Presentation on theme: "Strategic Business Solutions : Solutions, Strategies, Success The SalesStrat Solution."— Presentation transcript:
Strategic Business Solutions : Solutions, Strategies, Success The SalesStrat Solution
SalesStrat is an enterprise wide software program developed to provide companies with the means to document the total cost impact provided by both their product and service solutions in order to achieve three objectives: 1. Create a competitive distinction that demonstrates why your products and services make you the supplier of choice. 2. Provide a format that increases the end-users ability to see and understand the true savings your solutions provide, while making it easier for your people to document the value they added. 3. Help you to improve your companys overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners). The SalesStrat Solution
Create a competitive distinction that demonstrates why your products and services make you the supplier of choice
SalesStrat lets you report the solutions you provide in three different levels of detail: Summary Standard ( shown here ) Detailed Purpose: Creating a Competitive Distinction
SalesStrat also allows you to provide a cumulative look at the savings in a number of different charts, graphs and tables. The chart here shows the savings you provided over any timeframe you select. Purpose: Creating a Competitive Distinction
Reports can also be generated around the individual division or plant where the solutions were provided. Purpose: Creating a Competitive Distinction
You can also include charts of the savings status: Proposed (Offering) Implemented Savings Accepted Reject As well as reports around industries, channel partners, customer objectives, type of savings, etc. Purpose: Creating a Competitive Distinction
Summary reports are also available. And records can be exported into Excel. Purpose: Creating a Competitive Distinction
These reports can help you with: Winning Contracts Business Reviews Contract Renewals Price Negotiations Trades for Additional Business Purpose: Creating a Competitive Distinction
SalesStrat also helps you to sell solutions by providing: Annual Savings 5 year accumulated savings ROI Payback Period
The SalesStrat Solution Provide a format that increases the end-users ability to see and understand the true savings your solutions provide, while making it easier for your people to document the value they added.
SalesStrat provides three formats for documenting your value: Level 1: Memo format – minimal time and effort to document Level 2: Standard worksheet – quick/easy formulas to fill out (handles 85% of your documentation needs) Level 3: Detailed worksheets – the ability to create custom worksheet based on your needs/solutions (for highly technical solutions and/or auditable results) See and understand the true savings from your solutions.
Each Level has three sections: Solution Details, Solution Notes, and Solution Worksheet. Only the worksheet varies by Level. The Solution Details section, shown here, are all point and click fields that capture the who, what, where and when of the solution you are offering or have provided. See and understand the true savings from your solutions.
The Solution Notes section, shown below, requires a quick write up on the how you reduced the customers operating costs. Each record comes with a template for the write up: 1.Situation: What was the customers need to change? 2.Solution: what did you do to help meet the customers need? 3.Results: what were the key benefits for the customer?
See and understand the true savings from your solutions. Each of the three Levels has its own worksheet. This is the Level 2 worksheet. It provides the means to document savings or revenue enhancements within the four categories where a supplier can impact a customers profits: Expenditure, Processes, Revenues, and Assets.
See and understand the true savings from your solutions. For each category you can add in as many lines as needed to document your savings. In the expenditures category we added three lines: As well as the labor reduced. old valve spend eliminated, new value spend added, energy consumption reduced.
The SalesStrat Solution Help you to improve your companys overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners).
Purpose: Improving Profitability While your value added services and products have the ability to impact your customers profits, proving the impact your solutions have can provide a direct impact on your companys profits as well. By demonstrating how you improve your customers operating profits, you can: 1.Improve penetration of new and existing accounts 2.Retain strategic accounts more effectively 3.Reduce margin erosion and/or improve margin growth
The SalesStrat Solution Imagine If …
Risk …the customer may not see much risk in switching suppliers New Operating Costs resulting from your solutions Your Company Opportunity promised by competitor Competitor Total Operating Costs Time Line Customers Original Operating Costs Imagine If You Dont Document If you dont measure this reduction in operating costs, what does it get equated too? Too often it is equated to 0 and your value is lost. So when a competitor offers a lower price… You helped to reduce this amount of operating costs.
Total Cost Improvements Timeline Year 1 On-going SavingsOne-time Savings Many customers allow you to report savings for only one year, and expect new savings each year. Over time it becomes harder to find new saving opportunities (savings shown each year is less). Duration of the Value Added If you dont show both the annual savings and accumulated savings, you risk losing the account. Year 3Year 2 Imagine If You Dont Document
Perceived Value Added Time Line Value documented immediately after the event Value documented 6 months later 1 year later Imagine If You Dont Document Value diminishes over time, unless you record it immediately after the solution is provided. The longer you wait, the lower the perceived value.
Now Imagine the Possibilities if You Do Document Your Value Demonstrate why you are the supplier of choice? Better illustrate what you bring to the relationship? Prove to your customers why you are worth more than your competitors lower price? Improve your overall account profitability? If the answer to these questions are yes, SalesStrat can help you to achieve a competitive advantage! If you could provide reports quickly and easily like this one, would it help you to:
Strategic Business Solutions, L.L.C. (918) Thank You For Your Interest If you have any additional questions or comments, please feel free to contact us.