Problemy Sprzedaży, Zarządzania Sprzedażą i całą Firmą

Problemy Sprzedaży, Zarządzania Sprzedażą i całą Firmą

In addition to integrating both knowledge and skills, Solution Selling addresses specific selling, sales

management, and executive management difficulties. What follows are some of the challenges we often see and hear as we begin to work with our clients. See how many of these issues resonate with you. Typical Selling Difficulties S “I'm having a hard time meeting, much less exceeding, my sales quota.” S “Our product isn't competitive anymore.” S “Buyers say our services are too costly and can't justify them.” S “They wouldn't let me in at the right level.” S “If only my manager would have discounted.” S “The consultant didn't do a good job.” S “I lose control of our prospects at the end of the sell cycle.” S “We got in too late.” S “The prospect didn't know what she wanted.” S “We missed the needs of certain committee members.” S “I get an opportunity started and our resellers drop the ball.” S “My manager tells me what to do, not how to do it.” S “My competition's Web site is great, and we get outsold before we even get started.” S “My managers demand detailed sales forecasts-do they want me to sell or enter data into a system?” S “Prospects can buy the same capabilities from someone else, so I have to outsell my competition to win the business.” Typical Sales Management Difficulties S “It's becoming increasingly difficult to predict revenue.” S “My salespeople are comfortable calling on technical and end users but are ineffective with executive management.” S “Many of our salespeople wing it.” S “We lose more to no decision than to any single competitor.” S “Only a few of our new hires develop into top producers. There must be something wrong with our hiring model.” S “Salespeople take sales support or technical people with them on too many calls.” S “Marketing efforts are out of sync with our sales efforts.” S “Salespeople blame losses on the product.” S “As soon as the pipeline looks good, prospecting stops.” S “We're making our numbers but it's too tough. Life is too short to work this hard!” S “It's difficult to find new opportunities, so we end up responding to RFPs or tenders wired for our competition.” S “By the time I'm asked to get involved, it's usually too late.” S “Qualifying out of opportunities isn't in our vocabulary.” S Quarter-end fire drills have become a way of life.” Typical Executive Management Difficulties S “Getting accurate revenue forecast is a nightmare.” S “All our strategic initiatives are dependent on making our revenue goals.” S “The sales group is a mystery. Other groups in the company are much easier to hold accountable.” S “We make great products in this company. Why can't we sell them?” S “Growing cost is not the problem; growing revenues is.” S “We missed our quarterly revenue number. Fortunately, it was on the plus side. What would have happened if it had been on the negative side?”

sprawdź co oferujemy właśnie Tobie, a potem sam zdecyduj co zrobić z uzyskanymi informacjami.