CALL US
+61 2 9199 4523
E-MAIL
team@taylorwells.com.au
LOCATION
Level 8, 65 York Street Sydney 2000

In today's changing market, companies need the new high performance sales playbook. 

SALES DEPARTMENTS

"Build relationships and the rest will follow," was a common management adage for sales success. However, over the past few years there have been numerous signs that relationship-based sales may be less effective than it used to be. Not to say relationships are no longer important, but less so as purchasing processes get messy and complicated. The new reality for sales is long drawn out processes with lots of stakeholders and competing agendas and viewpoints. There's more stakeholders to influence to get sales over the line. Information flows are multiplying, leading to decision paralysis. There are more governance teams and committees influencing every buying decisions, including procurement who are focused on cutting costs and securing good deals for their business. In short, customers no longer care who wins the deal anymore. Being a preferred supplier really doesn't mean that much.  

KEY WORKPLACE ISSUES

The focus is on:

COMMODITISATION

Much of the commoditisation pressure suppliers face today isn't the result of customers' willingness to settle for "good enough," it their failure to agree on anything more. And that's the main challenge most sales, pricing and marketing strategies fail to solve as its a problem they are not set up to address under current strategy, structures and operations.

PERSONALISATION

Research indicates that when businesses personalise their offers at the individual level (i.e., for a particular stakeholder), they are less likely to close a high-quality deal. In effect personalising offers to each stakeholder decreases deal quality, pushing businesses deeper into the very commodity trap they were hoping to avoid by personalising in the first place.

B2B SELLING

The most important dynamic in B2B selling today is finding a way to connect with all the different groups and individuals involved in the process using a higher level vision. A vision that they couldn't have created on their own or without your business.

Connect with our sales strategy service

Despite businesses improved ability to convey their unique value, research indicates that customers are less willing than ever before to actually pay for that value, even when they perceive it - at least not when they believe the next best, less expensive alternative is "good enough" to meet their needs. Which means the business loses out on the most important thing: getting paid for delivering value to customers. Clearly there needs to be a change in the way that organisations engage customers and communicate their prices. Sales and pricing transformations, however, are easier said than done, and failure rates are high. We guide organisations through large-scale transformations, enabling them to deliver sustained, profitable growth through effective pricing and go to market execution. We do this by aligning pricing and sales strategy with the company’s growth strategy and culture, ensuring that the right people are in the right roles, and that sale professionals have the right tools, skills and mindset to be effective. 

TAKE A CLOSER LOOK

Sales Insights

LEARNING

Resources

All
Change management
Organisation team design
Pricing advisory
Pricing Capability
Pricing Recruitment
Pricing Strategy
Pricing Teams & Culture

"On average, customers are 57 percent of the way through a typical purchasing process prior to proactively reaching out to a supplier's sales team for their direct input on whatever it is that they're doing." 

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Dedicated to improving leadership and professional assessment practices worldwide. 

Taylor Wells is a qualified testing centre for executive, professional and managerial positions. 

 

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GET IN TOUCH

Questions? Call 02 9199 4523 To speak to a Taylor Wells representative or complete the form above.

ADDRESS

Level 8, 65 York Street
Sydney 2000

E-MAIL

team@taylorwells.com.au

TELEPHONE

02 9199 4523

WORK HOURS

Mon. - Fri.: 9AM - 5PM