Our modern sales development methods guarantee the success of our services. We focus on the customer of our client. Always. Without exception.
Loikka Game Plans
Get your competitive edge through how you sell your services, products, and solutions. This is also the key to better sales results. We’ll begin by defining an overall estimate and a game plan to deal with various challenges and how to function better compared to your competitors.
In helping our clients, their customers are always in our focus. Whether it’s improving sales processes, leading, or nurturing customer relationships – our focus remains on our clients’ customers always and without exception. Very common development projects are building KAM-models, and “lighter” account management-models
In a typical case, we’ll hold work seminars with the client and key salespeople, going through the ST. Galle KAM Concept. On the customers selected through this process, we’ll construct the real key customer plans for real customers based on a deep customer analysis. Based on these plans, we’ll define a key customer leadership “annual wheel” to utilize as a tool in defining the required sales efforts and internal collaboration. Our goal is to achieve a permanent competitive advantage in a strategically important customer account – in turn changing it to growth in sales.
It’s often typical to focus on the sales process itself, and on the sales hit rate. In our work seminars held with the client’s management and/or salespeople we’ll work through our methods of action, and on how we’ll improve the sales hit rate. Especially in B2B sales, it’s very efficient to sharpen the sales process by examining solution sales methods in various stages of the purchase path.
In our work seminars you’ll find an answer to at least these questions:
- How will our clients’ businesses benefit from our solutions?
- How can we actively control the customer’s buying process?
- How can we influence the customers’ buying vision, so that any competitive advantages resonate as well as possible?
- How do we consider the people influencing decisions and their views during the negotiations?
- How does the competitive situation influence the chosen strategy in different scenarios?
- How can we create the desire to buy when acquiring a new customer or selling a new service to an existing one?
Whether it’s nurturing existing customer relationships, improving sales hit rate, cross-selling, or selling the latest – our process will also update sales leadership models and metrics. In most cases the CRM used will also be updated to respond and support the created business models, to maximize results customer-side as well as inside the team.
Increase sales hit rate
In an industry market research (Factum), our customer rose from the 16th to the 4th place.
Hartwall needed tools for a more unified sales method. Understanding customers and to better meet their needs was another goal that was set. “We found that the cooperation with our customers considerably improved and deepened throughout this project. Salespeople following new doctrines achieved better results and healthier customer relationships”, according to Hartwall Sales Director Marko Airamaa.
Our goal was a unified sales process, which would have a boost on the management of sales and better results. With Honka we planned and implemented a change project, which included four training days for approx. 30 sales representatives. “Loikka’s coaching services gave the desired boost and concrete tools to implement our previously engaged transformation process. Naturally the work within Honka continues from there, but the outsider help provided to be genuinely useful”, summarizes Business Director Jari Noppa.
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