INSIGHT Practice Area
Consultative Selling Services / Deal Making
- Best Practices Workshop… Services Deal Making
- Consultative Selling Operational Business Process Assessment
- Services and Solutions Design & Development
- Troubled Project/Contract Assessment and Management
- Creation of a “Fast Path” Bid Forum Guide
Developing the Deal | Managing the Pipeline | A Value-Based Consultative Selling Process
Consultative selling is not team selling. It is applying the best skills and roles to a well defined selling process.
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.
Unique marketing, sales and delivery processes, as well as the corresponding training & deployment, are required to create and manage successful services & business solutions bids.
Key Elements
- Identify, qualify & prioritize the opportunities
- Solution development – Statement of Work (SOW) creation
- Proposal development
- Pricing methodologies
- Closing of the deal
- Win / Loss reviews
Value to the Client
- Clearer roles & responsibilities and accountability
- Improved opportunity qualification
- Rapid proposal development
- Higher win rates
- Exceeding customer expectations
- Higher profit dollars for each engagement
- Higher customer satisfaction & loyalty
Our Approach
INSIGHT offers a series of capabilities that are customized to fit specific client needs. Offerings include:
- On-Site Business Development / Facilitate Opportunity Forums
- Develop IS requirements to Automate the Consultative Selling & Delivery Processes.
- Full Process Rollout Management & Support
- Education and Training Classes Utilizing Live Opportunities
- Project Office Development & Participation