Are you playing hard to get with your customers and potential customers?
Are you easy to do business with for your customers and potential customers?
Do your salespeople, distributors and partners have all the information they need at point of sale?
The leaders of technology companies have already started to reflect and question themselves. During this process companies often ask:
How do we improve results from the previous years and how do we limit our company’s risk?
This usually means increasing top-line revenue, gaining market share from competitors while maintaining or reducing cost.
While leaders of technology companies reflect on the previous year and looking forward to the future, they are constantly looking for improvements.
Ask yourself: How do we improve our sales process?
… With Customers
The best place to start would be with your current customer base. Ask your customers “How easy is it to purchase our product or service?” Then you may want to compare the answer to your customers purchasing patterns. Is your revenue improving or declining from your customers? Declining revenue from your best customers could signal you are too hard to buy from and that they are spending more money with your competitors. You are playing hard to get and becoming too hard to buy from.
… With Partners
Now it’s time to ask your sales force, distributors, and partners: Do they have all they need at the point of sale? If not, your sales organization is probably spending more time with remedial tasks and internally working with systems or people to receive information they need to get a proposal together for your best customers and potential customers. If your salespeople are spending time doing busy work then they are spending less time with customers and prospecting for new business.
Will you achieve your desired result of improving top line revenue and gaining market share?
If you’re too hard to buy from, probably not! Working smarting is better than working harder. However working smarter and harder gives you the best chance for desired results.
Hey, I’m in sales. I can’t help it.
If you are looking to become easier to buy from and provide your sales organization with all the information they need at point sale, then I encourage you to look through the Acquire Web site. Cincom Acquire could be your solution. Our customers routinely receive $30 for every 1 dollar they invest.
To learn more about how CPQ can increase your advantage in industry, get a personalized demo.