Value Creation
Selling value propositions demands a detailed understanding of a customer’s challenges. Fewer than 10% of salespeople sell value, most choosing to sell products that are often commoditised.
EVERY CUSTOMER YOU DEAL WITH IS MADE UP OF MANY INDIVIDUALS, EACH WITH THEIR OWN CHALLENGES. THEY ARE CONCERNED WITH DELIVERING VALUE TO STAKEHOLDERS AND SHAREHOLDERS, But OUR CONCERN IS TO DISCOVER AND DIAGNOSE THOSE CHALLENGES.
THAT’S WHAT SALES AND MARKETING IS ALL ABOUT – ENABLING US TO DESIGN AND DELIVER VALUE ENHANCING PROPOSITIONS.
Too many companies have evolved into offering commodities, or products, which they seek to differentiate with features, quality or service. Thus they ‘force-fit’ these products in an attempt to deliver what a client is requesting, without a thorough understanding of what is required.
Our Approach
We bring our extensive experience, gathered from many years of success in the Corporate B2B world, to your Marketing and Sales teams.
Applying the same processes that we would with your customers, we work to understand your challenges, analyse and discuss where we believe we can most effectively apply our skills and experience, and then agree on a programme of work. We even offer direct training.
Whether as part of a training program or working with you directly, the ultimate goal is to help you win business that creates value for your clients.
Many organisations are complex structures by necessity. However, this can often be a distraction. We help place the ‘voice of the customer’ into the day to day running of the business, ensuring all actions are taken with the customer in mind.
TO ACHIEVE SUSTAINABLE AND PROFITABLE GROWTH, CUSTOMERS NEED TO BE AT THE HEART OF EVERYTHING YOU DO.
Recent Projects
Ricardo PLC
Seminar/Workshop
At a recent global management summit we focused attention on the customer experience, challenged current views, demonstrated the latent value that can be created by building on existing relationships, and explored how Ricardo could leverage its to lead on many innovation fronts.
Spartent Global Security
Global Professional Services Firm
A culture change exercise was implemented that brought the voice of the customer into the organisation and worked with the sales and marketing teams to ensure the people, processes and means of managing performance were optimised for success. We also created a successful global key account structure and established a sales and marketing academy.
European Logistics
Distilling the essence of several operational and commercial transformation programmes, we created a more concise, high-level strategy. This equipped the Executive with the tools to manage and measure progress and was sufficiently transparent to be shared and embraced by customers and employees, leading to greater buy-in and stronger customer relationships.
Strategy
A simple strategy is easy to assimilate, and even simpler to put into action. The easier it is to understand, the faster it will be implemented and the advantages accrued. We believe strategy development is a continuous process, so we stay flexible, challenge convention and are always open and transparent in our work with you.
Do you get the best out of your talent pool? Structures and targets are often
We all agree we need processes, but rarely agree on which ones are the most important or how they should work. Ensuring efficiencies through market-driven processes will reduce waste and ensure the health of your organization by delivering value to customers, whether you are in Finance, HR or Sales.
Building value for your customers is what will draw them to your business. By adopting the principles used by highly successful sales teams we coach, train and mentor sales people to use the tools and techniques that will enable them to engage customers through all their challenges. We often attend sales calls so that we are fully invested in delivering results.