This process can be used for companies at any size with longer more complex sales cycles for either current clients where the focus is to maintain and build share of wallet or client acquisition. The sales cycle for these more complex targets is typically a 1-3-year period but can be longer depending on the agreement terms. The ideal time to work through the sales process before making a proposal to a new client is 6-18 months.
However, any part of the process may be applicable to current clients or targets where there is a high level of engagement. For these clients it’s important to understand where you are in the sales cycle and which area of focus listed below you may provide a best R.O.I. . The goal is to increase deal conversion rate, maximize share of wallet or both.
Companies can choose between the entire suite or specific areas of focus:
· A clear view to your client’s business
· Internal and external stakeholder assessment
· Gaining strategic alignment between you and your client
· The Negotiation
· Proposal Generation
· The Strategic Business Review