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Modo de Proceder

Consultative Selling / Services Deal Making

…Developing the Deal…Managing the Pipeline…

Selling services and business solutions is very different from selling products. As more companies aggressively pursue the rapid growth opportunities in services and solutions, a major challenge they are faced with is their ability to rapidly close and deliver a high percentage of these opportunities in a profitable manner.

…Value Based Consultative Selling Process…

Unique marketing, sales and delivery processes, as well as the corresponding training & deployment, are required to create and manage successful services & business solutions bids.

The INSIGHT Group has developed and delivered many engagements utilizing industry proven methodologies and processes that address all of the major elements of the opportunity management and deal making processes for services and solutions including:

Consultative selling is not team selling….it is applying the best skills and roles to a well defined selling process.

Value to the Client...

The core business process for any services business unit is the Consultative Selling / Services Deal Making Process. Many best-in-class services firms describe this process as their “services business management processes. (SBMP)”

There is considerable client value and advantages for having The INSIGHT Group help develop and customize your services sales and pipeline SBMP, which will provide:

One consistent example of value our clients have realized is a reduction of time to qualify opportunities and prepare proposals from a maximum of 20 days to an average of less than 5 days which has resulted in an increased the number of quotes and improved win percentages.

These Consultative Selling / Services Deal Making offerings have proven to be highly successful in many client engagements.

The Process...

The services business must be viewed not in terms of function or division, but as a common comprehensive end-to-end process. The Consultative Selling / Services Deal Making Practice includes several customizable offerings including:

Critical success factors are addressed as part of these offerings….as are crisp roles, responsibilities and process ownership including continuous improvement management systems.

For more information...

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Thomas V. Esposito

Practice Leader & Owner

Ph: (757) 631-9181
Email Tom Esposito View Tom Esposito's LinkedIn profile