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SHORTEN SALES CYCLES – Inadequate planning of customer-facing events can
cause the sales cycle to extend. InfoMentis helps organizations better prepare
and conduct productive meetings with prospects. By clearly understanding and
articulating your needs and the needs of your prospect, you eliminate potential
roadblocks and decrease the time that it takes to secure a commitment.
REDUCE COST OF SALES – Ineffective communication and missed customer
expectations are the leading causes of squandered sales resources. InfoMentis
assists organizations by improving the skills of customer-facing personnel so
they develop a clear understanding of the customer's buying cycle, key
selection indicators, and decision benchmarks. The result is improved resource
utilization and a streamlined selling process.
IMPROVE FORECAST ACCURACY – Predictable streams of revenue have become
the cornerstone of corporate governance. Pipeline and forecast accuracy is
under intense scrutiny, and the days of “gut feel” have long since past.
InfoMentis provides methodologies that enable organizations to remove the
uncertainty of traditional sales forecasting and provide a proven approach to
testing the certainty of what is expected.
LEVERAGE TEAM SELLING – Prospects and customers expect consistency from
account team members. Key positioning statements may be missed if account team
communication is not planned and executed with precision. InfoMentis provides
the skills necessary for optimizing team performance by aligning roles,
responsibilities, and messaging, ensuring that your audience gains a sense of
trust and credibility from the account team.
ENHANCE INDIVIDUAL EFFECTIVENESS – Successful professionals are always
looking for ways to improve their craft. InfoMentis offers skills training,
methodology workshops, and behavioral change best practices that improve the
effectiveness of your customer-facing personnel - whether they are new to their
position or a tenured professional.
INCREASE WIN RATES – Creating competitive advantage is critical in
gaining buyer consensus. InfoMentis provides an opportunity management
methodology that improves your ability to differentiate your offering, predict
buyer outcomes, communicate more effectively, and ensure that appropriate
resources are dedicated to the opportunity.
CREATE CUSTOMER COLLABORATION – The vendor sales cycle and customer
buying cycle have traditionally been misaligned. Today’s savvy seller
understands this and manages the customer acquisition process by linking
proposed solutions to value chain and life cycle considerations. InfoMentis
offers a methodology that standardizes this approach and enables the sales
professional to co-develop the right solution to meet customer needs.
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| “One of the best training sessions I’ve participated in. The skills and tactics covered are very appropriate to the unique Maritz selling situation…” |
| Dave Caldwall, Group Vice-President, Maritz |
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