Strategic Business Solutions : Solutions, Strategies, Success The SalesStrat Solution.
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Transcript of Strategic Business Solutions : Solutions, Strategies, Success The SalesStrat Solution.
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-user’s 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 company’s overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners).
The SalesStrat Solution
The SalesStrat Solution
Create a competitive distinction that demonstrates why your products and
services make you the supplier of choice
SalesStrat let’s 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
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-user’s 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.
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 customer’s operating costs.
Each record comes with a template for the write up:1. Situation: What was the customer’s need to change?
2. Solution: what did you do to help meet the customer’s 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 customer’s 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 company’s 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 customer’s profits,
proving the impact your solutions have can
provide a direct impact on your company’s profits
as well. By demonstrating how you improve your
customer’s 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 Y
ou
r C
om
pan
y “Opportunity”
promised bycompetitor
C
om
pe
tito
r
Tota
l Ope
ratin
g C
osts
TimeLine
Customer’s Original Operating Costs
Imagine If You Don’t Document
If you don’t 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.
Tota
l Cos
t Im
prov
emen
ts
TimelineYear 1
On-going Savings One-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 don’t show both the annual savings and accumulated savings, you risk losing the account.
Year 3Year 2
Imagine If You Don’t Document
Per
ceiv
ed V
alue
Add
ed
TimeLine
Value documented immediately after the event
Value documented 6 months later
1 year later
Imagine If You Don’t 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 competitor’s 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) 494-8085
Thank You For Your Interest
If you have any additional questions or comments, please feel free to contact us.