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
Turn Your Negotiators Into Profit Margin Protectors
The Issue: Negotiators Often Move Too Quickly to Leave Money on the Table
The pressure of negotiating large, complex sales often drives sales professionals to make mistakes that shrink margins. Though they have received negotiation training—usually based on Harvard Negotiation Project principles—and have developed a strategic plan, these sellers still give in on price or terms too frequently during a negotiation. Why? Because they have not learned how to use economic leverage to achieve a win-win negotiation.
The Solution: Inside Edge Negotiation
Alliance Performance Systems’ work with Fortune 500 companies has revealed that sales professionals who base their negotiation strategies on what we call economically leverageable positions (ELPs) are more likely to protect profit margin. We’ve joined forces with Inside Edge, Inc. to develop a negotiation-training program designed to provide guided, strategic practice that emphasizes identifying ELPs for real-world customers. This powerful program is called “Inside Edge Negotiation.”
To learn more about Inside Edge Negotiation, read our latest case study: ”Using Economic Leverage to Successfully Negotiate a Price Increase.”
Strategic Alliances Podcast #002: Major Concerns For Pharma And Biotech, Part 1: Why Won’t Our Customers Listen?
If your firm can’t sell like it once did, don’t blame the customer. Sales and marketing expert Peter Pisarri, also VP of Client Development at APS, explains why some key sales tactics are to blame. Part 1 of a 3-part podcast focused on the major concerns of pharmaceutical and biotech companies.
The Strategic Alliances audio podcast, from Alliance Performance Systems, offers insight into strategies and tactics you can use to improve your company’s sales and marketing results. Each podcast also includes valuable commentary designed to inspire sales representatives, account managers, and other members of the sales team to think about a different way of selling – a way that truly puts the focus on the customer. Topics like business acumen, negotiation, customer needs, coaching, leadership, and more are discussed with subject matter experts and leading consultants. Alliance Performance Systems is a performance improvement consulting firm that has been successfully designing and implementing sales and marketing solutions for Fortune 500 firms since 1994.
Listen to Episode #002
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Strategic Alliances Podcast #001: Introducing the Strategic Alliances Podcast
The Strategic Alliances audio podcast, from Alliance Performance Systems, offers insight into strategies and tactics you can use to improve your company’s sales and marketing results. Each podcast also includes valuable commentary designed to inspire sales representatives, account managers, and other members of the sales team to think about a different way of selling – a way that truly puts the focus on the customer. Topics like business acumen, negotiation, customer needs, coaching, leadership, and more are discussed with subject matter experts and leading consultants. Alliance Performance Systems is a performance improvement consulting firm that has been successfully designing and implementing sales and marketing solutions for Fortune 500 firms since 1994.
Listen to Episode #001
Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.
