Most companies are looking for ways to increase revenue. At this stage in our technology-driven society, we know that companies must rely on their customers to do so. Many companies attempt to increase their number of customers or their purchase frequency. But the most efficient way to increase revenue is to increase the average purchase per customer. Continue Reading »
Product configuration performance and scalability: the need to focus on innovative and proven technologies
To remain competitive in ever-globalizing markets, companies today must multiply and diversify their sales channels, whether they sell to consumers (B2C) or to businesses (B2B). Thanks to new advances in technology and ever-increasing access to high-end software via cloud computing, opportunities to develop online sales channels are constantly on the rise. As are the opportunities to access them—from anywhere— thanks to increasingly intuitive, powerful, and mobile terminals, such as mobile phones, ultraportable laptops, or tablets. And with the innovation of Apple, Google, et. al., who knows what will happen tomorrow? Continue Reading »
Focus On Products/Solutions That Match Customer Needs
Providing marketing and sales teams with transparency into product/service actualities is critical to improving win ratios. It is equally important for these sales to have the ability to fill-in with special offers when certain deliverables are not feasible for any reason, or when alternative solutions may be more cost effective. Continue Reading »
Join the present times and get mobile!
It is no secret that smartphones and tablets are essential tools in the everyday life of millions of people. According to a 2012 Google/Ipsos report, in the US, the UK and France, 40% of the population owns a smartphone. New devices such as the iPhone and iPad are now full-fledged sales channels, and their users are just as many potential customers.
Mobility is substantively changing the way companies do business. They now communicate differently, create new customer experiences, and above all, they manage business processes in a new way. Continue Reading »
How to Improve Your Clients’/Customers’ Experience
Negotiate efficiently without the hassle
Most of sales reps usually dread the negotiation stage, and they consequently make several mistakes since any small change is stressful. Worse, some of them will barter their discomfort against discounts that are not needed nor solicited. In order to avoid this situation, wouldn’t it be better if your sales reps can face last minute requests from customers wishing to edit a quote? Don’t you think they could keep their margins more easily? Some sales executives even say that the additional comfort given to their sales reps during negotiations and the effect it has on self-and margins-control justify the investment made when implementing a CPQ (Configure/Price/Quote) solution. Do you share that opinion?
Offering the Right Product to the Right Customer
The new reality for most companies today is that power has switched from the seller to the buyer, and the buyer expectations have increased exponentially. This new market reality dictates that vendors have the ability to quickly and accurately assess and understand customer requirements in order for sales executives to offer the product or solution that best matches customer budgets and timing.
One approach to this shift – guided selling – has moved to the forefront as it allows sales to access centrally maintained information repositories containing actual inventories and solution combinations, then build solutions and generate proposals with a question and answer exchange. Continue Reading »
