Business transformation executive; Dynamic Revenue Generation: Insight & Financial Selling; Target and Digital Marketing; Compensation Plan Development; Sales Management. From start-ups to companies in need of business transformation, my clients see dramatic growth.
How does the sales force adapt to the need to implement an Insight Selling approach (in addition to the more traditional Solution Selling approach)? Changes in how buyers access information and the content of that information are conversely requiring their vendors to develop new selling methodologies. Sales resources must bring insight and become challengers to their customers and prospects. Even the traditional sales cycle for software companies demand new steps like Business Solution Reviews (BSR’s) and Blueprinting stages. The third leg in this sales approach (Insight/Challenging selling; change in the sales cycle stages) is financial selling – being able to provide financial justification tools including internal rate of return, net present value, and payback (in addition to ROI).
- Start-up software company saw a 300% increase in sales year over year
- Professional services company saw a 50% increase in sales year over year
- Technology company sales ... $40 million to $120 million in two years.