Customer Engagement

Relevance of our products/services to customers

I received a comment on my previous blog on sales process that if there is no demand for a product/service, improving the sales process might not have any benefit. True. But how do you know if the decline in sales is due to lowering demand for your product/service or is it due to some other reason. My belief is that as long as your product/service is able to solve a key challenge for your customer, the demand for your product/service should not decline. If it still declines, the culprit lies in the process. A follow-up question is, how, when and how often do […]

Sales

Sales process

Whenever there is a decline in sales, what is our first reaction – we try to figure out what is wrong with the market or the sales team or the product/service being sold. We try to come up with new campaigns, discounts schemes or offers. The thought that there might be a flaw in the process almost never occurs to us. And this is exactly what provides us an interesting opportunity to explore. How much improvement in sales can we get by improving the selling process ? Can process efficiency drive sales numbers ? These are questions that are worth exploring […]