Begin your i-2-i journey
Strengthen the Sales Process
Selling is an Essential Component
If we have invented something new but haven’t discovered an effective way to sell, it is a serious business challenge – no matter how good our product is.
Its corollary is poor sales, rather than bad products are the most common cause of failure.
Our top priority should be to challenge the status quo in the sales process and explore options for 10-X growth.
Why 10-X Sales Growth?
In today’s competitive business world, sales growth simply to the next level is not good enough. The paradigm shift is to accelerate growth rather than simply sales. It is also the basic step that makes a business future-ready. We have to hit a moving target in the marketplace rather than a static target in the boardroom. The markets are constantly under churn. The competitors are ever-growing and altering the status quo. In the journey from i-2-i, success emerges from our dynamism and ability to be a step or two ahead of others. To be future-ready, there is no option but to go for a 10-X growth.
Achieve 10-X Sales Growth
Add Zing to the Sales Interface
The sales team is an important interface between our business and markets. The sales process, like a website or advertising billboard, highlights our proposition. The markets are dynamic and constantly under change. Therefore, the sales process has also to be dynamic and realigned periodically. Our customized sales enablers strengthen the sales process to deal with the new dynamics. Those initiatives result in 10-X growth.
Customize the Key Sales Enablers
Key sales enablers with far-reaching impact are evolved from the Marketing and Distribution Initiatives. Therefore, it is important to customize those.
The selection of market segments and positioning look like simple marketing exercises but are key decisions. Those can make or mar the productivity of our sales process and thus, our future. Similarly, marketing decisions will determine the appropriateness of distribution decisions. Those must be in sync and coordinated.
The marketing and distribution actions are the major margin-guzzlers. In business, once we convert those margin-guzzlers into Key Sales Enablers, those become the instruments for 10-X growth.
