A new opportunity for building a capability-driven sales organization
Gain deeper customer insight, create customer confidence, avoid mis-alignment
Companies with strong sales capabilities grow more
A former McKinsey benchmarking study involving 15,000 employees at more than 140 leading companies, showed: Revenue growth at companies with more advanced marketing and sales capabilities tended to be 30 percent greater than the average company within their sector. Building sales capabilities is not an expense, it’s an investment in top-line growth. The business case is very attractive, with a ROI as much as five or ten times as much as the investment.
Building sales capabilities are a source of competitive advantage. Among B2B sales professionals there is a broad consensus around, that the buyer journey and the way you build confidence and preferences have changed dramatically. These changes require companies to embrace new ways of working in sales, which is why we have seen a rise of many new sales methodologies through the last decade like Challenger, Value Based, Co-Creation and Customer-Centric Selling. To obtain success, sales organizations must adopt both an agile mindset and focus on realizing new and the right capabilities to find, win and grow accounts. Building B2B Sales Capabilities is an opportunity for a company to gain an advantage over competitors.
InsightsRadar: Makes you a winning sales organization of the future
We know from research, that sales reps are most effective when we support them with a strong framework. The InsightsRadar can best be described as a flexible SaaS “Sales Backbone” that realizes critical capabilities in B2B selling.
- Generation of your own unique industry- & market Insights to find, open new doors, qualify meetings, win and grow accounts.
- Insights into Benchmarking & Best Practice knowledge on your focus area
- Reports/Insights on a customers company-, stakeholder- and/or person level informing you about weak areas, efficiency losses and lost potentials
- Consensus Insights briefing you on actual disconnects in the stakeholder group
- Pre-build “Consensus Workshop” & “Red Dot Session” frameworks
- Measurements of the behavioral change among salespeople
The InsightsRadar embraces the changes we have seen the last years in the customers B2B buying journey. Your sales reps will be armed with new ways of improving their customer conversations, helping customers identifying disconnects and get aligned.
InsightsRadar: sales capability development
1. Insights generation
By using our Analysis Framework, you can in a smart and effective way, get your own unique insights on your focus areas directly from your customers and prospects – engaging your market, and building confidence.
2. Avoiding mis-alignment
The InsightsRadar identifies areas of mis-alignment in the buying group. The sales reps will be in control and can effectively facilitate a process to eliminate misconceptions and help the customer’s stakeholder group to reach consensus.
3. NewBizz improved
With new commercial insights, you can teach customers something new and inspire them more. With reports on the customers situation you can go a level deeper and achieve better customer and group conversations.
4. Increasing loyalty
Introducing new insights, teaching customers something new, helping customers build consensus, will reward you with their confidence and preferences. The perceived integrity of your salespeople will grow.