Sales Approach Introduction
I am sure whatever you sell is great. Not only great, but also better than the competition. Today, every business has to sell its products and services into an ever-more competitive environment. Too often, businesses – big as well as SMEs – find themselves and their offerings being treated as a commodity. They end up fighting to be cheapest in a race to the bottom. When selling to other businesses, this happens far too often. Don’t blame your customers – it is up to you to defend the value of what you do, and to differentiate it from your competitors’ offerings.
This is easier than it seems. You just need to be a bit organized and follow some sort of process. And you need to be willing to invest in sales. No2ndPrize is here to help you do just that.
Using a sales process, just like any other activity, gives better results, but figuring out what works and what is really useful is not obvious – and trial and error is expensive. B2B often consists of a fairly limited number of quite high value opportunities to close. At the same time, every business has a limited capacity, whether in terms of manufacturing resources or service capabilities. So you’re not going to win everything, yet often organizations end up “bidding to win” (which really means lowballing the price) on every proposal.
Sounds familiar? Yet you are only able to deliver the same constrained, limited quantities of whatever it is you do. Result: underperforming business. So feel free to look through this area and see whether there are ideas that can help.