commercial strategy & sales campaigns
WHY IS IT IMPORTANT ?
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Ineffective sales campaigns lead to a weak backlog. A weak backlog creates a poor image of a product. However, the right strategy and impactful sales campaigns will determine the commercial fate of your product.
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Many products or services are not well marketed. Customers do not see the value presented to them and commercial discussions quickly turn into discounting price. With no differentiation and value-selling, there is only one way to sell: cheap!
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Too often, commercial teams secure orders randomly, without prioritizing those customers that will make a difference, that will take delivery, that will provide the necessary market recognition.
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There is a way to demonstrate the value of an aircraft or a service, to make it palatable for customers, to differentiate from competition. And there is also a way to determine the ideal customer target base and establish a coherent commercial strategy that will create solid sales backlogs.
HOW CAN I MOVE FORWARD ?
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Marketing a product or a service requires a clear understanding of what customers want and how they will value the unique benefits that are offered. Selling those values and differences is the key to preserve the product value and avoid hefty discounts.
Equally, prioritizing success at key selected customers is essential to obtain market recognition and solid sales backlogs.
So, how to adequately define a commercial strategy and ensure success in sales campaigns?
It takes an in-depth experience in understanding market requirements, marketing product values and defining successful commercial strategies to win key sales campaigns and ensure market recognition.
Many commercial teams at manufacturers or service providers face the challenge of trying to reinvent themselves the good-old recipes that used to work but no longer. This is when the expertise of an outsider, versed into the art of marketing and selling, provides the solutions necessary to unlock sales potentials.