Outside Innovation

It corresponds to spaces enabling you as a supplier for your customer exclusively or controlled access. For example, you can set Portal customized to your customer which provides personalized information and provides support services such as projects, training, chat or conversation spaces portals, portals of support and technical assistance, etc. Online meetings. Such tools are already widely used at the level of the business of B2B as Webex or GoToMeeting sites of collaborative design (Design Sandbox): enabled sites on the Internet by manufacturers in order to allow its customers can submit ideas and participate in the design of new products or enhancements to existing products. As can you see, there are many existing tools for a collaborative sales process.

These are just a few examples, if we delve more, surely we will find many additional tools. The important thing is to establish mechanisms that would enable a collaborative work and customer understands that fashion can make advantage of this scenario of business. According to the book written by Patricia Seybold, Outside Innovation, apply 5 steps to transform your sales process of a traditional consultative sales to a strategy of innovation and collaboration with their customers and prospects. These are the five steps: step 1: identify and study very well its leading customers. Understand how it is the competitive environment in the industry of your customer, understand the factors that generate leadership is its sector and well evaluate the competitive position of its customers or prospects step 2: provide collaborative tools to work together (such as those mentioned above) to your prospects and customers. Develop spaces to share with your customer information, needs, and make it part shape how your solution can be applied to your step 3 customer’s business: motivate your customer to participate in collaborative spaces with you or the community that manifests the same interests. Heed the suggestions and opinions set forth by these communities.

You actively participate in these communities with knowledge and added value, not with the wasteful mood of trying to sell, this will come as a result of its strategy step 4: client to recognize its contribution and knowledge. Determine how to provide the recognitions of the case to the customer that is collaborating with you (not of economic type). You must understand that the motivating your client to collaborate and based on these motivators are defining recognition mechanisms to promote subsequent collaborations step 5: engage your customer in the development of your company. Establish mechanisms to achieve your client may feel involved in the development of the strategy of their companies and the portfolio of solutions you offer. The question is are you ready to work in collaborative sale with your prospects and customers? Does your company with the tools to create collaborative spaces? Do you know your boss of such strategies?