2009

There are certain things that you might be interested in while you are doing competitive research, that will help you in differentiating your product from your competitors, which would ultimately translate into higher sales. I have listed certain points which would allow you to structure your approach when you do Competitive research :

A Sales Battlecards usually is based upon a comprehensive, expert analysis of a competitor’s product portfolio, technological capabilities and its announced product roadmap.

Measuring Sales effectiveness is a critical component of a Sales leaders goals, so I have listed down some metrics that will be useful to make sales measurement more heuristic.

A solution design document allows you to visualize how the project is linked up & how it will work for the client, it usually comprises of a series of diagrams and flowcharts,that show each relationship clearly.

Product Demonstrations via a virtual room or face to face with customers is a finite resource in all opportunities, and is often the critical bottleneck. This article highlights a collection of some of the best practices that you can use.
To make an effective sales presentation one needs to be able to quantify the benefits attached to a product  to be able to portray the benefits of the product in an organized manner. This often includes certain activities which involve in interacting with the Marketing & the Technical people in-order to accurately build an effective Sales Business Case.

A Collateral / White paper is a distinct type of guide and report piece that is basically used for educational purposes. In the field of marketing and business, collateral often refer to as alternative documents for compilation of marketing tools and other business-related essentials.

A solid business case often hinges on some financial metrics that would help in supporting a deal, clarity on the metrics is considered to be helpful, and is quite useful in showing your inclination towards a more heuristic approach towards a deal. !!!.

A request for proposal (RFP) is basically a publication of detailed requirements by a prospective buyer in order to receive vendor offerings. These requests allow clients to compare different vendors and gather information about each vendor’s approach and price, this is a more heuristic approach as it allows the potential client to consider the various options that they can analyse and then make an informed decision. If you are writing a response to a RFP it is important to follow certain guidelines in order to have a better chance of being accepted.

To achieve certain pricing objectives we can make use of certain pricing methods that would depend upon the goal of the organisation. These methods include:

While trying to cover all the points of the offered solution, we often tend to miss certain points & make certain avoidable mistakes, these common errors tend to be one of the issues which can lead to the prospective client not considering our drafted response. or miss some crucial aspect of the solution that we wish to highlight the most. In a nutshell I will list down some of the common mistakes that we tend to make:

To build an effective Sales Business Case there are certain points that we would need to include while making the presentation & giving the sales pitch, I have broadly classified them into three categories and they usually are the vital ingredients of any win. Always remember to be prepared to discuss the business case in three different settings: a 30-second status update, a 5-minute brief with questions and answers, and a 30-minute presentation. Caveat: there is usually a fair warning for the presentation, so that you have the time to think it through and prepare.