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:
A capital equipment manufacturer had embarked on an ambitious and expensive product development process with aggressive timescales and a need to succeed.
6-Echo analysed the Engineering Process observing the lack of a Technically led sales approach and the omission of a customer feedback loop in the design. Whilst sound engineering practise was being used in the development, the opportunity to capitalise at this stage on future requirements such as maintainability and reliability were not being fully addressed.
In the market place the company were not highly active and competing technologies were establishing a lead. As the market was immature, 6-Echo looked forwards beyond initial start-up success to analyse what REAL selling advantage was needed long term.
6-Echo produced a competitive advantage strategy for the company to both improve the product development process and focus on how the devices were to be used, sold and importantly, how to gain a competitive edge:
- Immediate ARM & ILS Analysis
- Development of Maintenance Concept
- Technical Sales Offering Definition
- Competitive Analysis & Benefit led positioning
- Focus on long term reliability as key selling factor
- Promotion, Communication and Bidding tools to support
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