From the Summit: We see a lot of creative sales solutions at SalesSherpaGPS, a B2B Sales Acceleration Platform from Tip of the Spear Ventures. These sales complementary solutions generally come in all shapes, sizes, and formats (a “Whatever it takes to succeed model”). So we pulled back from the Sales Summit to analyze what are some of the most popular solutions to achieve B2B Sales Acceleration, and Complementary Solutions rose towards the top. Complementary Solutions to customers demand can be upstream/downstream, as well as add-ons to primary solutions. So in this post we’ll explore Complementary Solutions for B2B Sales Acceleration… Enjoy!
Align Organizational Mission/Vision/Values with Sales Force Strategy
In an upcoming Executive Education program offered by the Javelin Institute, titled “Strategic Sales Leadership Summit,” the focus is on providing sales leaders with the tools required to properly structure sales strategies and more importantly execute them. One of the topics is on identifying and aligning an organization’s Mission/Vision/Values with their sales force strategy. In other words, through internal focus, how do we ensure that the actions of our sales force day-in and day-out represent who we are/who we want to be. B2B Sales Acceleration at its foundational level requires an organization to be in touch with their Mission/Vision/Values internally (within the organization) and more importantly external the organization. In other words, think of the sales force to be mini-Public Relations personnel in their daily work activities that have a major-Public Relations impact.
Innovation Strategies for Complementary Solutions
If the core of innovation strategies is to identify new ways in which to provide service to customers, either through products or services, then providing complementary solutions through organizations that already have such products/services should be considered next level. Identifying complementary solution providers consists of looking for organizations where either relationships already exist, or can be developed at a cost significantly less than creating such product/service offering internally. It is this lower cost of complementary solution providers that many organizations find appealing. There also is the opportunity to maintain an organizations subject matter expertise regarding “What they do/How they do it” and not venture astray from those expertise areas.
The Economics of Complementary Solutions for B2B Sales Acceleration
At SalesSherpaGPS, we hear a lot of complementary solutions batted around client organizations. “This complementary solutions provider can do [this]” and “This complementary solutions provider can do [that]” for B2B Sales Acceleration to take place. However, there can be no complementary solution provider for an organization if the economic model is not fully explored/developed/laid out. In other words, while it might be more economical for an organization to attain complementary solutions through an external company, if the economics don’t make sense for both organizations (i.e., $ profit), then a deal should not be structured. At SalesSherpaGPS, we sadly don’t see the economics of complementary solutions discussed until way too late in the decision making process for B2B Sales Acceleration. This is a conversation to be had sooner, rather than later in the complementary solutions discussion.
5 Tips in Complementary Solutions for B2B Sales Acceleration
The following represent 5 complementary solutions to consider for B2B Sales Acceleration. While the list is not comprehensive in nature, it does provide for a starting point when considering potential complementary solutions providers:
- Extended Market Reach
- Maintaining Current Market Solutions through additional offerings
- Bundling of Products offered by 3rd Party
- Bundling of Products for Price versus offering by 3rd Party
- Improved Success Quotients
In this post we’ve explored Complementary Solutions for B2B Sales Acceleration. There are a lot of great business ideas. Many times such businesses aren’t as successful as they would be if they partnered/affiliated with a complementary solution provider that’s also successful. Through networking and finding a complementary business with which to build relationships, chances of success are much improved.