Provides Sales Strategies and Roadmaps through the Various Life Cycles
The Move from Solution Sales to Insight Selling
Sales teams have become very adept at uncovering customer needs and selling them “solutions”. Today the playing field has changed and continues to change. Customers are now coming to the table armed with a deep understanding of their problem and detailed RFP detailing the solution.
“Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier”
Your general probing techniques to uncover needs that are directed to your solution is ineffective in new data driven organizations. Even the Stakeholders and Influencers have changed. Nerka can help your organization make this transition and help drive your organization to be the one that the RFP’s and Solutions are written around.
Key Account and Territory Management
Large and mid size companies have changed the way they buy. The need for your organization to be intimately aligned with your customers have become more critical in the development of your success. Not only do we have to understand the processes as it relates to our product/service, but we need to understand the complex buying process and politics within the organization. At the same time, we need to maximize our resources to effectively cover a territory or region. Nerka is here to facilitate a strategy to achieve these goals.
Nerka Systems 