Challenge Your Sales Machine

Posted July 12, 2016

You’ve just heard about an upcoming project that would be perfect for your firm’s capabilities. Whether or not you have a relationship with the client, your approach will determine landing the project or not. Time and again, I have talked to owners on behalf of my clients, and the message is loud and clear: “The old way of selling to me no longer works.” Your client’s needs are changing every day, and their challenges are an opportunity for you if you know how to change your traditional approach. We all have a comfort level when talking to our clients about a project and selling our firm’s solutions. What if you actually challenged your client’s scope by digging deeper and bringing in insights and solutions that the client hasn’t considered? Your client will sit up and take notice. They are looking for the spark that makes your solution stand out from the pack. So, consider taking on this challenge even if it is outside your comfort level. Conversations will be deeper, different, and unravel creative results that even you may not have thought of.

Client Solutions, Sales

Ann Banning - Wright

CLIENT:	Large Engineering Firm
CHALLENGE:	Extend and secure new contracts in the area of Data Centers for telecommunication, finance and media industries.
RESEARCH:	Designed face-to-face interviews that reveal the challenges and the breakdowns that cause the most pain in data centers.
DISCOVERY OF UNTAPPED POTENTIAL:	Identified “downtime” as the most critical concern evidenced by a financial institution losing $260 million dollars a minute when their check processing centers went off line. A variety of well- intentioned vendors, designers, departments and process operators were responsible for getting back online but we discovered they were often working independently in silo’s – a cumbersome and inefficient response to an expensive problem.
HARNESS POTENTIAL:	Plucked individuals from across departments and disciplines to assemble a team dedicated to “Collaborative Design and Operations for Data Center Uptime. Newly formed team collaboratively built and marketed a unique practice promising result. Data Center Uptime Named the Offer > OnlinEnivronments. Specified all the moving parts of the OnlineEnvironments Design Solution and the cost benefit. Geography of Facility – Architecture and Engineering of Facility – IT Infrastructure and Facilities Management – Process Design and Outage Prevention Management
RESULTS:	Out-of-the-gate this untapped potential accelerated growth and generated 14million dollars of new revenue. This success demonstrates how a distinctive solution accelerates a company’s capacity to become market leaders, to choose their clients and to charge more for it. The optimum result of working with Bright Operations is the creation of a structural and operational eco-system that is sustainable over time, producing preferred transactions and smart market extensions over and over again. In other words, “Wow, we’ve done it again!”

Challenge Your Sales Machine

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Did you know… An experiment reveals that elephants not only cooperate but that they understand the logic behind teamwork. Now that’s a smart human lesson learned from the animal kingdom!

In his book, The Speed of Trust: The One Thing That Changes Everything, Stephen M. R. Covey writes that trust is an essential element in business: “When trust goes up, speed goes up while costs come down.” Conversely, “When trust goes down, speed goes down and costs come up.”

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Challenge Your Sales Machine

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