Reduced Sales Cycle by 30%, Improved Win Rate by 30%
Give customers a high degree of confidence that our company’s experts and products are able to solve the customer’s specific application challenge early in the sales cycle
- Require application engineers to document the applications they have designed and commissioned in simple drawings.
- Provide to sales people to share with customers early in their project cycle
- Applications documented are often larger and more complex that most, giving customers confidence that their application is solvable by our company’s products and experts
- Sales has more credibility than if they verbally shared stories or showed non-technical “glossy” customer application flyers.
- Application engineers have more immediate credibility with customers.
- Customers ask questions about broadening their scope vs. limiting it