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What We Do
You have a great idea for a new business. You build your plan, get funding, develop your service, hire a sales team and start selling. Life is good. Then, before you know it, sales begin to slow as the cycle gets longer, prospects get tougher and your sales team seems to have "lost" their magic touch. What happened?

The sales team is most likely not the problem. A salesman is only as good as the ammunition management provides. The underlying problem is typically a continued focus on features and a lack of meaningful benefits that solve a business "pain". Your sales will not go up-even with a "revolving door" of exceptional sales personnel-until the sales staff starts selling benefits.

Nearly all companies are founded with the goal to solve a unique set of business problems. Somewhere along the way the original benefits are overlooked as the organization becomes focused on developing and building products and services comprised of a large and growing collection of "features." This situation is compounded within high-tech companies that sell to technically sophisticated customers and feel that reciting cutting-edge product features are what make the sale.

We help you increase sales by focusing your organization back to the benefits your products have to offer. We will clearly identify and raise those benefits up to allow your organization to better penetrate your C-level prospects. We will make them highly visible and work closely with senior management and your sales team to drive these benefits into the heart and soul of your marketing and sales teams.

Senior management can no longer afford to allow their sales team to continue to sell "features". This approach relies too heavily on the salesmanship of individual reps.
  • The good sales reps intuitively sell on "benefits". However, they are left to their own devices on what to say and there is no control over their promises. The result is a misalignment of client expectations which invariably leads to an over promise - under deliver situation.
  • The average sales rep flounders when selling features and the result is high sales force turnover.
  • Recruiting and training sales people is expensive and most sales people require a minimum of 6 - 9 months before becoming productive.
Showcasing the benefits your products provide allows a confluence of important marketing and selling events to happen:
  • Product, marketing and sales become integrated.
  • Prospects "get" your product because they see to a way alleviate their business "pain".
  • Your sales people relate to prospects in a dynamic way that demonstrates the ability to solve problems.
  • Your marketing materials and website actually help your sales people sell.
  • The trade press comes looking for you.
  • You will increase margins because you will stop selling on price.
  • You stop the "revolving door" of salespeople.
By training and transforming your sales team to sell "benefits", you can turn your sales force into a "benefit" driven selling machine. The process is relatively inexpensive compared to the enormous disruption caused by sales personnel turnover and the resulting disruption caused to clients.
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