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IntroductionJust imagine for a moment that you need to produce a CD ROM for you or your channel to use as part of a new campaign. You'll probably brief an agency and then pay anything from £15K upwards, depending upon the size and quality of the agency you use. What you'll get back is a fixed CD that everyone uses and if you need to change it in the future, you'll run into more costs and delays. Not all of your channel partners will use it as it doesn't contain their own USPs or branding and you probably won't have multiple versions for the different target audiences and sales stages. Now you can throw away this model because Tx empowers you and your channel to:
The result is that Tx customers report an increase in their win rates and a reduction in the number of man hours per deal.
Increasing win rates, reducing man hours
Typically, sales people do not enjoy spending time at their desks, writing documents or creating presentations, the fun bit is meeting the prospects and closing the deals. So, they tend to use the high quality content you distribute and, as a result, take on the board the phrasing and messaging that you have included. After a short space of time your sales teams will be far more accurate and consistent in their use of your messaging. Personalisation - A key requirement of any sales and marketing activity is to make your message as relevant as possible, to your target audience. Tx allows sales staff to select which content to include and then to amend this content so it contains references to the prospect's specific requirements. The impression this gives to the prospect is that a lot of time has been spent understanding and detailing their requirement, whereas the sales person may have only spent a few minutes. Defending margin and increasing deal value - Customers using Tx have reported that faster, clearer communication enables their prospects to understand the business benefits more quickly and in more detail. In situations where the solution is complicated, they have been able to differentiate their solution more easily so that prospects understand the additional value and related costs. Also, the inclusion of relevant up-sell and cross-sell content, within their presentations, has prompted sales staff to move into these areas, more naturally and with greater success. Increasing win rates - The combined effect of increasing the quality and consistency of sales presentations, and then personalising them to suit each prospect, increases the success rate at every stage of the sales cycle. The result is that Tx customers increase the number of deals that they win and reduce the time they need spend convincing the prospect that are the best supplier. |
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