Open New Customers

Success in selling Data Centric solutions to industrials starts with the ability to engage conversations to glean insight about what challenges they face and what type of outcomes they’re hoping to achieve. To take one example, the McKinsey Digital Compass (illustration bellow, full study accessible here) identified 8 main value drivers and 26 potential application domains!

To be impactful, you need to have a deep understanding of Industries’ specificities such as compliance to regulation (in Pharma or Aeronautics for example), diversity of stakeholders in the decision process (from operators end-users to C-suite budget owners), sensitivity at the time to change habits and to potentially jeopardize operations yield; just to mention the most obvious ones.

Additionally, Selling Digital Centric solutions to industrials is definitively a complex sales (higher perceived risk resulting from higher price points, a longer sales cycle, and multiple stakeholders).

Instead of being sales and persuasive, you have to serve as an adviser whose purpose is to assist the customer in their decision-making. Instead of worrying about the time it will take to close the sale, you need to focus on the time it will take for your customer to achieve a quantifiable outcome.

Beneficiating from years of expertise will help you and your sales team to boost your revenues while developing your market leadership posture. Bellow a quick description of the different fields in witch we can operate, alongside your team, all together committed to results.

Scale your Sales Engine

Prospection

Convert inbound leads in active customers, Reach named accounts through Account Based Marketing programs, thorough post event leads Follow Up.

Value Selling

Shorten the sales cycles by escaping the commodity zone and creating a differentiation, articulate value to deal with the price pressure.

Large Account Management

Understand customers value chain and pain points, Understand how you are perceived, Define where to be, Deploy an engagement plan from operations to C-Suite.

Strategic Bid Management

Evaluate the business opportunity, Map the decision process, Enhance stakeholders intimacy, Elaborate a wining proposal, Deal with budget and legal negotiations.

Business Meetings

Support your Account Executives during key meetings (discovery, demo, closing, follow up), Field training to speed up the learning curve.

Your Specific Needs

Each context being specific, we take in account your own needs in all our missions.

Beneficiating from years of expertise will help you and your sales team to boost your revenues while developing your market leadership posture.

Take a look at our others workshops that can be combined to help you ease and speed your Industrial Data Journey

Solution Value Realization

Make sure your customers will achieved their improvement targets as promised prior to the purchase.

Strengthen your Go To Market

A clear Product Market Fit supporting high winning rate customer acquisition programs