enterprise associated selling
Selling and marketing are two closely related processes. Selling activities are essential components of a successful marketing plan. Selling seeks to maximize the value of each customer to a business, both for buyers and for sellers. By providing value, enterprise associated selling (EAS) enables businesses to achieve their goals.
EAS is a skillful process of utilizing the power of corporate marketing to build relationships and reach new customers. It involves strategic research into the customer’s needs, leveraging the current sale structures of an organization to add value to the customer. The techniques that drive success in EAS are much more complex than simply using traditional sales techniques. The process begins by understanding the dynamics surrounding the customer’s needs and then designing an effective strategy that best meets their objectives.
The EAS process is centered on understanding the customer and their business needs. This includes researching and gaining insights into what people need, their goals and objectives and any obstacles they may be facing in achieving their goals. This can also include researching the customer’s current competition, as well as competitors within their industry. Once this research is completed, the sales team can begin to design a solution or suite of solutions that will provide the customer with what they need to increase sales, maximize profits and improve customer relations.
The next phase involves creating or growing the customer’s contacts list. This is done by leveraging relationships the company has with customers, employees, and partners. Creating contacts can also involve outreach activities like direct mail campaigns and email campaigns. These activities should be customized for each customer and tailored to their individual goals. Following contact creation, the sales team should use the customer’s contacts to create more opportunities for sales.
The next part of EAS is to build relationships. This should be done by interacting with contacts and establishing a personal connection. Through conversations, customer feedback and feedback from other contacts, the sales team can build trust and loyalty. This creates a foundation on which to build the customer-seller relationship.
The last component of EAS is to create relationships with customer influencers. Customer influencers are people of importance in the customer’s industry, such as key opinion-makers, influencers, and celebrities. Creating relationships with these individuals can provide the sales team with additional, highly targeted potential customers and further build loyalty.
EAS is an effective, customer-centered process that enables businesses to provide solutions and add value to customer’s businesses. By leveraging established relationships, conducting strategic research and building customer influencers, EAS creates a viable sales model that can be replicated for other customers, providing consistent, long-term success.
