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NAB 2011 is in the can. Reports from Las Vegas reinforced predictions that media technology spending will continue to increase in 2011. Even though spending is forecast to strengthen, the marketplace will continue to be dynamic and challenging.
Good products and relationships are not enough. Media technology companies with a customer-focused sales model - one that works with customers as valued business partners - will be the big winners and enjoy strong market share and profit growth in 2011.
So? Are you ready?
Your prospective customers are spending, but their approach is different. Buying decisions are no longer made based solely on technical performance, corporate reputation or personal relationships. Buyers want products and services that help them control costs, generate revenue, reach new markets, distribute to new platforms or a hundred other strategic business reasons that may have little to do with raw technology.
As a result, more customer executives from new levels and new departments are involved in the decision chain. Higher-level, bottom-line focused executives are more involved in technology decisions.
Many times this means prioritizing engineering and operations executives - those people who may have been the first prospect contacts lower and focusing more attention on senior level non-technical business executives; those people who actually own the problem your solution solves or the opportunity your solution presents.
They want to do business with trusted partners not vendors.
They are looking for "problem solvers" not "suppliers."
Companies that adopt Media Technology Sales Conditioning have 6-percent more wins, 5-percent fewer losses and waste less time on deals ending in "no decision"
Successful media technology sales teams help potential customers identify, quantify and prioritize business problems - even ones they may not recognize or fully appreciate. Sales people must look beyond raw technical features; instead focusing on finding prospects who understand and value the bottom line business benefit your hardware, software, systems or services deliver.
Even though buyers are spending for new and delayed projects, the marketplace is still struggling. Competition for client budget and projects will continue to be heated. To win, your sales team must be able to:
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Quickly identify the most promising opportunities;
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Discover and articulate business problems to technical and non-technical executives;
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Navigate and unite a wider variety of customer constituencies;
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Collaborate with the prospect to design cost-effective, value-added solutions;
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Compel belief that action is less risky than inaction; and
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Secure the opportunity
We can help if your sales and sales management team need a refresher course in basic sales skills. But, more likely your sales people and managers know the basics. Our research and experience show that most broadcast and media technology sales teams lack the higher-level communication, collaboration, organization and execution skills required to deliver consistent world-class results.
That’s where our Media Technology Sales Conditioning™ approach helps.
Media technology companies worldwide engage Sales Performance Associates to help them achieve sustainable, repeatable and predictable revenue growth by improving sales and tactical marketing processes, methods and execution.
Our Media Technology Sales Conditioning™ methodology helps clients...
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Identify more and better sales opportunities
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Improve the size, qualification and velocity of their pipeline
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Enhance sales forecast accuracy
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Win more competitive new opportunities
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Grow business within existing accounts and
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Upgrade overall sales and marketing execution and efficiency
With over 25 years of successful media technology sales and sales management experience, we know the marketplace, the players and your prospects' buying drivers - plus - the trends, technologies and business goals that continue to make today's broadcast and media technology sales environment so dynamic and challenging.
We combine that expertise with first-hand knowledge of sales methods and tactics successfully used by world-class companies facing similar complex technology selling challenges.
We are different from other sales consulting firms. Many traditional firms deliver once-and-done, drive-by sales training providing short-term value that quickly fades. We do not.
Our programs are successful because we begin with a top-down assessment of your complete sales, sales management and tactical marketing situation. We gather your senior management team - not just salespeople - for a facilitated discussion to identify what's working and what's not in your sales group. Then we deliver a customized plan that prioritizes the least risky, most rewarding actions first. Our program outlines the realistic changes you can make and a timeframes to reach each goal. In addition to workshops and training - we schedule recurrent training to boost adoption, on-line on-demand coaching and support to help you win the deals you can’t afford to lose.
Take one minute to enter your information and schedule a no-obligation 20 to 30 minute telephone conversation to discuss your situation.
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