Technical Sales
6-Echo are highly experienced at driving a Technical Sales approach for a company or product and this can take many forms - as an example, consider this 6-Echo case study:
In 2008, well known international technology company QinetiQ planned to launch a new spin out company OptaSense, exploiting a patented fibre optic interrogation technique that converts a standard telecoms fibre into a highly sensitive distributed array of thousands of discrete acoustic sensors.
With the core technology firmly estalbished and with a distracting level of potential applications, 6-Echo has assisted this exciting enterprise accelerate their market entry:
- Definition of customer offering and sales process
- Development of detailed customer acceptance procedures
- Ancillary support equipment sourcing and selection
- Development of system maintenance concept
- Competitor analysis and benefit led positioning
- Strategy development for specific market segments
- Promotion, Communication and bidding tools to support sales team
- Equipment Installation and customer demonstration
The end result? Earlier market entry, decreased customer response times, enhanced customer understanding and appreciation and a more rapid investment return.
In 2009, OptaSense clearly moved out of development and into deployment contracting 6-Echo to manage their prestige installations.
Streamlined Bidding
Great products don't happen by accident. Equally, great products don't sell themselves.
This simple statement is at the heart of 6-Echo’s philosophy. If a technically oriented product is to reach its true potential in the market place the sellers MUST:
- be empowered with their knowledge base at their fingertips
- be able to respond to enquiries in a appropriate and detailed manner - rapidly and consistently
- have sufficient supporting technical information to reinforce the key selling message
- they must be able to correctly identify the full through life costs of their product
This clearly needs to be enacted in a manner that is both cost and time efficient for the company and delivered in a compelling manner that leads to increased sales.
6-Echo have developed a tailorable process that address many of the outstanding questions regaring selling that helps to ensure:
- streamlined, lower cost bidding
- increase win rate
- greater customer confidence & repeat orders