Pain and Gain
Pain and Gain represents a simple truth - "the customer cannot be conviced, they need to convince themselves". (based on a quote from Blaise Pascal).
Here we begin identifying why different decision makers would consider Pipeliner for their own needs, and because Pain is a bigger driver than Gain, reflect on some of the organisational problems that Pipeliner addresses.
Benefits for sales people
1 Common language for the whole sales team
2 Graphical view of opportunity value and target
3 Puts the focus on business development
4 Clear qualification criteria and sales quality targets
Benefits for Product Specialists
1 Clarity of role within the sales process, and common language
2 Clear difference between selling and project type support roles
3 Use extensive client and industry knowledge to increase sales
4 More focus on benefits and pains, less on features and technical detail
Benefits for Project managers
1. Clear criteria for what should be expected from a sales person
2. Assess opportunities better
3. Reduce time on bad opportunities
4. Increase overall quality of projects
Benefits for Marketing
1. Finally a tangible way of demonstrating their value to sales people
2. “control” the contact data
3. Take responsibility for lead generation, and therefore strategic growth
4. Improve quality of overall services based on closer connection to grass roots sales
Benefits for Manufacturing & Product development
1. Improve quality of decision making by having realistic sales forecast data
2. Anticipate future product changes by being closer to the customer’s needs
Benefits for sales managers / sales directors
1. Analyse win rates of opportunity per stage – and when opportunities die most often
2. Establish a common sales language, methodology, linked to a simple reporting process that sales reps use by choice
3. Run comparison reports by sales rep, sales stage, product / service, opportunity, costs
Benefits for the Executives
1. Improve quality of decision making by having realistic sales forecast data
2. Define growth plans and initiatives
3. Promote a customer oriented company culture
4. Prevent “losing touch with your people”
Benefits for Human Resources
1. Promote good sales management practices through coaching
2. Clear guidlines for sales rep hiring processes
3. Develop overall sales skill, awareness of all customer facing people
4. Create internal “on the job learning” processes for the sales dept.
