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- Response: Absolutely. A solid strategy is critical to any successful sales effort. Using a unique set of modeling tools, we align your product or service with the compelling needs of your target markets. We design your positioning and value messaging to resonate with those markets and design the processes to support your strategy. We have used this approach to help many companies achieve great success.
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- Response: Our clients often find that their sales strategy may no longer be aligned with its intended markets. Too often, organizations position themselves in ways that invite competitive comparisons and pricing pressure. We can help you increase the perceived market value of your product or service and reduce competitive pressures, thereby changing the competitive landscape in your favor.
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- Response: Most companies have significant opportunities to improve in this area. Getting the client-facing dialogue right is a critical success factor for any company attempting to differentiate itself and increase win rates. Sales OverDrive can enhance the way your company positions itself. We will develop the best positioning statements, value propositions and other messages that respond to your target customers' most important priorities.
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How can we know if we are pricing our product or service appropriately? |
- Response: Many of our clients are surprised to learn that they were under-pricing products and services. Sales OverDrive can help you build the pricing model that creates the best profit margins possible while accelerating revenue growth. Higher margins and greater, faster sales growth really do run together if you know the right keys.
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- Response: Yes. A great sales process should tell you when something is wrong and why. Our comprehensive and proven OverDrive sales process and technology gives you the ability to diagnose problems early and determine whether it is your strategy, your people, or some other problem that needs attention.
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- Response: A great sales process is essential for "catching people doing things right" and reusing valuable lessons learned. Sales OverDrive specializes in working for companies that face challenges in this area. In fact, this is the most common concern we encounter with larger companies. Whatever your company's size, Sales OverDrive can develop and install a reliable, repeatable sales process that ensures a high win rate, and is built around your culture, capabilities and competitive landscape.
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Should I go ahead and develop a process or wait until we hire the salespeople? |
- Response: Speed can be one of your greatest competitive advantages. Make sure your strategy and processes are on target before you begin hiring people. Sales OverDrive will design and build a winning sales-execution strategy and process, while simultaneously recruiting, training and deploying your team of OverDrive® sales professionals. We have the infrastructure to allow us to plan, mobilize and implement a sales force in just 45 days, so there is no time lost.
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Why is it that very few of our strategic alliances ever produce any revenue? |
- Response: Companies often build their alliances with the wrong partners. Business development is fundamentally different from sales in that sales is emotion-driven and partnering is about business fit. As such it requires a different mindset and a separate process to execute and manage it.
Sales OverDrive has tremendous know-how and proprietary methodology in this area. We can help you identify and enroll the most appropriate partners. We will provide you with a process that sustains momentum and revenue creation over time.
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