Are you sure you focus on the strongest value propositions?
Sales is about focusing on the few important things. This is never more so than when it comes to your value propositions – if they are not few, simple and clearly stated they get lost in the clutter. Sometimes your own people are just too close to pick the important few; other times there is just too much history.
Use SfS services to tune-up your sales propositions so all your salespeople deliver the most powerful sales messages all the time. The case study below explains how we did this for a multi-national information services company. The testimonials on the right offer further ideas and insights.
Case study: Services company learns how to focus on the winning value propositions
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Business Situation
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Global information services company seeking to grow faster
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Opportunity
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A strategic review identified areas of expertise to focus on for growth
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Challenges
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Converting areas of expertise into saleable propositions
Stimulating salespeople to pro-actively sell the propositions
Internationalising the offer – i.e. breaking out of the tradition that “I only offer services to my customers if the resource is located in my country”
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Needs
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To focus on a limited number of the most saleable propositions
To equip the worldwide salesforce to be self-sufficient in creating new opportunities for these propositions
To give salespeople the confidence to move out of their comfort zone and sell services that are delivered from international centres of expertise
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Solution
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Solution Development Workshop for each area of expertise to define the possible propositions and select the winners
Marketing Workshops to develop the sales strategies, tactics and business justifications for each proposition
Workshops held in three different countries with participants of ten different nationalities to ensure that the conclusions were truly international
A set of Sales Guides that enable salespeople to pro-actively sell the propositions and pre-qualify the leads they generate
A variety of internal promotional activities to ensure salespeople understand and use the materials: an interactive session at the sales conference; face-to-face sessions in several countries; webinars to explain the Sales Guides
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Result
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Salespeople are able to pro-actively develop opportunities without being dependent on a hard-to-get domain expert
Domain experts can concentrate on 'real' opportunities
Pre-tax profits doubled in the six months following the launch of the Sales Guides
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