help companies achieve breakthrough sales productivity by optimizing their planning, coverage strategy, go-to-market model, and institutional capabilities. Companies achieve revenue growth by maximizing their sales force effectiveness – increasing customer conversions and reaching the right clients.