Is your solution ready to sell?

Typically, the issue of sales readiness becomes important in two situations:

  1. There is a new product or service to launch and it is essential that sales targets are met and preferably exceeded, or
  2. The product or service has already been launched but sales are disappointing and corrective action is required

In both cases sales readiness needs to be reviewed and action taken to ensure that everything is put in place for successful selling.

SfS can make sure your solution is sales ready. Read the case study below for an example of how we helped one client, and click on the testimonials in the right hand pane for more ideas on sales readiness.

Case study: Sales readiness campaign for worldwide distributors

Business Situation

Solutions vendor in the financial services sector

Sells through a combination of direct sales and distributors

Opportunity

 Launching a new online security solution

Challenges

Inadequate understanding of customers’ key business issues

Inability to monetize the benefits

Lack of understanding of how customers buy these solutions

Needs

Sales strategy, tactics, information and materials that will work for both the direct and the distributor channels

Solution

Interviewed senior executives in banks and other financial institutions to identify their key business challenges and the value of addressing them

Used interviews to gathered information on buying behaviour

Marketing workshop used to devise effective sales tactics and develop the questions, arguments and reasoning salespeople will need

Business cases developed to demonstrate the value

Sales Guide disseminates this information in a salesperson-friendly fashion

Sales Development Workshops in Europe, Middle-East and Asia to launch the new solution to both direct sales and distributor channels

Result

Good feedback – one channel partner said “this is the best sales material I have ever seen”

Leads from distributors increased by a factor of four
Business challenges