FGC Peterborough, Cambridgeshire, East Anglia based business to business consulting company.

Business to Business Sales Specialism

FGC will help improve the sales performance of your business

Welcome to the Froggatt Gottwald Consulting website. Simply put, our vision is to share “Business to Business” selling best practice; thereby helping our customers become the best they can be within their own selling environments.

We sincerely hope you enjoy browsing and that you find something that makes you think differently about your current approach. If you do find something that resonates, please get in touch, we’d be very happy to hear from you.

How Customer Centric is your approach to Business to Business Selling?

In order to effectively influence a Customer it is essential for a seller to understand both the buying motives and the associated buying processes.

It is also essential for the Customer to recognise the value that the seller brings – but rarely is it persuasive for anyone to be told what to do or what they need!

How Customer centric is your approach? Do you understand your Customers´ motives and processes, and do you tell or sell?

The diagnostic tool below is designed to provoke thought on some of the key elements of a Customer centric approach. Take a critical look at your approach today.

Question

Poor Excellent

How well do you know and understand the external and/or internal factors that are impacting your targets and driving change?

1 2 3 4 5

Do you have a contact strategy that enables you to meet the right people at the right time within the Customer Organisation?

1 2 3 4 5

How well do you know what concerns the Customer Organisation; both in business terms and at a personal level for the key personnel?

1 2 3 4 5

How well do you understand the benefits the Customer Organisation will derive from resolving their concerns; can they articulate the value of your solution and recognise your differentiating strengths?

1 2 3 4 5

Do you know how the Customer Organisation will evaluate you against other prospective suppliers?

1 2 3 4 5

Have you anticipated the various "negotiables" that will need to be agreed prior to doing business with the Customer Organisation?

1 2 3 4 5

Have you considered any issues that might inhibit a decision being made in your favour?

1 2 3 4 5

Have you shared your plans for implementation sufficiently early?

1 2 3 4 5

Do you understand the Customer Organisation´s success criteria for this purchase?

1 2 3 4 5

Have you considered what future opportunities success might create?

1 2 3 4 5

Poor Excellent

How Effective are your Internal sales processes?

Whilst having a Customer centric approach to doing business is vital, it is equally important for the internal sales process to both facilitate and support such an approach.

The diagnostic tool below is designed to provoke thought on some of the key elements of the effective internal sales process.

Take a critical look at your approach today.

Question

Poor Excellent

Are your market segmentation activities providing sufficient quality targets?

1 2 3 4 5

Are you confident your promotional activities are aligned with your Customers´ buying processes?

1 2 3 4 5

Does your prospecting activity deliver sufficiently qualified leads?

1 2 3 4 5

Are your sales management metrics measuring the right activities?

1 2 3 4 5

Are your sales resources maximising their natural strengths?

1 2 3 4 5

Are your sales resources motivated to deliver?

1 2 3 4 5

Does your sales support and customer service staff understand the overall sales approach and the associated terminology?

1 2 3 4 5

Do your Customer presentations and proposals position your products in their most favourable light?

1 2 3 4 5

Do you have a consistent approach to negotiation mandate setting?

1 2 3 4 5

Poor Excellent