Ken Edmonds
[ HOME ]    
[ NEWS ]    
[ FOCUS ]    
MARKETING VALUE >  
MANAGING SALES >  
COST CONTROL >  
PROFITABLE TRADING >  
PRODUCT MARKETING >  
ACHIEVEMENT CULTURE >  
MOBILE WORKING >  
STARTING A NEW COMPANY >  
INTERIM MANAGEMENT >  
INVESTMENT FINANCING >  
[ MODE OF WORKING ]    
[ BIOGRAPHY ]    
[ CONTACT ]    
Focus - Marketing Value not Features  

 
  Increasing sales and margins by avoiding price wars. Making marketing a valued part of the sales team.

  Why Value?
When you are selling to a business, your customer buys your product or service for one of only two reasons - they either make money or save money.
The attractiveness of features or technology in your product or service is largely irrelevant once basic performance issues are met.
Also, your customer is very good at setting you off against your competitors knowing that all you really have to compete with is price - and knowing that they are the only ones who win these battles!
It's the numbers that count.
It's the numbers that win or lose the business.

  Translating your product or service into real, tangible business numbers that reflect the impact on your customer's business in a way that their CFO will sanction and agree with is an expert task.

  Why Take This Path?
Feature or technology proposals immediately lead to price wars that erode margins and make business unattractive.
Sales need tactics that give them an opportunity to out-class their competitors without resorting to price reductions.

  Dramatically improve the impact of your Sales force and leave your competitors at the starting gate - contact Ken Edmonds today.

 
Focus Area 1 / 10  -      [ ALL FOCUS AREAS ]  [ NEXT FOCUS AREA > ]