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New Client Demands Terrify Sales VPs
FOR IMMEDIATE RELEASE Contact: Laura Ricci New Client Demands Terrify Sales VPs Milwaukee, WI -- "Commodity pricing" is a phrase that sends shivers down the spines of VPs of sales. Like a scary threat, clients ask for detailed proposals and refuse to talk openly with sales people. And to make matters worse, the length of time it takes to close a deal has multiplied from a few years ago. Does all this mean we are doomed? (c)2005 Laura Ricci Laura Ricci says it isn't a horror flick, but a transition from consultative to complex sales. In a white paper just released, she explains the symptoms of the shift. Robert Foster, President of Equix Advisory Corporation said the paper is an "Outstanding piece of work." The symptoms give Sales Leaders the shakes, but are predictable steps in the transition from consultative to complex sales. Longer lead times, complex RFPs, expanded contracts, and stronger competition are all symptoms of the transition. Industry consolidation is another symptom that tends to appear with this transition. "This is right on, and explains a lot just in my own business" said Rick Beauregard, a consultant with The Beauregard Groupe, after reviewing the white paper. "I found new clients seeking help who were perplexed by the new demands and worried that they were in danger of losing their market. I've tried to help them see this is as shift with demands and opportunity, not a dark, one-way street" says Laura Ricci. She outlines some of the skills that are needed for this transition. Her work with other industries prepared her to help new clients in industries now experiencing this shift. From this perspective she noticed the pattern, but found that no one had written about this phenomenon. (c)2005 Laura Ricci The white paper is titled, What Changed Yours Sales Cycle and Why?, is available free at her website: http://www.1Ricci.com/SalesChange . Leslie Lassi, of CH2M Hill found the paper, "interesting, thought provoking and concisely stated. It resonated well with things I'm hearing in the engineering industry." Contact: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it Phone: 414-807-3669
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Contacts quoted in Press Release: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it (512) 476-9218 Rick Beauregard, The Beauregard Groupe (714) 965-5807 This e-mail address is being protected from spam bots, you need JavaScript enabled to view it (720) 286-2263 |
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