Dynamic Business Logo
Home Button
Bookmark Button

Many companies are feeling the strain of current economic conditions. This strain often increases pressure on the “selling part” of a business. Business owners are looking for innovations from the sales team to “find” the revenue. The trouble is enthusiasm for new innovations is often low when working in tough times – it’s just a push to “find the deals”. Planning for and executing best practices or innovations goes by the wayside.

So, articulating the benefits of a proposition is a key skill. It’s not enough to say “here’s a great CRM tool, where can we make it fit?” It is all about proving where software can make a difference – in terms that really matter:

  • increasing revenue,
  • avoiding costs,
  • or improving service
  • Returns that can be shown to be objective, detailed and quantifiable.

Now, more than ever, is the time to be measurable. How do you make sure you think in terms of benefits?

Where to start? Understand the current processes in a company. How long do typical activities take to complete? How many steps and people are involved? What does that add up to in time (and money)? How can they be improved – looking not just at direct costs but also the risks of lost or incorrect steps along the way.

Now think about CRM tools and how they can improve upon the current situation. What is that worth to a buyer – in terms that really matter – Increasing Revenue, Avoiding Costs or Improving Service?

Shape your conversations to those discussions. Talk about the returns, the money saved or the value created. The return that will “keep on giving” each & every day. Show a tangible return on investment, with real savings that can be measured in months, not years. Help the company commit to a well defined project that demonstrates tangible improvements to current processes. And be sure to engage the “selling part” of the business – find a group of salespeople willing to innovate to achieve for themselves and ultimately, their company.

Be prepared to be measured.

What do you think?

    Be the first to comment

Add a new comment

Charles Pludthura

Charles Pludthura

As the Head of Marketing for Sage Business Solutions in Australia and New Zealand, Charles is responsible for the development and delivery of Sage’s brand and marketing strategies for its six global software solutions in the Australia, New Zealand and Pacific Island region. With over 11 years of corporate marketing experience with leading industry organisations in Australia, NZ and the UK, encompassing the software and services, education and retail sectors, Charles has a wealth of knowledge and expertise in propelling innovative businesses into the fast lane for sustained growth.

View all posts