TYPICAL CLIENT BENEFITS – AIM Sales Training

You and your sales organization should expect to gain the following: A greatly improved ability to influence the decision of a complex organization A clear understanding of how the decision making process works in a complex organization The ability to determine where the customer is in that process A clear understanding of who is involved in what part of any decision and how they are involved A clear understanding of who to talk to in the customer organization, what to talk to them about and when to talk to them A clear understanding of where your company is positioned prior to a bid effort and where you can expect to be positioned after actively influencing the decision Dramatically improved bid / no bid decisions A clear process for determining and implementing a strategy to obtain the order A greatly improved ability to communicate within your organization the strategy and status of a given sales effort Reduced overhead expenditures on contract efforts that have a lower likelihood of success. Improved closure rate of contracts pursued in a competitive situation An increased number of negotiated bids, which reduces the chances of losing the award, decreases the amount of resources expended to achieve the award and typically increases profitability of the project An ability to effectively prevent negotiated contracts from returning to the open market An understanding of the fundamentals necessary to proceed into advanced agreement concepts with your customers