strategic business solutions : solutions, strategies, success the salesstrat solution

Strategic Business Solutions:

Solutions, Strategies, Success

The SalesStrat Solution

SalesStrat is an enterprise wide software program developed to provide companies with the means to document the total cost impact provided by both their product and service solutions in order to achieve three objectives:

1. Create a competitive distinction that demonstrates why your products and services make you the supplier of choice.

2. Provide a format that increases the end-user’s ability to “see and understand” the true savings your solutions provide, while making it easier for your people to document the value they added.

3. Help you to improve your company’s overall profitability by improving sales penetration, retention and margin growth (both direct sales and sales through channel partners).



Create a competitive distinction that demonstrates why your products and

services make you the supplier of choice

SalesStrat let’s you report the solutions you provide in three different levels of detail:

• Summary• Standard (shown here)• Detailed

Purpose: Creating a Competitive Distinction

SalesStrat also allows you to provide a cumulative look at the savings in a number of different charts, graphs and tables.

The chart here shows the savings you provided over any timeframe you select.


Reports can also be generated around the individual division or plant where the solutions were provided.


You can also include charts of the savings status:• Proposed (Offering)• Implemented• Savings Accepted• Reject

As well as reports around industries, channel partners, customer objectives, type of savings, etc.


Summary reports are also available.

And records can be exported into Excel.


These reports can help you with:

Winning Contracts

Business Reviews

Contract Renewals

Price Negotiations

“Trades” for Additional Business



SalesStrat also helps you to sell solutions by providing:

Annual Savings

5 year accumulated savings

ROI

Payback Period


Provide a format that increases the end-user’s ability to “see and

understand” the true savings your solutions provide, while making it

easier for your people to document the value they added.

SalesStrat provides three formats for documenting your value:

• Level 1: Memo format – minimal time and effort to document

• Level 2: Standard worksheet – quick/easy formulas to fill out (handles 85% of your documentation needs)

• Level 3: Detailed worksheets – the ability to create custom worksheet based on your needs/solutions (for highly technical solutions and/or auditable results)

See and understand the true savings from your solutions.

Each Level has three sections: Solution Details, Solution Notes, and Solution Worksheet. Only the worksheet varies by Level.

The Solution Details section, shown here, are all “point and click” fields that capture the “who, what, where and when” of the

solution you are offering or have provided.



The Solution Notes section, shown below, requires a quick write up on the “how” you reduced the customer’s operating costs.

Each record comes with a template for the write up:1. Situation: What was the customer’s need to change?

2. Solution: what did you do to help meet the customer’s need?3. Results: what were the key benefits for the customer?


Each of the three Levels has its own worksheet. This is the Level 2 worksheet. It provides the means to document savings or revenue enhancements within the four categories where a

supplier can impact a customer’s profits: Expenditure, Processes, Revenues, and Assets.


For each category you can add in as many lines as needed to document your savings. In the expenditures category we added three lines:

As well as the labor reduced.old valve spend eliminated,new value spend added,

energy consumption reduced.


Help you to improve your company’s overall profitability by improving sales

penetration, retention and margin growth (both direct sales and sales

through channel partners).

Purpose: Improving Profitability

While your value added services and products

have the ability to impact your customer’s profits,

proving the impact your solutions have can

provide a direct impact on your company’s profits

as well. By demonstrating how you improve your

customer’s operating profits, you can:

1. Improve penetration of new and existing

accounts

2. Retain strategic accounts more effectively

3. Reduce margin erosion and/or improve margin

growth


Imagine If …

Risk…the customer may not

see much risk in switching suppliers

New Operating Costs

resulting from your solutions Y

ou

r C

om

pan

y “Opportunity”

promised bycompetitor

C

om

pe

tito

r

Tota

l Ope

ratin

g C

osts

TimeLine

Customer’s Original Operating Costs

Imagine If You Don’t Document

If you don’t measure this reduction in operating costs, what does it get

equated too?

Too often it is equated to “0” and your value

is lost.

So when a competitor

offers a lower price…

You helped to reduce this amount of

operating costs.

Tota

l Cos

t Im

prov

emen

ts

TimelineYear 1

On-going Savings One-time Savings

Many customers allow you to report savings for only one year, and expect new savings each year.

Over time it becomes harder to find new saving opportunities (savings shown each year is less).

Duration of the Value Added

If you don’t show both the annual savings and accumulated savings, you risk losing the account.

Year 3Year 2


Per

ceiv

ed V

alue

Add

ed

TimeLine

Value documented immediately after the event

Value documented 6 months later

1 year later


Value diminishes over time, unless you record it immediately

after the solution is provided.

The longer you wait, the lower the perceived value.

Now Imagine the Possibilities if You Do Document Your Value

Demonstrate why you are the supplier of choice?

Better illustrate what you bring to the relationship?

Prove to your customers why you are worth more than your competitor’s lower price?

Improve your overall account profitability?

If the answer to these questions are “yes”, SalesStrat can help you to achieve a competitive advantage!

If you could provide reports quickly and easily like this one, would it help you

to:

Strategic Business Solutions, L.L.C.(918) 494-8085

[email protected]

Thank You For Your Interest

If you have any additional questions or comments, please feel free to contact us.

strategic business solutions : solutions, strategies, success the salesstrat solution

Documents

salesstrat solution

competitive distinction

true savings

document savings

margin growth slide

solution worksheet

supplier of choice slide

annual savings