a new look at common business problems
 below are five examples of common business problems and symptoms (columns
1 & 2) that many companies are experiencing.
stop being a traditional thinker
the traditional solutions to these problems
(column 3) are what most executives implement only to find that they
don’t
fix the real problems. the bottom line is that there is no change
in the bottom line. and your hot seat gets hotter as the clock
keeps ticking.
what you should be thinking about
what you should be thinking
about (column 4) are alternative approaches that solve the real problem. sales
engineering group’s
unique expertise in the field of value shatters your traditional thinking
and shows you a new way to get to the core of many of your complex
business problems.
| problem |
symptoms |
what you’re thinking about |
what you should be thinking about |
difficulty establishing new customers |
- can’t find the way in
- sales/marketing disconnect
- difficulty establishing contact with prospects
|
more marketing, lead generation |
identifying value — is your value
clear to both your team and your customers? is your current
value message based on your product or your customer’s
business? |
shrinking margins |
- reverse auctions
- constant downward price pressure
- every sale is a negotiation
|
cost cutting,
streamlining the sales organization |
communicating value — does your
sales team know how to effectively differentiate you from your
competition? have you made your value proposition clear? |
variable customer satisfaction |
- some customers love your service and others are unhappy with
the same service
- customers all seem to want something different
|
investments in customer service |
delivering value — are you delivering
the value your customer expects? are you establishing appropriate
expectations during the sales process? can customers measure
your performance against expectations? |
customer turnover |
- surprised by an rfp or rfq
- struggle to create long-term relationships
- don’t know why they’re leaving
- don’t know your customers well
|
more contact by your field sales
personnel, higher touch and improved customer service |
reinforcing value — does your
customer recognize the value you bring? do you communicate
your success in meeting their expectations on an on-going basis? have
you agreed on appropriate measures? |
tried sales training, not getting
results |
- no improvement in forecasting
- no significant change in individual performance
- significant part of the team not achieving goals
- sales reps still using old techniques
|
change, either your personnel, sales
process, or sales management |
- internalization—does your team buy into the process? does
your process represent best practices?
- knowledge—do all the members of your team have the skills
and knowledge to execute your process?
- alignment—are all of your corporate systems aligned with
your process to eliminate redundancy and support best practices?
|
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ready to move forward?
it takes courage to institute real change. contacting us is the first
step. you'll be glad you did.
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