STRATEGIX SALES
Strategix Services: Driving Salesforce Effectiveness
Good is the enemy of better and better is the enemy of best!
Just because something is selling well, doesn't mean it was sold well!
Sales is changing. B2B buyers don't want to be ‘pitched’. They conduct much of their own pre-purchase research online and when they talk to a vendor, if the salesperson adds no value, they are a frustrating irritant.
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Decision making units are expanding. Today, salespeople need advanced skills in stakeholder management and learn to navigate the complex nature of broad, multi-functional enterprise DMUs.
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Mass marketing is now ineffective as consumers are deafened by over-saturation. Solutions today lie in hyper-personalisaton combined with superior sales skills.
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"New" technology will be "old" in thirty days. So how do tech differentiators stand out? What other values do they bring to market and how effectively do sales teams communicate them?
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As AI tools advance they replace low value sales assets. Non-specialist, low-skilled salespeople are already proving cost ineffective and unviable. The next generation must be value based.
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The next generation salesforce
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A salesforce needs to be designed around specific requirements, which might include the novelty of the product concept, market acceptance, brand strength, size and seniority and complexity of the decision making unit, price point, competitive landscape and even the level of awareness of the problem a solutions addresses.
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We advise on how best to build and structure the salesforce to deliver optimal results. We look what sales skills will be required, factoring in the different segments of the target market, what leadership attributes are necessary, what sales process would have the greatest impact and what training gaps need filling.
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The modern salesforce is in a state of permanent evolution
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