Ask any business leader what they want most and they are likely to say ‘more revenues’. Most suppliers today want to increase sales win rates. In fact, the ratio of deal wins to sales effort is costing many ICT supplier companies dear. Larato’s research found that four out of every ten qualified ICT deals come to nothing. This is 10% higher than in other industries.
Business leaders seeking to improve their sales performances need to realise that sticking to Old World selling habits is no longer an option. The high cost of low win rates demands remedial action to properly qualify prospects and add more revenues to the bottom line.
This #HelpMe guide explores Larato’s survey findings, affirms the need for a commitment to change and provides a business transformation plan created to help you increase sales win rates.
Chapters in this guide:
Qualification is an ongoing process and not a single event by Ian Hunter
Customers are demanding more than just another sales pitch by Stuart Gilroy
Traditional sales processes have made sales people ineffective by Ian Hunter
#HelpMe action plan by Dr. Lucy Green
Extract from “I want to increase my sales win rates” #HelpMe
The questions you ask are more important than the things you could ever say.
Companies are in business to meet three pre-requisites. These are to manage business overheads and control cost, retain customers and gain competitive advantage. The more savvy sales person knows that technology based products and applications have the ability to address all three of these
needs so it comes down to how the buyer interprets those needs and to how this is ‘sold’ to the user. Buyer decision making processes change; today a buyer
knows, often through web based research, that a 100% fit with his needs can probably be achieved – if not with a single product then with a combination of products and applications.