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SAPIENTIAL PRIME SALES
“Close relationships are the only asset that the competition cannot undersell or destroy”
Sapiential Prime Sales works closely with their clients to help in building customer relationships. Historically, developing relationships with vertically integrated companies was a relatively well defined, time proven, process. A visit to the corporate headquarters offered access to engineering, purchasing, marketing and corporate management.
Today, however, while a company may have it's corporate management in the US , it may have its software designed in India and have its hardware sub-assemblies manufactured in China .
Additionally, many Original Equipment Manufacturers (OEMs) have now transformed into Original Design Manufacturers (ODMs) and component purchasing decisions are often made in off-shore locations.
Shorter product life cycles also mean that sellers must not only establish relationships early in the process to ensure design-in but also qualify with manufacturing and purchasing groups in multiple locations. Consequently, effective buyer-seller relationships have become more complex and failure to manage these relationships in a timely manner means an entire product lifecycle will be lost; there simply isn't time or resource available to change designs or engage in re-qualification of components.
Strategically, relationships can pay big dividends. Some sellers always seem to have the right products at the right time. That is because in trusting relationships, buyers will often give sellers an advance view of their strategy as part of their assessing the risk-reward ratio of intercepting the latest technology. They will also, if you ask, freely give referrals to create more business opportunities. These referrals have tremendous value as they come from an existing customer.
Although technologies like CRM systems help the process, adaptability and responsiveness are essential in creating effective buyer-seller relationships. Although mastering the buyer-seller relationship presents more of a challenge, the benefits to sellers who embrace these changes are greater than ever before.
Our depth of experience in all aspects of the sales process means that Sapiential Prime can help companies direct and focus their efforts for the best ROI. The extensive network that we have developed throughout our careers can help in partnering with the right companies and through the best channels.
Our programs include help with:
- Sales channel development
- Customer partner development
- International market focus
- Sales process development
- Customer service programs
- Demand fulfillment programs
- Sales reward and incentive programs
- Setting up subsidiaries and branch offices
A change in the competitive environment can alter prices and technologies, but close relationships can last a lifetime.
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