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Improve your position
Stick to the knitting?
A recent survey covering a wide cross section of types and sizes of companies identified that 88% of business is gained by selling existing propositions to existing customers. In considering the four possible combinations of new/existing propositions to new/existing markets the existing/existing combination may appear to be the safest strategy leading, perhaps, to the very high 88% figure. However, this is a very limiting strategy even when times are good and when times are tough, this approach will almost certainly lead to shrinkage in your business with all of the problems that will bring. Many businesses are over exposed to too few customers so the existing/existing strategy is very risky indeed.
Your go-to-market model is in effect the "engine" of your business, the capacity of which determines how far your company can progress and how fast it can grow.
In a tough economic climate businesses have less latitude for non-essentials, thus buying decisions are almost entirely focused on satisfying needs not wants. It is therefore very important that your selling engine; is fuelled with the most likely prospects and customers, analyses their situation to identify their true needs and the payback they can derive from buying from you, and gives you feedback on the progress of your journey toward your chosen destination.
Every engine needs periodic maintenance to keep it running effectively and maintain emissions within tolerance!
Our Sales Performance Transformation programmes address every aspect of the company that can contribute to or influence the performance of your selling engine and can provide the impetus to accelerate to new levels.
We can help you to:
The result is a fully integrated sales and marketing solution designed and deployed by Performative to match your particular needs, delivering a fully operational, practical system for reliable, consistent and sustainable performance improvement to your business. We will keep what's working well, fix the weak areas and fill the gaps.
It is said that 88% of business is gained from selling existing products to existing customers!
In turbulent times can you afford to stick to the knitting, or do you need a selling engine which can provide new customers, new orders and add-on business with existing customers?
MD, IT Parts Supplier ...
"The issue that we were struggling with was how to introduce pro-active new business selling techniques
into a team that was almost entirely focused on reactively servicing existing customers.
Performative worked with us throughout 2009 on a project to help us develop a new business selling function. Following
a period of analysis, Performative created and implemented a customised programme to move our sales organisation to where it needed to be,
in people, proposition and process terms. This was very successful and we now have a predictable flow of new business
potential from the prospects that we want to do business with."
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