You can lead a horse to water… But can you get him to buy once he’s there?

Paul Thompson

Commercial Director,
Consenna

Sales, sales, sales.  At Consenna we talk about sales a lot, all the time in fact!  Whether it’s launching a new product to its target market; reviving sales in an ageing product line; increasing overall market share; or simply wanting to up the ante vis-à-vis the competition, we work with our customers to achieve sales success.

You’ll hear us talk about sales enablement, sales effectiveness, sales engagement and sales promotions… amongst many other things… and we approach each and every client need with fresh eyes, creating a bespoke solution comprised of a wide and varied gamut of sales tactics.

However, with research demonstrating time and again that somewhere in the region of two-thirds of buying cycles conclude with no sales decision being made, our demonstrable success isn’t simply down to employing the right tactical approach.

Whether we’re empowering a sales team to be impassioned and knowledgeable about the product or service they’re selling, equipping that team with all the necessary support and resources they’ll need to successfully communicate the USPs of the product; or managing all aspects of a risk managed sales promotion, we simply can’t deliver the results our customers demand without recognition of one vital aspect – the intended buyer themself.

Think about it, sales messages that solely home in on the merits of the product or service in question can easily become confused with similar competitor messages – if, that is, they don’t address a very specific need (or set of needs) of the intended customer.  Simply, it’s far easier for the targeted buyer to do nothing and decide against proceeding with a purchase if they’re not convinced of the very real and tangible benefits to them personally of doing so.

Realising and addressing this has never been more important than it is today as we collectively navigate around the impact of a global pandemic.  The economic uncertainty and heightened level of financial scrutiny that has created has fuelled inertia amongst purchasers who would rather stick with what they know and what feels safe, rather than take an apparent chance on the unknown.

So, what makes Consenna the team of choice for so many IT vendors looking to not only secure, but grow their sales?  Simply, our customers know that we have an in-depth understanding of how to unlock the potential in their salespeople so that they can achieve more than they imagined and overcome the dreaded ‘no decision’ outcome.  We do this by giving the purchasers of those customers valuable insight into their world that makes them realise the way that they’re currently solving a problem is no longer safe or appropriate as something has changed.  This insight is like a change of scenery around the buyer.  In the old scene, the way they addressed their challenges was safe, but the scenery has changed and now it’s not.  Those purchasers come to realise they’re standing on a sink hole and this drives them to act.  Then, and only then, are they ready to find out about the products, services and solutions that our customers can provide.