Business Services
Email this postMost companies providing a service to other businesses face significant challenges related to revenue growth—How do they differentiate their offerings? How should their services be priced? How can they create “sticky” revenue and annuity revenue streams? What channel partners should be used? How can customers be cross sold other services?
Customers are dealing with tighter budgets and some business services are becoming discretionary purchases (varies by type of service, of course). The sales challenges for most Business Services companies are significant—ROI thresholds are higher and in many cases the decision maker is now a more senior person within the company (who may be unknown to the company’s sales force).
As Business Services companies try to raise their game to match the challenging selling environment, they need to segment their customers, focus the sales and marketing organizations on the most fertile ground, shape their messages to each customer segment and find ways to deal with customer back pressure on pricing.
What messages need reshaping? Are sales teams prepared and trained to deal with changed customer behaviors? Are sales tools sufficient? Is account planning adequate? Are pricing policies and practices and guidance sufficient to win business and protect margins now…and in the future?
Using our proprietary tools and experience we quickly identify the most pragmatic steps for improving revenue performance within the context of these market challenges. Our suggestions can then be implemented, either by the company or with our help, to move the dial in the areas of lead generation, win rate, customer retention, cross selling and/or pricing.
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