Many sales gurus rightly point out the fact that selling is not the presentation of products, but rather gaining confidences and anticipating the personal considerations of the deciders. Still, the importance of substantive knowledge in the sales process should not be underestimated. After all, without thorough knowledge, doing business becomes very difficult.
The economic and financial crisis has now been going on for so long that we don’t want to hear about it anymore. You’ve taken all the necessary measures to get you through the dip, but have you taken full advantage of all of the savings opportunities? There’s a good chance that you are letting other opportunities in the area of sales pass you by.
While terms such as ERP, CRM, CAD, PDM and BI are already fairly embedded in the lexicon, the same cannot yet be said of CPQ (Configure, Price, Quote). Remarkable, because CPQ can have an enormous positive impact on your entire organization.
If you perform exceptionally well in your market with your products, the chance is good that you will outgrow your domestic market. You then want to cross the border. Have you already discovered what your major bottleneck is for doing that?
For many companies, calculating the right customer-specific cost price and sales price is a major challenge. If you supply a large number of products, a minor calculation error can ultimately have major consequences for your margin, and thus can impact your profits! How well do you have your sales prices under control?
I regularly receive quotations from companies that want to help Sofon improve its performance. These quotations are often a follow-up to a very good personal meeting. I expect to then receive a quotation that connects with that.