Archive - November 2000
Uncover Hidden Revenues With Skilled Internal Selling
Why Does Skilled Internal Selling Matter?
While effective internal selling doesn’t directly produce the big flashes of revenues that external selling can, it does increase efficiency and ensure that more external sales
happen—two outcomes that can have a marked impact on your company’s bottom line. By outfitting your sales professionals and managers with the skills they need to effectively propose new solutions for customer needs that your company is not currently meeting, you can help your organization:
- Capture and mine more revenue generating ideas,
- Strengthen relationships with current customers, and
- Generate new business.
What is Skilled Internal Selling?
First, let’s explain what Skilled Internal Selling isn’t. It isn’t inside sales. Skilled Internal Selling is effectively proposing an idea—the use of one of or a combination of your company’s products, services, or other resources—in a new way that will benefit both the customer and your company. The skill is in making sure the idea is proposed effectively, in the language of the executives who have the power to approve it. This means your sales professionals and managers must be able to:
- Confirm the idea is aligned with your company’s strategic goals,
- Include the revenue/expense justification for the investment,
- Detail the broader competitive impact of the solution,
- Provide a strategic profile of the account,
- Utilize credible benchmarks and estimates,
- Address the concerns of all business functions that will be involved, from marketing to legal,
- Understand the criteria decision makers will use to evaluate the proposal, and
- Identify appropriate stakeholders to build cross-functional support for the idea.
Who Benefits From Skilled Internal Selling?
While you, your company, and your customer all benefit from streamlining and standardizing your internal selling process, the one-day Skilled Internal Selling training solution itself is targeted to sales professionals and managers at or near the customer level. These are the individuals in the best position to identify unmet customer needs and formulate solutions to meet those needs. This program provides them the guidance they need to get those ideas proposed and approved.
What are the Results of Skilled Internal Selling?
A growing startup in an innovative healthcare marketplace implemented Skilled Internal Selling after recognizing that many good ideas were hidden behind bad proposals and that turning bad proposals into reviewable proposals utilized too many resources. The program helped the company take advantage of more revenue-generating opportunities. Today, the company is a leader in the marketplace and is known for having a sales force of strategic thinkers.
Call or click now to learn more about Skilled Internal Selling from Alliance Performance Systems
(941) 766-0058
6 Strategic Behaviors of Best-in-Class Sales Professionals
Decades of research from our work with top innovative global biopharmas reveals best-in-class sales professionals do certain things very effectively…
…we call these “strategic behaviors,” and our research shows these behaviors are the most valuable differentiators of top-performing reps.
There are actually more than a dozen strategic behaviors, but our researchers have identified the six that, if adopted by middle-of-the-curve sales professionals, can have the most immediate impact on performance.
Click here to read our latest article, 6 Strategic Behaviors of Best-in-Class Sales Professionals, and download the included bonus job aid, the Key Account Insights Generator, a tool your sales reps can use to get themselves thinking more like top performers and driving new business.
Critical Trends: 2011
Do you have a pile of articles, journals, and analyst reports to review and zero time to review them? Do you long for an easier way to ground yourself in the latest global economic and healthcare trends? If you do, then “Critical Trends 2011” is the reference you need. The report, prepared by a research team at Alliance Performance Systems (APS), boils the best data and analyses of the current outlook for the economy and the healthcare industry down into one easy-to-read document. Use the document as a guide to quickly identify key trends you need to follow in 2011 and to pinpoint strategic insights related to those trends.
The guide is divided into three parts:
1.0 Trends in the Global Economy and Global Business
2.0 Trends in Healthcare and Life Sciences
3.0 Resources
Part 1.0 details six critical economic and business trends for 2011, including the prospects for a continued two-speed economic recovery and expected pressure on input and output prices. Part 2.0 details seven critical trends in the healthcare industry. These trends, which include more M&A mania and a transition to outcomes-based medicine, will persist through 2011 and beyond. Part 2.0 also summarizes leading thoughts on strategic responses to these trends, including ideas from APS sales and marketing experts. The report wraps up with Part 3.0, a reference section designed to help you identify resources you can use to further investigate a topic. The goal of this section, and the goal of the entire report, is to help you cut through the overwhelming amount of information available to uncover concepts that will drive success if you explore them in more depth.
