 Sales and Technical Sales Support Team
Integration to Win More Complex Deals
Few things can advance a sales opportunity better than an excellent demonstration of your products and/or services. Likewise, few things can kill a sale faster than a failed demonstration.
One way to assure prospective customers are impressed with your demonstration is to make sure it covers only areas important to the customer. The days of the two hour long “stop me when you see something you like” demos are over. In fact, showing every aspect of your solution in a demonstration can actually produce more prospect objections.
Product demonstrations, pilot installations, visits to customer reference sites or your own corporate headquarters occur are only successful when salespeople work as a team with your pre-sales engineers, solutions architects and other internal resources. Team members must be used at the proper point in the sales cycle. Events must have a specific purpose matched to the prospect’s technical, strategic, personal or political needs. And, team resources must be fully prepared by the salesperson on the goals of the event and the needs of the prospect.
When team selling improvements are identified during our Sales Conditioning Strategic Assessment, we deliver programs to help your sales, pre-sales and technical support team…
-
Maximize the impact of sales cycle events by addressing specific prospect needs, questions or concerns
-
Improve prospect qualification
-
Shorten sales cycles
-
Boost competitive differentiation
-
Efficiently use your valuable pre-sales engineering and solution resources
-
Build added value
|
