Activation and development of new business from existing and potential customers. Commercial planning, sales forecasts, strategic customer management.
Process
From opportunity or customer qualification to positive closing of the deal, client's loyalty obtained and activation of other opportunities. The entire process is subjected to analysis to capture the main moments to be synchronized with the client's decision-making process.
People
People learn methodologies, techniques, best practices, and the use of tools able to better guide business work. Together with managers they can increase the effectiveness of all interactions with customers.
Planning
Systems incorporating work processes and methodologies become, in fact, working tools in the hands of commercials that can grow professionally in their role.
Partnership
More often than not, the sales process involves third parties in some or all the stages. That means they should be considered an integral part of the process and they must make a contribution. To involve the parties is a key component of an effective sales organization.
ROI
- Improvement of the "Close Rate", the indicator that is measuring the relationship between "positively closed" opportunities and all those that have been qualified.
- Increasing the average value of a customer for any single transaction, thanks to the increased ability to capture weak signals in all interactions, exploring them and providing the right solutions.
Costs
- By improving the effectiveness of forecasts, the production and the resources that need to deliver what have been sold, can improve cost planning, reducing the effect of overestimating or underestimating efforts.
-Increased efficiency in the use of commercial resources can re-pay their own cost.
Value over time
-Customer loyalty increases and becomes a fundamental asset of the organization.
- The contribution of managers and "champion" of reference in defining the details of the phases of the reference commercial process, is key for the success of the service implementation
- The discipline in using tools and following the process, guaranteed by the dedication of managers in helping people, has a direct and positive impact on the results.
- The discipline in using tools and following the process, guaranteed by the dedication of managers in helping people, has a direct and positive impact on the results.
- A multinational corporation based in Italy operating in the industrial automation industry, has invested in providing its worldwide sales force at all levels, a CRM designed specifically for sales methodologies. This have made possible to transform people typically with technical-engineering culture, in people with technical-commercial culture that can add even more value on the field than the average of typical people with sales background.
- Small Italian software company specialized in security has invested in a system able to map the relationships, manage opportunities and business visits, enabling the effective extension of the scope from just the financial sector, always served by this company, to the industrial one.
- Small Italian software company specialized in security has invested in a system able to map the relationships, manage opportunities and business visits, enabling the effective extension of the scope from just the financial sector, always served by this company, to the industrial one.