Don't miss opportunities to close new business and increase your penetration in existing accounts.
Ed brings over 10 years of experience selling complex business transformations using a consultative, team-selling approach. He can augment your sales efforts when your business development team is overloaded. Some areas where Ed can assist are described below.
Understand your customer's business strategy and their existing processes through company research, executive interviews, value stream/supply chain/process mapping, bill of material analysis, etc. Uncover their critical issues and motivations. Answer the questions they should be asking, but haven't thought to ask. What unmet need can you address that will differentiate you from your competition?
Craft a solution that addresses your customer's critical needs and delivers a unique value proposition your competition can't duplicate. Integrate people, process and technology into the solution design. Define the transition plan from current to future state.
Describe your unique value proposition and solution design in the customer's terms. Quantify the benefits of the proposed solution. Give the customer an easy transition plan. Include a WOW factor that sets your proposal apart from the competition.
Don't just show slides or generic demonstrations. Create a customized proof of concept, using the customer's own data. Make the proposed solution come alive in the customer's imagination.
Once you close the deal, the real work begins. Too often the baton is dropped during the transition from sales to implementation. Provide continuity during this transition, while freeing your sales resources to move on to the next opportunity.
Help your existing customers take advantage of all the value you offer while freeing your sales teams to pursue new accounts. Grow revenue and earnings without the need for competitive RFPs. Become your customers' indispensable long-term partner.