Technology Sales Execution Support

The business of selling mobile technology, e-business infrastructure, and enterprise applications has changed considerably in the last few years. Today, customers are no longer interested in “cool” or “revolutionary.” They want value and integrated solutions. This shift in the market has surprised many sales teams who have to quickly change the way they package and sell technology-based solutions.

A sales strategy is typically needed when you are facing what can be called a “complex sale.” A complex sale is one in which many people must give their approval or input before the buying decision can be made. Whether you are an early-stage venture-backed sales team or an established company looking for “complex” sales execution assistance, ebs can help your sales teams close sales quickly using customer profile analysis and performance benchmarking.

Why Sales Execution Support?
Our end-to-end Sales Execution service allows your sales force to quickly close deals by developing and refining the customized infrastructure and tools necessary for your company to achieve its business goals. This approach allows your clients to leverage the right tools to realize revenue and ensure managed accelerated growth.

Industry and Customer Profiles. Sales Execution Support is done via customer profile analysis. Profile analysis is a simple but robust tool for market segmentation. It is a tool for “first step” prioritization and a guide for the type of approach companies select. There are two levels of profiling: light profiling, which is primarily conducted via desk research, and full profiling, which involves market research such as interviews with company representatives. The outcome of this is a sales account plan that specifies the actions to be taken.

Industry and Customer Benchmarking. Customers either buy value or they buy performance improvement. In either case, it important as part of the sales process to establish a baseline regarding where they are currently at with respect to their industry peers. That is the role of benchmarking. It helps companies measure their performance against competitors and aids best-in-class companies seeking a potential roadmap for improvement. This is done using quantitative and qualitative scorecards, which compare the prospect or customer against average and best-in-class performers.

Why ebs?
The ebs Sales Execution Support methodology helps you align your company with the buyer’s decision-making process. Utilizing our proven research methodologies, we can work with your management team to identify the target market for your company’s product or services and develop a successful market penetration strategy.

To learn more about Sales Execution Support, contact us.