You have a global sales team and a complex product/service. You create relationship sales, based on excellent delivery of an initial commitment, leading to repeat and referral opportunities. Doing this requires a clear understanding of the measurable benefits achievable by the client, and also clarity on the change activities that your transition team will be undertaking to make the purchase a success, and those that will be undertaken by the client. Currently you incur costs of mitigating issues post sale which have occurred through lack of clarity between sales team, client team and transition teams.
You are keen to embrace benefit realisation management if it can help your success but are very mindful of anything that could add complexity and increase the time taken to achieve a sale.
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