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Ensure you have properly defined what problems your solution solves.
Ensure you understand the problems your prospects have.
Ensure your solutions align with your prospects problems.
Present evidence that eliminates any doubt about your solution.
If you are not sure how do develop a process that will allow you to provide the proof needed to win 99% of the time then a process improvement professional can help.
Customer Success Management seems to be the new buzz word in just about every industry. Businesses are trying to figure out how they can maximize revenue from their existing customers. One of the challenges they are having is trying to force old ways of thinking on to their customers while using new words to make it appear fresh and new.
This can have the direct opposite effect. The truth is entirely new processes need to be implemented. Implementing new processes is a full-time job and requires someone who is not invested in the status quo. Working with an independent consultant may be the best way to effectively enact meaningful change. In order for customer success management to be profitable your business must think outside the box. The best way to do that is to work with someone who is not already inside the box you currently have.
Customer Success Management is the future of account growth. Companies who work with professionals with the vision to see what those within an organization can’t, will be the ones who prosper the most. Many of the methodologies developed for customer success management can also be used effectively with your customer acquisitions team as well.
Businesses who are seeking greater profitability, and enhanced efficiency in their business operations would benefit greatly from working with a professional. Someone who could help them see the greater possibilities. With customer success management consulting they can greatly increase their profits.
You may be surprised, but too often executives and business owners cannot answer this question. They often have vague ideas, but not a definitive answer.
The reason I ask this question is if you as the executive do not know the answer to this question how are your employees going to know?
One reason this question is so hard to answer is as the business has grown employees just do what has to be done. But sometimes it is not the most effective, or efficient thing to do. The business processes grew organically, but without taking the bigger growth plan into account.
Often there is no defined business process, or any formal training provided. This creates an environment where things can get missed. When things get missed mistakes happen. Mistakes can cost your business a lot of money. You can minimize, or even completely avoid mistakes when you have well defined business processes, and a properly trained staff.
Building efficient and effective business processes takes time. When you invest the time to ensure your employees fully understand the what, why, and how of their contributions, the business is more profitable. The next time someone asks you what do your employees do you’ll be able to clearly explaining what each one does, how they do it, and why they do it.
Your business will be better, and more profitable because of your well made investment in efficent business processes.
Why did you lose your last sale?
A process is a logical progression of steps. A list of ideas could be developed into a process, but is still just a list.
How do you know when your process is really just a list?
There is a new book available called No Limit-7 General Orders of Sales Leadership.
The book is available at Amazon.
In this book a number of principles are outlined for successfully leading a modern sales force.
There are ideas about modern prospecting, presenting, and even storytelling as an effective sales tool.
There is also information about how to effectively motivate your team for maximum performance.
You can get the book from Amazon for the kindle or in paperback.
Highly recommended.
One of the biggest challenges companies are facing is how to engage with new prospects. Before a sales rep even picks up the phone they need to ask themselves this question. Why should this prospect talk to me? In most cases the answer the rep comes up with, is not something the prospect would even care about. The reason is the answer is, in most cases all about the rep. Your prospects don’t care about you. They care about themselves. You must give them a compelling reason that is all about them in order for them to want to engage with you.
In a recent meeting with a client the business owner complained that their employees just were not doing the job they are being told to do. I asked the owner are they sure they know what they are expected to do? The owner said yes. I then asked did you properly train them? The owner then paused. Then told me that they expected them to know what to do when they hired them.
Many sales processes are not actually processes. This ensures a false sense of reality when adding opportunities to the pipeline.
We live in a world where data controls everything. Big data is the flavor of month it seems. Everywhere you turn a new company pops up with their new innovative way of helping businesses take advantage of their data.
