Switches on a C Suite analytical mindset
Switches on a C Suite analytical mindset
Your company manufactures capital equipment used by pharma industry. You learn that the CEO of a pharma major wants to expand capacity. You get a sense that the CEO’s plans have hit a roadblock in the Board, which has reservations about investing heavily on an expansion at this stage. Collecting published data and intra industry numbers, you create a business case which shows a 20 percent jump in revenues once expansion is completed. This is precisely the kind of projections the CEO needed. Now what are your chances of your company getting that capacity expansion project?
Action Question: How can you do better quality, in-depth industry research while handling big ticket deals?
Related Reading:Are you managing your large opportunities well enough? https://www.mercuriindia.com/are-you-managing-large-opportunities-well-enough.php
ABOUT '100 WAYS TO SALES RESILIENCE' : This is a series of 100 powerful ideas - behaviors - from Mercuri India, that purport to build your #Sales Resilience.. as a salesperson, as a sales team, and as a sales organization. Because a Resilient India needs Resilient Sales. This is the fourth post in this series. To read previous posts get to #MiSalesResilience
3.Challenging: Constructively challenges Customer
Constructively challenges Customer ,to add value Customer: “It may take another quarter for us to utilize full capacity. So we are thinking of ordering 40 percent of regular orders”..
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5.Helpful: Thinking beyond selling and sales
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