Problems
The traveling time lost in getting to a prospect
is expensive and not necessarily justified due to
various reasons, such as when the prospect is insufficiently
qualified or when the prospect's role in the acquisitions
process is not clear. Nevertheless, reviewing a
proposition with the client will actually save time
for everybody as compared to just emailing or using
rapid delivery services. Coordinating the responses
to bids that involve many different resources within
the company (but which are not always available)
in conjunction with the deadlines that approach
rapidly is, without doubt, a Herculean task. Our
services give you the edge here, with the added
advantage that the sales team will not be the last
to know if a competitor makes a borderline maneuver.
Solution
In some cases, it is more appropriate to conduct
a virtual meeting with a prospect, a client, a distributor,
or a partner. Through web conference, a PowerPoint
presentation, a
software demonstration, or consultation
of a document may be done online. Also, it is a great
way to review and reinforcea proposition already sent
to a client by email. Thanks to the presence indicator
of the voice over IP software, Skype, othercolleagues
can be reunited, according to their availability, in order
to produce a bid offer. Finally, an alert on the competition
allows the exchange of all information related to, and
needed for, the sales force.
Results
Reducing the traveling time
of representatives proportionally increases their sales time,
thus allowing them to focus better on the task. The level of
stress that goes with answering a bid diminishes with better
coordination, resulting in the improved quality of a proposal,
which may be evident even to the client's eyes. Sharing of experiences
among the sales team members, regarding the competition, better
equips them to neutralize arguments and to go ahead successfully.
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References
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