EP Huddle #7
We talk a lot about the importance of providing customized solutions to your buyers in order to effectively match what you offer with what they're looking for.
Choosing to not have a one-size-fits-all approach will typically lead to more creative sales, larger opportunities and higher profitability. For instance, one of our clients sells social media reporting to attorneys, insurance companies and employment screening companies. There are ultimately two products for sale, but this company generates about 30% of their revenue by offering customized services to their clients. This means they can create products/services on the fly, and take advantage of the customer demand for obscure products and never thought about needs.
But, sometimes that's not entirely true. Over-customizing can lead to loss in productivity and an over complication of the sales process. Sales people waste a lot of time crafting custom solutions with their managers, and marketing people spend a lot of time trying to promote these newly crafted services. Buyers can get frustrated too.
As a Team:
Talk as an entire company (sales, finance, order management, product development, etc.) and determine the following.
Listen to EP senior leadership discuss all things sales with some of the brightest sales consultants, authors, and entrepreneurs in the country!
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.