Market insights
Delivering great products and services is simply not enough:
Regardless of their intentions, many organizations are focused on delivering great products and services – not selling them.
Market insight 1
Delivering great products and services is simply not enough
Most organizations consider sales as part of their core business. At Skondras we fully agree, but reality is often different. Regardless of the intentions, many organizations are focused on delivering great products and services – not selling them.
Neither sales as a whole nor specific sales disciplines, such as new business lead generation, cross- and upselling, or customer retention, receive the commercial focus they should receive if ambitious business objectives are to be met. This causes ongoing stress, creating dark clouds over what should be a sunny business potential.
The bottom line is that at Skondras we believe that everyone should do what they’re best at. For our clients, it’s running their core business focused on delivering products and services. For us, it’s sales execution —for you, minimizing stress.
Market insight 2
Sales data intelligence and machine learning is a must
Sales has been considerably changed over the past decades by the digital economy. We believe this process of change will only accelerate. Sales innovation and transformation will determine the winners and the losers.
In Skondras we belief data intelligence and machine learning will be crucial to the success of the (sales) organization. Mapping data-driven customer profiles with compelling well positioned value proposition stories, and preferred engagement channels is the key to success. Recent 2018 research from McKinsey’s confirms these beliefs.
In the past, sales leaders used to rely on gut instinct to identify behaviour that drives sales productivity and makes account coverage decisions. Advanced analytics is revolutionizing our understanding of how to match the right people to the right deals. The most data-savvy sales organizations are combining sales, customer, and market data to understand the intrinsic attributes and behaviour that are statistically correlated with distinctive sales performance.
Market insight 3
World-class sales talent makes the big difference
At Skondras we believe we have seen nothing yet in regard to new ways of building and operating innovative sales organizations. But, besides all innovation we believe “one” thing makes the big difference – sales talent.
People that love sales, with:
Persistence: the ability to consistently meet goals through hard-work, curiosity and resiliency
Personality: a likeable personality founded on strong emotional intelligence and integrity
Performance: track record of measured success, embracing new sales innovation and technology
Talent is a prerequisite as buyers are getting smarter and are earlier and better informed. McKinsey’s recent 2018 research confirms these beliefs.
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