Growing the Business
The Essential Edge overcomes the growth challenges associated with an increasingly commoditised and competitive market. More specifically by helping clients address the following issues:
Market Development
- Poorly articulated growth strategy
- Generic or low impact service offerings
- Lack of sales and marketing integration
- Poor market awareness with key stakeholders
- Weak or undifferentiated market position
- Reliance on only a few channels to market
- Disjointed or tactical sales & marketing campaigns that deliver minimal results
- Weak market intelligence process
Business Development
- No focus on target accounts or target audience
- Weak pipeline
- Limited relationships with senior decision makers
- Not being invited to opportunities
- Weak qualification process
- Nonexistent or weak win strategies & value propositions for strategic bids
- Limited engagement or influence with industry advisors, analysts or journalists
- Lack of sales-led culture and methodologies
- Poor quality of bids
- Poor win ratio
Account Development
- Poor stakeholder communication
- Unsatisfactory customer satisfaction
- Low growth in existing accounts
From the blog
Why Don’t Outsourcing Suppliers Use Deal Coaches?
Improving Sales Performance Through Win-Loss Analysis
How Bid Based Marketing Helps Differentiate Propositions & Win New Business
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