Selling Point Solutions
Bring more deals to the finish line more rapidly!
A Sprinter’s Focus
Point solutions address specific needs for an individual or department. Selling point solutions puts particular pressure on the sales organization. Individual sales tend to have a low price point and so require a relatively large number of sales with short sell cycles to achieve revenue targets.
Selling Point Solutions brings that sprinter’s focus.
Effectively prospect to “above power line” buyers to build and maintain a healthy pipeline.
Quickly determine if a buyer has the power to buy. If not, negotiate access to power.
My new sales rep closed a deal with two calls!
We increased forecasting accuracy by at least 30%, reduced wasted time 50%, and our ability to measure the progression of the sales process increased significantly thanks to the Letters of Understanding.
I would also like to mention a case history that happened in Italy with a new sales rep. This is important because we usually have big problems getting new sales reps productive. In summary he made 2 calls, sent one email (Letter of Understanding), provided one demo of the solution after the prospect achieved the A+ stage, and had a PO within 10 days of the demo.
Luca Rossettini, Country Manager, SolidWorks
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