Does your sales department speak to the right decision-makers at the customer?
The greatest misjudgments of chances of success in sales projects happen when your sales force does not fully identify the decision making process and people involved at their customers. Projects that seemed to be “save” are lost shortly before completion and forecasts are not achieved again.
In practice: Many of our customers face this enormous problem. And in many cases there is also the fact, that they have invested in long-running, complex projects, a lot of development know-how and resources – with “zero” earnings. It works differently, or rather better: At one of our industrial suppliers, for example, we found that its sales “for projects with sales of over one million euros” only knew two engineers on the customer side and only communicated regularly with these two. In the end, however, this project was decided by seven people, in different positions, with different degrees of influence and with different interests. Decided – for the competition!
Our solution was to first train sales in a well-established, practice-proven sales methodology. We then introduced this system as the mandatory process for complex projects of the sales staff – and their coaching by sales management.
As a result, this approach resulted in a clear increase in the success of the project – through early recognition of the decision-makers at the customer and adapting the solution to their different requirements.
If you don’t know exactly why you are winning projects, and more importantly, why you are losing projects, let’s talk! Simply make an appointment for a first, non-binding phone call.