Sales Organization
Selling requires not only the ability to articulate the economic benefit of the specific product or service involved, but also understanding and contributing to its use in subsequent levels of production and distribution culminating in an eventual final product. Understanding the challenges and obstacles facing the immediate customer as well as those of his or her customers is one of the basic keys to building a strong preference for your product relative to competition.
If properly communicated to the rest of your organization, this understanding will be the cornerstone of making your firm a valued and trusted partner as your employees in all areas will be able to link their efforts to solving the problems faced by your customers.
The delivery will harness both internal and external resources to help you focus on the requirements of this extended marketplace without distracting your sales organization from necessary sales activities. We can work with Sales Management or with individuals to analyze and help formulate and/or convey your message and your capabilities.
We have experience not only with the direct sales model, but also with working through representation and distribution, and recognize the key differences and requirements inherent in each or more likely, in some
combination.