SHAPING YOUR PROSPECT'S BUYING VISION
According to Forrester, 3 out of 4 buying decisions go to the vendor that first shaped the prospect's buying decision. Other researchers report that the average vendor's chance of winning an RFP they had not previously influenced is 2-3% at best.
It's foolish nonsense to accept that sales people can only expect to engage when the buying decision is already 57% complete. On the contrary: successful sales people engage early, focus on compelling issues and unsatisfied needs, persuade the prospect of the need to take action and play a pivotal role in influencing the prospect's vision of a solution...
We'll work with you to identify the business-critical issues that you are best equipped to solve, and help you identify and profile the organisations and stakeholders that are your most valuable prospects. We'll create sales playbooks that equip your sales people to create tangible value in every sales conversation, educate the prospect and influence their agenda, establish compelling reasons to act and present the unique benefits of your solution. You can learn more about our approach here.
INFLEXION-POINT: THE VALUE SELLING SPECIALISTS
We're here to ensure that every member of your sales team - from your most experienced veteran to your most recent hire - is universally adopting proven best practices and winning behaviours, and has easy access to the information they need to make the best possible decisions at every point in the sales process.