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Sales Intelligence
Every business needs sales intelligence to know what to sell, where, when and how! Before you ask, yes I do have extensive global experience in sales and sales management, and yes know the pressures on "Closing the Sale". I also know that most sales people hate taking time out of their busy schedules and filling in surveys for the corporate intelligence, or competitive intelligence department. They see these surveys as Empire building for Lucy Librarian and of little benefit to them. These luxuries of surveys for the sake of information collection and filing can no longer be supported in the critical selling times we live in. The collection and analysis of market and competitive information has to directly impact sales, and give a clear visual direction for busy, stressed sales teams, and their managers. Any intelligence process has to benefit the sales team, the sales management, and be easy to read on the road, or in the office. Sales teams have more intelligence on the marketplace, products and competitors than most office based managers realize, yet few will share until they see a benefit from giving up their most valuable resource, knowledge of the buyers, products and marketplace. It is their security blanket. A lot of research is underway to analyze the marketplace, and customers using Swarm Intelligence. This pulls together and displays graphically the buying trends, even geographical locations to enable sales teams to maximize their earning potential and eliminate wasted time and effort. The goal is to develop a network that can customize the intelligence feeds to the person in the field using social networking channels. Add to this valuable tool the input from those in the field and you have a win-win scenario for your sales team. How Can We Help?
Unfortunately the wrong intelligence approach leads to information overload. What works in the air conditioned, regulated and structured office environment rarely works in the hectic pace of moving from one appointment to another, facing rejection, meeting objections and closing sales. Filling out paperwork becomes an irritation, often the last straw in a day of stressful pitches, and really stupid questions. No matter what the educators may tell us the new generations of executives are often at the beginning of the learning curve. Many companies have replaced the older, experienced managers with young graduates, with MBA's and little experience or knowledge, unlike our global competitors who have successfully done the reverse. So we are developing new concepts and strategies for overstretched sales forces to meet their targets, thanks to new innovative partnerships with cutting edge software developers. Give Alan Simpson a call on (410) 820-0491.
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Every business has to sell to survive!
Well sales is about perception, and by monitoring the buying public and their trends we can craft the pitch, to make sure the right product hits the right market at the right price, and then we monitor the feelings of the same buying public. Customer satisfaction.