BEST PRACTICES
In my various roles as CRO and Managing Director of Vertical Markets, I have always run my business with a Playbook whose foundation was aligning the value drivers of our Use Cases and functionality with the quantified impact on the clients P&L and the execution of their business strategy. My architect and delivery Partner for that critical service and expertise has always been IntelliCap.
~ Patric Wiesmann, Managing Director and General Manager HealthCare Vertical and four-time IntelliCap client
IntelliCap strives to provide the best practices for customers, and understands that the below are just a few of the top topics covered in consultations. Hover over any box below to see IntelliCap's response to key questions from clients.
Reduce number of Tech-centric sales calls and determine if a compelling Business Case exists before extensive demos, scoping and Solution Engineer visits
Cost of Sales in Excess
of Revenue Produced
Establish at the beginning of the sales cycle that access to the Business and Economic buyers is necessary to both build the Business Case and allocate technical resources to the effort
Ceiling on Buyer Access - troubles calling high
Make access to Economic Buyer and confirmation of their criteria for acceptance a requirement for providing ANY discounting
No Decisions -
Maybes are killing us
Make a requirement of any discounting, Executive visits or extended scoping be the prospect agrees to determining if there is a sufficiently compelling Business Case
Elongated Sales Cycles
Set expectations of a good level of Technical review understanding the prospect's strategy, establishing mapping of solutions to objectives and confirm alignment will be required to allocate full technical resources
Extended Technical Sales Discussions
Determine in Discovery the impact on key financial metrics a proposal NEEDS to have and exceed those criteria with the Business Case
Nice to Have Versus
Need to Have
Reduce number of Tech-centric sales calls and determine if a compelling Business Case exists before extensive demos, scoping and Solution Engineer visits
Pricing Defense/
Excessive Discounting
Develop a “Go-No Go” client engagement model that requires Business alignment as a requirement
Too Few Business Discussions
Deliver top 20 Financial Value Use Cases from IntelliCap engagements
Insufficient Calls to Action in Demand Gen
IntelliCap has been critical to my success as a VP Sales by being the lead partner driving us successfully to the Economic Buyers and delivering board-level analyses and sophisticated executive summary presentations.
~ Paul Owen, Senior VP Sales and Head of Corporate Development and three-time IntelliCap customer
