Having a sales force that spends too much time on non-selling activities is a problem that many companies face. Wasting time on things such as quotation preparation, chasing corporate resources and resolving problems with quotations and orders wastes not only time but also money.
Sultex consulted with Cincom for a way to simplify its complex ordering process. The Cincom Acquire™ Guided Selling and Product Configurator® enabled a 50% reduction of Sultex’s sales cycles, and processing time was reduced from days to minutes. Cincom offered efficient answers to multiple problems, all in one solution.
Manufacturers are leaving money on the table by not paying attention to bringing more accurate and timely pricing into their quotes.
The speed of a sale is an important driving force for competitive advantage. A main hindrance in the sales process is the lack of knowledge a sales channel has about product information relating to customer needs. The problem that many companies encounter is a sales channel that may not have the necessary knowledge available to fully utilize customer’s needs, often resulting in an abandoned sale.
Chief’s cooling storage units vary immensely due to different size constraints, product variations and differences in terms of the type of refrigeration/ventilation types, lighting and color choices. This made adapting its products to meet the unique needs of each customer a challenge.
How do you get sales reps and channel partners up to speed on new and existing products without wasting a lot of time and money?
Midsized companies face a dilemma, they have limited resources compared to bigger companies but they still need high-powered software to organize sales information to stay competitive. Pellerin Milnor was facing this problem in 2000.
Alliant Energy needed a way to shorten its typical 30-day billing cycle for delivered projects.
What do you do when you can’t get the customer to say “yes” and move forward with a sale?
A first meeting with a prospect is much like a job interview. The littlest things can make a big difference.
But if you ask yourself these 4 questions, it’ll be a little easier.
Bottom line: Imagine if all the sales teams in your company decided to make the most important relationships cataloged in their Rolodex come alive again. That infusion of intensity and customer focus can change a company – and no sales team ever accomplished that going card after card in a Rolodex dialing for dollars.
Agendas grow out of motive and intent. So, when motives and intentions are not open and transparent to all involved, “hidden agendas” inevitably develop.
Why leads leak from the sales funnel and how to prevent their loss.
Complex selling cycles are as long or longer than a basketball season. Anchoring the coordinated efforts of teams in shared values and treating time not with fear but with an opportunistic mindset makes all the difference. From the Maestro who delivers an excellent performance to Coach Wooden winning 10 NCAA National Championships, to the sales professionals who sell on value and orchestrate their teams to winning new business, all must be anchored in solid, strong values to succeed.
